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JONATHAN DEUTSCH
SENIOR PRINCIPLE & CHIEF ARCHITECT
CAPITAL D DESIGN
HTTP://WWW.CAPITALDDESIGN.COM
JON@CAPITALDDESIGN.COM
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Table of Contents
Introduction ................................................................................................................. 2
The Current Positioning Crisis: Tales from Brussels & the Bourgeois ....................... 13
Conclusion ................................................................................................................ 30
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Introduction
democratic systems history: a political and economic union designed to grow and prosper
through the peaceful and voluntary expansion of shared regional priorities. Originally
designed to unite the nations of Europe economically so another war among them would
be unthinkable,1 the European Union (EU) has evolved substantially since 1952, when
the establishment of the European Coal and Steel Community (ECSC) set the stage for a
The EU has proven thus far to be a regional – and global – success story. Over the past
five decades, the EU has experienced unprecedented growth through voluntary accession,
which, by itself, is a unique feature in regional politics. But the EU has grown more than
through increased economic ties, what is now called the EU has transformed itself into a
highly structured governing bureaucracy designed to achieve the goals and address the
These shared European goals and fears have, inevitably, shifted and diversified
throughout the decades. Pivotal events, including the crumbling of the Soviet Empire
fundamental ways. These events began to change the equation of priorities, values, and
culture across Europe. Is intra-European peace still more of a concern than enhancing
economic performance? Are the shared regional security concerns across Europe more
1
“EU In Brief,” Europa Portal for the European Union [http://www.eurunion.org/profile/brief.htm]
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important than local security issues, such as in Spain (i.e., Basque separatists with its
designed to represent the shared concerns, values, and goals of the region when the issues
were quite different, and arguably less ambiguous, than they are today. What is now all
too apparent is that the European Union has not effectively adjusted nor clearly defined
its value proposition to Europeans. Worse, through its growth and increasing political
role, the EU has created its own “echo chamber” that has isolated it from the criticisms
As a result, the EU is suffering from a perceived lack of democratic support from the
When perception issues like these go unaddressed, they tend to transform from
perception into conventional wisdom. This paper will argue that the EU “message” is no
longer well formed, well defined, nor resonant with the majority of Europeans, despite
the fact that the majority of Europeans like being members of the European Union. 4 As
conventional wisdom, which played a large roll in the recent failure to pass the European
Constitution in France and the Netherlands – two core members of the Union. This
2
The European Union‟s “Democratic Deficit”: Bridging the Gap between Citizens and EU Institutions,
Jennifer Mitchell, PhD candidate at the Polish Academy of Science, Open Society Institute, 3/10/05
3
47% Europeans have a positive image; Eurobarometer 63, Section 2.3: “The European Union‟s image”
4
54% responded EU is a “a good thing” and only 15% responded “a bad thing.” Eurobarometer 63,
Section 2.1: “European Membership: A good thing?”
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paper will establish a linkage between the EU‟s lack of effective communication strategy
How did the EU change from being an institution that inspired regional pride through the
touch, regional bureaucracy that is maligned by politicians, the press, 5 and European
citizens alike?
three questions:
- Why does the organization exist (i.e., what value does it bring)?
- What matters to the organization (i.e., what are its principles and culture)?
- What are the organization‟s priorities (i.e., what will it focus on)?
Because the EU is not a typical organization, we will fold these traditional business terms
(communications and marketing) into a single term for the purposes of this paper:
brand. One of the most powerful tools to support positioning is a brand: “A brand is the
5 “Introducing the Louis XVI prize, for being out of touch,” The Economist Jun 23, 2005, an article that
describes the EU President at the time, Jean-Claude Jun, as being out of touch
6
“Identity Management and the Branding of Cities,” Mary Tschirhart, Campbell Public Affairs Institute
[http://teep.tamu.edu/Npmrc/Tschirhart.pdf]
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symbolic embodiment of all the information connected with a product or service,” 7 and
“gaining recognition and recall of a brand symbol or slogan is the first step in the
branding process (Keller, 2001; Hoeffler and Keller, 2002). Symbols and slogans help
consumers to connect attitudes, perceived benefits, and attributes to the branded entity.
