How the San Antonio Spurs Grow Good People

How the San Antonio Spurs Grow Good People
by Laural Logan-Fain – April 2016

Defining Culture

Culture is defined as the customs, rituals, and values shared with the members of an organization. You can see it by watching the way people interact every day. Culture is ever evolving. Culture is not something you can necessarily control; but it is something about which you can be purposeful. Management guru Peter Drucker once said, “Company cultures are like country cultures. Never try to change one. Try, instead, to work with what you’ve got.” At Spurs Sports & Entertainment, we recognize that every employee plays a part in shaping our culture. Like any worthwhile venture, it takes consistent effort with all of us working together as a team to create a culture that is reflective of our values: Integrity, Caring, Success!

Climbing the Corporate Ladder

Biologist and educator Thomas Huxley noted, “The rung of a ladder was never meant to rest upon, but only to hold a man’s foot long enough to enable him to put the other somewhat higher.”

When we hire at Spurs Sports & Entertainment, we actively seek people who are not only highly proficient in their roles, but also fit with our culture and reflect our corporate values. Many of our staff have grown up in the organization, starting out as interns or assistants, but over time have grown to become our managers, directors, and vice presidents. This is great for stability, but as with any company, our staff (especially our ever-growing Millennial population) are eager to climb the proverbial corporate ladder. However, as a relatively small organization with many long-tenured members, the ladder may seem to some more like a step stool with only a few rungs.

Changing the Conversation

Author and motivational speaker Zig Ziglar once said, “Too many people spend more time planning how to get the job than on how to become productive and successful in that job.”

Like most organizations, we are mindful of increasing employee satisfaction and decreasing turnover rates. To accomplish this, we began to shift the conversation. Instead of focusing on promotion and ladder climbing, we emphasize continual personal growth and ongoing professional development. We implemented an Individual Development Plan (IDP) and began having career discovery (or as we lovingly call them “What do I want to be when I grow up?”) conversations with staff. As part of the IDP, staff also set short- and long-term goals and identify support they need to achieve their goals. The focus is on the whole person. We still talk about career paths and promotions, but the conversation has expanded to include “How can I grow personally? How can I develop professionally?”

Develop, Grow, Lead

As author and leadership guru John Maxwell states, “Success each day should be judged by the seeds sown, not the harvest reaped.”

In an effort to assist employee development we launched our corporate university, Spurs Sports & Entertainment University (SSEU). Our SSEU tagline reads: “Growing human capital is our number one priority.” Classes are offered during work hours, are hands-on, and cover a variety of topics. They are facilitated live by in-house experts to encourage the cultivation of ideas and relationships across departments. SSEU is supported at the highest level of the organization and every executive teaches a different course. Staff are invited to have breakfast with the president and discuss culture. They can learn about strategic planning, including the development of major vs. minor league sports, from an executive vice president.

We offer values based leadership courses that reinforce our corporate values and provide tools for staff to better handle conflict and work more effectively with one another. Our Leadership 101 series helps managers make the transition from being an individual contributor to an effective leader of people. Other course topics include game presentation, presentation skills, using data, creativity, writing skills, and much, much more. We also offer facilitated team building sessions for departments and cross-functional teams to help break down silos and build trust. Critical to having a successful culture is recognizing that employees are our greatest asset. Through SSEU, we continually invest in our human capital.

The Results

A year after launching the IDP and SSEU, our company culture survey reported increases in employee satisfaction. Employees identified that someone at work encourages their development (88%, up 15%); their manager takes time to talk with them about their professional goals (91%, up 10%); and they have a good understanding of their strengths and areas of improvement (82%, up 17%). Our culture continues to reflect our values of Integrity, Caring, Success, but it has evolved to include greater opportunities and support for staff to grow personally and develop professionally.

Pitch Perfect Alpha

Here’s a method to turn sponsorship assets into answers

Here’s a method to turn sponsorship assets into answers
by Bill Glenn – April 2013

Assets or answers?

[dropshadowbox align=”right” effect=”lifted-both” width=”250px” height=”” background_color=”#ffffff” border_width=”1″ border_color=”#dddddd” ]Selling Blindth_ups_logo

I’m obviously not a big fan of blind, asset-based proposals where it is apparent that the property has no understanding of our brand and what we’re trying to accomplish. We get hundreds of these a week.

J.W. Cannon

Most of those salespeople seem more concerned about how we can bring value to their pocketbook than how their property can bring value to UPS – almost a transactional relationship.

The fact that they don’t take the time to research and understand our business during the pitch process tells us a lot about how they’d likely be as a potential partner.

Instead, tailor the proposal to meet sponsor goals. Don’t make the sponsor work too hard. The words “opportunity to do ‘X’” should never make it into a proposal. The sponsor already knows that; they’re looking for solutions, not more stuff to do.

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In this age of branded content, properties offer rights to marks to enhance the ability to create brand context. New digital signage offers better image and really “pops.”  The property’s social media accounts offer scale to create potential value.  All of this is true.

But these are assets not answers.

Brands seek solutions. Too often, properties continue trying to sell assets. Failing to convert assets into answers short circuits client meetings and loses sales.

Properties must take a good look in the mirror and ask the tough question: “Do we take an answers or assets approach to selling?”

Don’t make an asset out of yourself

Of course, most will respond “answers.” The reality lies in your “go to” presentation approach. Does your typical presentation:

  • Outline the broad demographics of your fan base–without customizing to the client’s primary target?
  • Highlight new digital signage–without considering the client’s communication objectives?
  • Feature the volume of followers or likes–without discussing the real value to each specific client?

An assets approach focuses on the needs and benefits of the property. An answers approach focuses on the needs of the brand and how to integrate assets into a plan to lift the brand.

