UPDATED ON  Oct. 18, 2007
Contact <YOUR NAME>, K-State Research and Extension
<PHONE>; <EMAIL>

<YOUR OFFICE NAME>
2007-2008 Marketing Plan

Background

An October 2003 letter from ECOP to State Extension Directors and Leaders stated:
State Extension Programs across the nation have faced financial challenges.  In an informal survey conducted by the CSREES staff earlier this year, 47 states reported that adequate funding for their programs was in jeopardy.  The majority of states expected current year cuts in state appropriations or university allocations for their programs of three to 30 percent.  At best, other states hoped to hold even for this year, but prepared for potential cuts in the next year or two.  The financial challenges have resulted in program redirections, reorganizations, and staff reductions in many states. 

This letter describes what has been occurring within and to K-State Research and Extension. The threat of extreme budget cuts first appeared in 1995. As a result, the Kansas Cooperative Extension Service and Agricultural Experiment Station merged to form K-State Research and Extension. 

Since 1996, K-State Research and Extension has been focusing marketing efforts on increasing awareness statewide. Statewide surveys conducted in 1996 and 2000, paired with localized surveys from 2003, have illustrated a strong growth in statewide awareness of K-State Research and Extension. 

Even though our awareness numbers have improved, the budget has not improved. Budget cuts continue to challenge K-State Research and Extension throughout the organization. This has increased the need to stabilize traditional funding sources and identify and pursue nontraditional funding sources. 

2006 marked the beginning of a new five-year planning cycle for K-State Research and Extension, as well as the start of an Extension strategic plan. The organization’s overall marketing plan aligns with these schedules to help bolster those efforts and plans.

SWOT Analysis (Strengths Weaknesses Opportunities Threats) 
K-State Research and Extension, local offices

Strengths
-	Unbiased, research-based knowledge source 
-	Local source and connection for Kansas citizens to national network
-	Good credibility with the general public  
-	Good reputation and tradition of excellence and service
-	Research, outreach, and education functions within one organization 
-	Strong, community-based/local connection  
-	Local money is boosted by state and federal sources
-	Timeliness of information
-	Technology and resources available within K-State Research and Extension

Weaknesses
-	Public awareness of K-State Research and Extension name
-	Youth programs perceived as rural or traditional, not contemporary
-	Lack of promotion for educational programs 
-	Lack of resources to work with nontraditional audiences
-	Lack of diversity in workforce and programming 
-	Perception of just an agricultural and rural focus and not a focus on other people, community issues, and problems
-	Personnel turnover and loss of positions and programs
▪	Leaving/having positions open so long that existing audience turns to other sources for information
-	Lack of innovation
-	Resistance to change 
-	Funding shortfalls 
-	Lack of media coverage
-	Difficulty identifying target audience; trying to be everything for everyone 
▪	Lack of clarity throughout system of who our target audiences are, and how to tailor programs to specific audiences

Opportunities
-	Use of technology (Web sites) for educational program delivery 
-	Wider dissemination of information 
-	Expanded TV coverage of K-State Research and Extension 
-	Targeted marketing campaigns
-	Adaptating Extension models with new audiences/constituency 
-	Responding to changing and nontraditional audiences interests and needs 
-	Collaborating and partnering for mutual benefit internally and with other local organizations 
-	Connecting value of research, extension and teaching from national and campus systems to county/local level: financial, human and knowledge resources
-	Strengthening volunteer support
-	Expanding K-State Research and Extension arm to nontraditional audiences, including
▪	Hobby farms/small landowners/horse enthusiasts
▪	Young adults
▪	New youth program participants
▪	Ethnic minorities

Threats
-	Slow to adapt to change 
-	Perceived competition with agencies and organizations serving same audiences 
-	Keeping up with technology growth and opportunities 
-	Retaining quality faculty and staff 
-	Changing demographics and decline of rural population 
-	Viability of local delivery system 
-	Lack of passion for needed change, “In a rut”
▪	County/local level resistance to organizational practices, including marketing buy-in
-	Competition for local tax dollars
-	Loss of support from local boards and constituents 
-	Alternative information sources
-	Perceived as being only extension; research component gets lost

Goals:
•	Increase visits to the local office and the Web site by 5% over two years.
•	Establish communication partnerships with local agencies that reach our targeted audiences.
•	Increase participation in programs by 5% over two years.
•	Increase volunteer involvement by 5% over two years.
•	Establish or strengthen regular channels for communicating with key local decision-makers, elected officials, and funding agencies.
•	Implement marketing guidelines and establish consistency in all public communication materials.