[If a] government is not utilizing a brand symbol or slogan, they are unlikely to be
organizational clarity required to portray [ergo, brand] itself in a clear and effective
manner. It is the assertion of this paper that the European Union has not properly
invested in positioning which, in turn, has tarnished its brand and, as a result, is putting
itself – and with it potentially the fate of the entire region – in jeopardy.
the organization‟s goals a specific way. Positioning involves looking deep into an
organization‟s raison d'être and expressing this typically complex rationale in simple
It is understandable that the EU‟s former incarnations (ECSC, EEC, EC) did not have to
organization with a clear, succinct mission (regional security through the strengthening
7
As defined by Wikipedia, BrandBlog, and The Strategic Board
8
“Identity Management and the Branding of Cities,” Mary Tschirhart, Campbell Public Affairs Institute
[http://teep.tamu.edu/Npmrc/Tschirhart.pdf]
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economic ties) with well-defined and familiar audience/customers: heads of state and
regional policy elites. The inherent advantage of an organization where the customer is
also a direct stakeholder in the same organization is clear – it just doesn‟t take that much
effort to convince people that are already working within the organization of that
As the EEC evolved into the EU, its scope expanded into a broader political and societal
In 1952 (and through 1989), the European Court of Justice was instituted “to
make sure that EU legislation is interpreted and applied in the same way in all
EU countries, so that the law is equal for everyone. It ensures, for example,
that national courts do not give different rulings on the same issue.” 9 In this
across member nations only (i.e., the court is not involved in issues of the
influence when the Court of First Instance was created to give rulings on
companies and some organizations10 (i.e., the court is now involved in issues
9
“The Court of Justice,” European Union Institutions and Other Bodies, Europa Portal for the European
Union
10
“The Court of Justice,” European Union Institutions and Other Bodies, Europa Portal for the European
Union
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With the signing of the Maastricht treaty in 1991, the European Council “set
new ambitious goals for the member states: monetary union by 1999,
Through expansions like these, the EU broadened its scope of accountability to include
the European citizens. In other words, by adding European citizenship to the docket of
responsibility, the EU expanded from servicing purely European nations (its traditional
customer segment) into the business of servicing the European citizen (a new customer
segment).
As the EU embarked on its mission to get more engaged in the lives of citizens, a quick
look shows range of support across the “Original 15” countries that encompassed the EU
up to 2004:
11
“Europe in 12 Lessons” Europa Portal for the European Union
[http://europa.eu.int/abc/12lessons/index2_en.htm]
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Figure 2: Eurobarometer 54 - Support for Enlargement
With opinions of the EU itself ranging from 28% to 79% from member nations, it‟s clear
consistent manner across its member nations. Similarly, opinions on EU expansion into
Eastern Europe also varied by similar levels of disparity. These figures display a
complex set of “customer satisfaction” and “customer expectations” results that would
Startlingly, adding the citizen as a new customer segment is only one aspect of EU
expansion. Fourteen years after adding the citizen to its list of responsibilities, the EU
took on yet another fundamental expansion: The addition of ten new European countries
that, by and large, had lived in a completely different economic and cultural model for
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the past generation. With this political expansion atop of the citizen expansion in the
1980‟s and 1990‟s, the EU would now have to manage and maintain the following
customer segments:
Each of these customer segments have distinct needs, priorities, expectations and
challenges. An effective organization must first identify its core customer segments, and
then develop offerings, services, and support for each of these segments. However,
customers will have trouble identifying with and trusting these services unless these
customers are marketed and communicated to effectively. This takes us back to the
importance of positioning. The EU, like any service organization, must position its
value, offerings and services to its key customer segments in a way that establishes value
and trust.
Before an organization can effectively position itself to key customer segments, it must
scope, purpose and priorities of the EU, and raise important questions around how much
in order to rediscover the answers to the key “three questions” listed above: Why does
the organization exist, what matters to the organization, and what are the organization‟s
priorities?