The answers approach

An answers approach addresses three primary questions brands contemplate during a presentation:

1. Does this property enable us to communicate with our primary target market?  If you’re speaking to the client and don’t know and understand their primary target, the client hears the same thing Charlie Brown heard from his teacher: “Wa, Wa, Wa.”  The starting block of any partnership provides this answer–does the property deliver the brand’s target market? Offering little or no convincing data you deliver a sizable piece of this target means little or no chance of closing a deal.  For example, that huge millennial audience you deliver through social media is simply an unrelated asset if the brand’s target is baby boomers.

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2. How does our target market consume the content and experiences this property offers? Are the content & experiences consistent with our brand marketing strategy and approach? Brands want to integrate not interrupt. Where and how is the brand’s target market investing time and passion? Integrate with context rather than interrupt with contests.   Touting contests is an assets approach. Discussing context is an answers approach.

Context: Context refers to how the target engages the brand via the property. Is it at home in front of the television? On site at events? Online with social media or website content? In-store buying merchandise? Sharing the engagement context confirms the target is a significant part of your fan base. You show you understand which assets will engage the target in line with the brand’s strategy.

3. How will this property motivate my target market to ultimately think, feel, and act differently about our brand? Brands invest in sponsorships for generally one of four reasons: To build brand awareness, impact brand perception, sell product(s)/service(s) or generate/drive leads.   Properties must determine which objective(s) brands are trying to achieve.

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Renewals Too verizon-logo

It’s especially important to a company in the technology sector like ours that properties take the time to understand our business needs, goals and objectives before proposing anything.

Jeff Fink

We will often encourage pre-proposal calls to discuss those things in order to avoid wasting time on a “packaged” proposal.

It can be even more frustrating in a renewal scenario where a property doesn’t check in to ask about current business direction. Things move and evolve quickly in our category and we need properties that acknowledge that fact and respond accordingly.[/dropshadowbox]

Benefits of the Answers Approach

Brands come to properties because they have questions. An answers approach:

  • shows initiative,
  • drives meaningful conversation,
  • enhances the productivity of a meeting, and
  • enables a property to present an opportunity to positively impact their business.

Assets might grab attention and really “pop.” Answers uncork potential. So find a brand and go “pop” some questions.

What drives fan passion?

What drives fan passion?
by Kirk Wakefield – January 2013

What makes a passionate fan?

A passionate fan devotes heart, mind, body, and soul to the team. The consequences of a passionate fan base are increased ticket, media, merchandise and sponsorship revenue to the team.

But what are the antecedents to fan passion? What causes fans to be passionate?

Researching passion across thousands of fans and all major sports, we can now explain the vast majority (~75%) of the WHY fans are passionate for a particular team and not a fan of another team. Teams become popular when it becomes part of CULTURE.

Colin Faulkner
Colin Faulkner

In Chicago, “Cubs fans are part of a special group; the best fans in baseball who get to call the best place to watch baseball their home, Wrigley Field,” explains Colin Faulkner, Vice President, Ticket Sales & Service with the Cubs. The experience fans get at Wrigley make it cool to be a Cubs fan and it provides a positive identity for fans. It’s become part of the Chicago culture.

[dropshadowbox align=”center” effect=”lifted-both” width=”550px” height=”” background_color=”#ffffff” border_width=”1″ border_color=”#dddddd” ]Fan passion is based on the team’s CULTURE:

Cool: Is the team cool, original, and different from other teams?
Unique: Does the team occupy a distinct space in the sports marketplace based on their exclusive logo, brand name, and singular quality, design, colors or style?
Love: Do fans love the players on the team? Are fans emotionally attached to players?
Trust: Do fans trust the organization running the team to be dependable, competent, responsive, and to act with integrity?
Utility: For what fans get for what they give up in time, effort, and money, what is the value of a ticket to a game?
Relationships: What does the image of the team say about fans to others? Does following the team bring social approval?
Experiential: Does the game environment allow fans to enjoy the experience and entertainment? Does the game experience build evangelists for the team?[/dropshadowbox]

 

We can score and rank teams on how strong the CULTURE is for teams in their markets. This data offers marketing diagnostics for teams and quantifies value for brands evaluating sponsorships.

An example

We took a sample of 430 students at Baylor University to measure their passion for professional teams in Texas. Given our location 90 minutes away, students are biased toward DFW teams.1

 

Culture, Passion, and Fans

Implications

1. Fan perceptions of team performance doesn’t necessarily predict passion. Students accurately see the Texans as one of the best performing teams and the Astros the worst, but this doesn’t correspond with how passionate they are about these teams. In fact, once we statistically account for the other elements of CULTURE, performance doesn’t help explain fan passion at all.

2. The Cowboys have not performed particularly well on the field in the past 15 years. Why are they so popular? Because they effectively position themselves as a cool, unique franchise with an exciting game experience. They have become part of the CULTURE.

3. The Spurs are frequently recognized as one of the best run franchises. While these students have a bias toward the DFW teams, they recognize the trust fans have in the Spurs organization.

Mike Birdsall
Mike Birdsall

4. The utility–or perceived value–of ticket prices is closely related to fan passion and the experience at the game. The true value of tickets is never a matter of cost, but always a matter of passion and past experiences.

What can teams do to build a CULTURE of passionate fans? Next month we’ll discuss, among other things, how organizations can build passionate fans by upgrading the experience and developing coolness.

“At Penn State football, if you missed the awesome touchdown catch, no worries. Pull out your smartphone and watch as many times as you want from multiple angles,” explains Mike Birdsall, FanConnex. “Don’t want to wait in line for food? At Stanford you can order food from your seat and receive a text when it’s ready to pick up at a special express window.”

 

 


Survey was taken the week prior to the Rangers falling out of first place.