<OFFICE NAME>
Marketing Working Group
<NAME>, <TITLE>, <PHONE>, <EMAIL>
<NAME>, <TITLE>, <PHONE>, <EMAIL>
<NAME>, <TITLE>, <PHONE>, <EMAIL>
<NAME>, <TITLE>, <PHONE>, <EMAIL>

Advisory Committee
<NAME>, <TITLE>, <PHONE>, <EMAIL>
<NAME>, <TITLE>, <PHONE>, <EMAIL>
<NAME>, <TITLE>, <PHONE>, <EMAIL>
<NAME>, <TITLE>, <PHONE>, <EMAIL>

Partners
<NAME>, <TITLE>, <PHONE>, <EMAIL>
<NAME>, <TITLE>, <PHONE>, <EMAIL>
<NAME>, <TITLE>, <PHONE>, <EMAIL>
<NAME>, <TITLE>, <PHONE>, <EMAIL>

Target Audiences

Segmenting the audience will help us focus resources toward those people who most need information, or who can best help us meet our goals. We will build support among audiences by paying attention to their needs.

Groups listed in primary audiences are those who we most need to reach with the information. Secondary and tertiary audiences are those who can help to provide information or who can influence primary audiences.

As a marketing team, we need to remember that our marketing plan can and will touch many more people than those in the listed target audiences (including those audiences that we do a good job serving already). 

Primary
1)	Young adults in <YOUR COUNTY/DISTRICT>, ages 24-44
Justification: This is the single-largest growing segment of the population throughout Kansas. Yet, internal research shows that a small percentage of this group currently uses K-State Research and Extension services and programs. They are also the next generation of older users, and we aim to reach them now.

Secondary
1)	News Media (newspaper, radio, TV)
Justification: Influential in community. Help to reach many other audiences.

2)	Underserved audiences, especially ethnic minorities
Justification: Like young adults, this is a rapidly-growing segment of the Kansas population. We anticipate a growing need to help and/or communicate with these undeserved audiences.

3)	Current program participants and users in <YOUR COUNTY/DISTRICT>
Justification: These are what we can refer to as the “low-lying fruit.” They can be advocates for our program, and help to bring non-users to participate. Their support will strengthen if we work to keep them involved and informed.

Tertiary
1)	Elected officials/decision-makers (including legislators, county boards, advocacy groups, potential collaborators, and state and federal agencies)
Justification: These are often influentials in our community, and they help set the local agenda, or what people think and talk about. They also, may control financial support for our programs, which means we need to keep in touch with them.

2)	Internal groups
Justification: K-State Research and Extension’s network of professionals are resources for our local programs. Communications can help to promote local programs through area-wide or statewide marketing campaigns, publications and more. Specialists are available to speak, provide information, respond to issues, and more.

Key Messages

We have developed three key messages. We need to encourage our employees to weave these three messages into all public communications – interviews with reporters, presentations to community groups, meetings with officials, contact with target audiences, etc…

Key messages are listed with three main points, and three sentences for each point. Individuals communicating with the public should repeat these messages, or related form, at least three times during an interview or other public speaking opportunity. That will help build salience for key messages.

Message 1: We develop new knowledge and provide answers for life here in <COUNTY NAME>.
•	K-State Research and Extension agents are hired by local governing bodies to do work for the local community
•	We have access to new research in many walks of life – agriculture, human health, nutrition, child development, gardening, and a lot more.
•	We live in the community too, so we want to find answers that are practical for the people who live here.

Message 2: We are an innovative and proactive organization, worthy of investment.
•	Information we can share relates to research on issues that Kansas citizens are interested in; crops we grow; or things we want to do.
•	We are funded by a combination of county, state and federal dollars.
•	The information we provide comes from Kansas State University, and the entire network of landgrant universities in every state. 

Message 3: K-State Research and Extension is an information source that you can trust.	
•	We are local, and we apply good university research to local issues.
•	We exist simply to provide objective information to people of Kansas.
•	We are available in ways that make sense: At our local office, on the Web, through publications, and working side-by-side with people in the county.

Strategies and Tactics

Strategy: Develop information pieces that appeal to younger audiences and make the information available in places they go to.

TACTICS

Point of Purchase marketing locations
Location	Topic	Audience	
Parks and Rec Complexes	4-H, Nutrition, Exercise, Time management, Child Development	8-12 year olds and their parents	
Church groups, public celebrations such a Juneteeth and Cinco de Mayo	Money management, child development, family relationships	Low resource families	
Malls, shopping meccas, tourist spots	Money management, time management	All	

Information Packets
Type of packet 	Topic	Audience	
Birth bags	Child Development	New parents	
New-to-the-community packets	“What KSRE Can Do For You” and contact info	New residents to an area	
Orientation packets	Money management, basic life skills	New college students (where applicable)	

Strategy: Provide information that will help current users promote the local program to non-users.