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In light of these fundamental organizational expansions, did the EU step back, take a
deep breath, re-assess its position in Europe and with European citizens, and invest in a
holistic repositioning effort? The answer is unclear. The EU did invest heavily in a
admirable job in creating a process to communicate the value of enlargement to all four
of the aforementioned target audiences. However, for as good as this strategy was, it was
in support of a specific event – enlargement. This communications plan was built upon
the old, less relevant EU positioning, with very little thought given to bridging the
original EU positioning of “regional security through economic ties” with this new, grand
proclaimed that the “…European Union's enlargement next year will be the fulfilment
[sic] of a vision, but it needs a clear strategy to make it a success…” The lack of
definition of what exactly the vision is. It seems this “vision” is presumed to be common
communications between the EU and the European civilian -- albeit ironically embedded
12
Communications Strategy for Enlargement, July 2000
[http://europa.eu.int/comm/enlargement/communication/pdf/sec_737_2000_en.pdf ]
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ago,” Ms. Mašínová laments, “The Communications department got budget money. It
was late. We all know it was late.” If the EU seriously began contemplating
organization at the turn of the 1990‟s largely came and went without the serious
In fact, it would not be surprising if the EU did not think of itself as a service
as defining customer segments and positioning itself to these segments. After all, from
its evolution from EEC to EC to EU, it had been very successful in its growth and
influence as a pragmatic political body in which the customers of its service also served
as members (i.e., national governing officials and elites). With such a close-knit
parse and explain itself in foreign and/or populist terms – the people it needed to
Yet with all the transformations occurring in the past 15 years, defining, assessing, and
developing communication plans for its customer segments would have served the EU
well. Most signs point to the unfortunate conclusion that the EU dealt with positioning as
Mašínová suggests, “I do think they [the EU] are trying hard, but everything with this EU
is slow, and the communication can be slow, too. With other departments, you can take
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your time. But with communications, you get a topic, and you need to act on it now.
[EU Communications] has a lot of money but, frankly, it‟s difficult to use it. My
department has a €100,000 budget provided to me from the EU, but if I want to get
something out of it, I‟ll receive the money in a year‟s time.” Ms. Mašínová went on to
explain that she would rather not have a budget from the EU, because it takes more time
Why is the communications budget for the Czech Republic‟s EU information department
such a problem? Mašínová explains that “the EU got more strict after the sting [i.e. the
corruption scandal], and everything has gone slowly since. With communications, you
just can‟t work like that. That‟s the only tool that requires instant use of funds. There is
a will, and there is potential, but concerning the concrete helping of member states
educating the people, it‟s „eh, meh!’ [i.e., frustratingly just not happening]”
Can it be such a surprise, then, that the massive transformations over the past 15 years,
combined with the complexities of serving four distinct customer segments, that
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Figure 3: Eurobarometer 63 - Perceptions of EU
July 2005
The Current Positioning Crisis: Tales from Brussels & the Bourgeois
Beyond the somewhat downbeat news that the Eurobarometer reports (i.e., 47% of the
EU25 respond that EU has positive image), there are deeper, more specific issues lying
below the surface that have already negatively affected the EU, and threaten to
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In primary research conducted in June 2004, 13 a clear disconnect between the EU
Brussels, Luxembourg, and Strasbourg, most sang in unison their excitement over the
recent EU expansion into Eastern Europe, and were positively jubilant about the
result, a stronger, singular face to the rest of the world. Their perspective was clearly
geopolitical – there was a keen interest in being the secondary global superpower in terms
of the wealth and cultural ideals. The spirit was not anti-American as much as it was a
protect the values and economy that were perceived to be under attack by the United
States‟ hegemony in economy, innovation, and values) than an offensive stance (i.e., a
downright giddy in their collective believe that they were at the precipice of something
grand and imminently positive for Europeans. While there were occasional mentions of
the so-called democratic deficit, these concerns were quickly waved off as a technicality
In stark contrast, conversations with more typical Europeans (i.e., white, middle-class,
EU. Dina, a marketing manager for a market research firm in Milan, Italy, complained
that ever since Italy moved to the euro currency, her standard of living decreased from
13
Research conducted by the author in 2004 of five EU staffers in Brussels, Luxembourg and Strasbourg,
as well as five middle-class, fully-employed Europeans from Italy, Austria, Germany, and Belgium.
14
Names of these individuals have been altered to protect their privacy
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middle-class to a step below (lower middle-class). She used to be able to comfortably
shop for a new wardrobe in trendy stores every spring with her lira, but since the euro
was introduced, she now is forced to go to lower-end department stores, decreasing her
pride in her herself and her career success. Loranna, a communications manager in
Frankfurt, Germany, shared a similar experience when her deutschmarks moved to euros,
“My colleagues and I used to be able to afford to go out to a pub three to four times a
week. No longer. Now we go out once a month if we can. If we can‟t afford to drink as
much, how can the pub operators be doing?” Theresa, a sales director in Austria, had
different concerns. “All the EU sees Austria as is a superhighway between Italy and
Germany. Thanks to the EU applying pressure on my government, they are now building
new highways that go right through residential neighborhoods that were developed
specifically to be away from noise, bustle, and other urban trappings like pollution. Now,
thanks to the EU that only cares about commerce and not people, people‟s lives are being
destroyed. I used to be a social liberal, but now I have joined a populist political party in
If this primary, albeit limited, research is any indication of the contextual gap between
“Brussels” and “the bourgeois,” it is pointing to a perception and positioning problem for
the EU. The global, geopolitical issues concerning the elites, while real and strategically
important, simply are not on the radar for the average European. The average citizen has
local, tactical concerns that affect their everyday life – and these issues resonate the most
because they are impacted every day by some of the artifacts of European Union policies.
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It is not practical to believe that EU policies will have no negative impact at the local
Brussels, Luxembourg, and Strasbourg regarding these growing pains. Through this lack
felt by Europeans. This state of affairs has led to the EU‟s positioning crisis, which
The backdrop and context has been established: The current EU organization differs in
fundamental ways from its prior incarnations, yet it has not done the requisite “soul
searching” required to re-launch itself to its core constituents. As a result, there lies a
disconnect between the value the EU sees in itself and the value Europeans see in the EU.
This positioning crisis was already in effect prior to the development of the European
Union Constitution, effectively giving the Constitutional approval process a limp to start
with. Add to this one of the more poorly positioned treaties Europe has ever witnessed,
and it starts to become clear why the European Union Constitution suffered the fate it has
to date.
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This explanation demonstrates the troubled position the EU was already in when
attempting to communicate and position the Constitution. From the very beginning, the
reflects the history, challenges, and linkages established above: the positioning of the
European Constitution tries to keep a foot in the old, political and economic paradigm
while, at the same time, warily putting a foot down in the newer, civil, social paradigm.
This message continues to misstep, and adds to the confusing positioning of the
Constitution. In this passage, the Constitution is positioned to not only help “construct”
Europe, but will enable Europe to add even more countries “later on,” and explicitly
states that the EU and its institutions, by following the Constitution, will work to serve all
Europeans. These are three very distinct rationales for a Constitution. With reasoning so
broadly defined, it is seemingly guaranteed to excite and enrage just about every person
in at least one way. Atop of this confusion, the bolded statement following the paragraph
reads like a summary, yet is nothing of the sort. The bolded text reduces the Constitution
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to a tactical consolidation, while the above paragraph characterizes the Constitution as
much more.
It‟s no wonder that Europeans are at odds with what exactly the Constitution represents.
Worse, this lack of clarity has a more insidious consequence: it creates a vacuum of
purpose, giving just about any argument the freedom to characterize the Constitution in
just about any way that serves the purpose. The following are just a few of these attempts
to co-opt favorite and feared portions of the Constitution, exploiting its positioning
problems:
Europe. The Constitution is not the end point of integration, but the
"This text is the crowning of what one could call the French vision for
“It is a birth of a political union, not only an economic and social union;
history of humanity.”
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[The Constitution is] “a big change from the basic concept of nation
“Those who are afraid do not appear to have grasped what is happening
people’s lives.”