TACTICS

Tell a Friend Campaign
Group	Promotion	Tactic	
Master Gardeners	Point of purchase displays, event notices, flyers, business cards	Leave-behind materials at garden centers, flower shows, neighbors’ houses
	
Retirees	“Who We Are” brochure, annual report
	Contact with local and state officials; information to local service clubs.
	
Volunteers	Topic specific flyers, newsletters, email message templates	Inviting friends, family, others to events. All target groups, ages	

Strategy: Capitalize on the K-State Research and Extension reputation (brand) by promoting consistency in all <COUNTY/DISTRICT> marketing materials.

TACTICS

•	Produce or acquire marketing materials carrying the <COUNTY OR DISTRICT>  name – K-State Research and Extension <COUNTY/DISTRICT NAME> (replace all old items):
o	Clothing items
o	Office and vehicle signage
o	Letterheads
o	Business cards
o	Thank you cards
o	Nametags
o	Magnets
o	Notepads, etc.
•	Develop consistent references to <COUNTY/DISTRICT> and agent titles to be used when answering the phone and making public or written introductions
* NOTE: The recommended format for a <COUNTY OR DISTRICT> county/district title when answering the phone is, “K-State Research and Extension <COUNTY OR DISTRICT NAME>”)
•	Make sure K-State Research and Extension logo and <COUNTY OR DISTRICT> name appear on all publications
•	Acquire K-State Research and Extension clothing items for all <COUNTY OR DISTRICT> staff
o	Have agents wear nametags (updated with <COUNTY OR DISTRICT>  name) whenever working with public through events, programs, presentations, etc.

Strategy: Capitalize on the “local-ness” of our program to build salience and strengthen support for our mission.
•	Tactics		
o	Plan and implement a news and publicity campaign with local media
-	Provide a minimum of 1 weekly column to the local newspaper
-	Develop news calendar for primary events (yearly). Provide copy of the news calendar to local media.
-	Host a bi-weekly radio show (for example, “Extension Minute”)
-	Seek “niche” opportunities with media – such as a weekly Gardening Feature, special editions, pre-planned “Ask the Expert” shows (wheat harvest, for example).
o	Seek opportunities to speak at local service club meetings.
-	Develop standard “Who We Are” presentation for varied audiences
-	Identify employees or current program participants who are members of service clubs. Develop opportunities to share resources, expertise.
o	Form advisory groups that meet 2-3 times per year on topics of interest, or emerging local issues. Some groups that should be formed include:
-	Ethnic minority group
-	Local leadership (board members, city/county elected officials, etc…)
-	Volunteers
-	Agricultural producers
-	Others, as needed

Strategy: Communicate the difference that our program makes in our community.

TACTICS
   
•	Develop periodic impact reports compiled from all agents and send these to stakeholders every 3 months.
•	Develop impact postcards to distribute to local stakeholders (picture on postcard should be recognizable locally)
•	Collect and write “success stories” illustrating the positive impact our office has had on the lives of local residents. Utilize these “success stories” in newsletters, impact reports, presentations, etc…
•	Develop an electronic presentation that highlights our office’s successes, and play this presentation at events, booths, etc…
Budget
To be determined by tactics approved, and by availability of funds, commitment of administration.
Evaluation
Success in this marketing plan can be measured by:
•	Keeping an active log of phone calls received before launching the marketing plan, and after launching the marketing plan, including immediate response to specific activities.
•	Tracking WebTrends data for our Web site.
•	Monitoring the accuracy of public communications that are a direct result of activities by this group.
•	Monitoring the tone of messages (positive, neutral, negative) contained in public communications.
•	Interaction with partners. What roles do they view K-State Research and Extension as capable of filling (and how does this match with the organization’s mission and the goals of this marketing plan)?

All staff members can help evaluate the plan by:
•	Tracking newspaper clippings.
•	Tracking audio and video clippings.
•	Logging correspondence with key stakeholders (memos, letters, minutes of meetings, or simply writing your own recollection of a conversation).
•	Logging opportunities to speak publicly about the issue.
•	Monitoring questions from stakeholders.

All team members should be diligent in sending items they read or hear about to the project manager (<NAME>, <PHONE>, <EMAIL>), who will keep a master file of information, as well as communicate with other members of the team.

An informal way of gaining a sense of local discussion and perception is to visit with stakeholders in public settings: coffee shops, grocery store, auctions, sale barn, etc…