“It requires single states that until now had 100% of their sovereignty to
between governments. Anyone who has not yet grasped this fact
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“This text will imprison us, it is irreversible. In the name of Europe, and
And these are the positions of the elites, who should arguably be more in tune with the
EU‟s goals than the common citizen. When delving into the populist arguments, the
rhetoric is directed toward the instinctive mistrust of government and fear of change
found in most everyone. In short, populist arguments go for the FUD factor. Messages
utilizing fear, uncertainty and doubt resonate with citizens because they conveniently
ignore strategic and long-term components of change. Populist messages focus on the
here and now – two things that common citizens are very in tune with. Populist messages
exploit the fact that most people do not have the time, interest or patience to comprehend
the global, geopolitical, socio-political issues that elites spend most of their time
contemplating. As a result, symbols such the “Polish Plumber” 16 emerge from the
populist messaging strategy, instilling FUD in the majority of French citizens, fearing
that the Constitution represented the free flow of cheap labor from the East to the more
16
The Polish Plumber became a symbol of French insecurities when populist groups iconified a plumber
from Poland taking up residence in France and serving French customers for a fraction of the cost. The
majority of the French, instead of seeing this as an opportunity to get more value from a service provider,
saw themselves as the French plumber, being replaced by a eager, cheaper European worker from the
former East.
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European Constitution Crisis – European Framework Undermines the Message
Political structural alignment issues also exist, and add to the communications
does have certain demands on member states in the Union, and many times, these
demands are not popular in any given nation at a given point in time, yet benefit the
union as a whole. 17 Local politicians, being politicians in their own democracies, are (not
surprisingly) focused on ensuring their constituents are pleased with their policies, goals,
and priorities. What, then, happens when “Brussels” (which, to be fair, has already been
given the authority by said member state to conduct certain policies in said state) enacts a
policy or initiative that is not popular with local, voting citizens? These citizens can‟t
vote out “Brussels” – they can only vote out their locally elected politician.
Herein lies the structural alignment problem: A local politician has the incentive to
blame “Brussels” for unpopular policies, like, for example, a highway connecting Italy to
Germany. Whether an EU directive or not, a scenario like this creates a viable scapegoat
for any difficult reforms, investments, or shifts that benefit the Union at some sacrifice
for the locals. To exemplify this problem, is it any surprise that Italy‟s prime minister,
Silvio Berllusconi, has called the euro “a disaster” when Italian citizens (like Dina,
interviewed above) find that they can‟t afford the lifestyle they used to enjoy under the
lira?
17
Examples of this range from farm subsidies and Turkey accession talks, to issues as mundane as EU
member dues
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Building a Stronger Brand Before Extending the Limits
There are many other issues surrounding the European Constitutional crisis, including:
manual.
Europeans largely did not vote on or for the 2004 expansion; elites drove the
expansions (where some referendums were offered, but ignored18), and much
air of mistrust has coalesced within the ranks of the common European,
Globalization is wracking the nerves of people across the world as this process
association.
As these examples show, there are many underlying issues that play into the challenges
of passing the Constitution. It is this reason that the EU leaders need to step back, re-
18
“The member states and the commission will pursue the enlargement negotiations with undiminished
vigour and determination.” Romano Prodi and Goran Persson in response to Ireland voting “no” to the Nice
Treaty. BBC News June 8, 2001
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assess the landscape, and immerse themselves in the “three questions” referred to above
in an effort to align the requisite fundamentals with the current political atmosphere.
Once these three questions are answered – and bought into and across the entire
organization – the EU will have developed a new, updated brand identity designed
specifically to have the strength and integrity required to withstand the challenges that lie
ahead.
Once the fundamentals are redefined through the immersive organizational self-
evaluation required to establish an updated brand identity, the EU will then be ready to
positioning in support of its goals. The good news is that once the initial, introspective
exercise is complete and a meaningful, relevant brand is established, the brand will work
was highlighted in the U.S. 2004 presidential election campaign. The brand that George
W. Bush successfully established (through years of hard work conducted by his political
aides) was that, despite any faults people might find in his ability or capacity, he was
someone Americans could trust to keep them safe. 19 Trust and safety were themes he
repeatedly invested in, which further embellished the brand, which helped him ward off
attacks by his opponents. In fact, George W. Bush is a case study in brand management
that could directly apply to the EU in that his brand evolved over the years to suit the
19
“The Art of Presidential Branding”, Bill Nissim, All About Branding, 10/20/2004
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challenges at hand. His initial brand was “Bush – the son of a former President.” This
gave him a leg up in recognition, which served his initial campaign well. Once initial
after the 9/11 crisis, he evolved his brand again to that of a “President leading the global
war on terrorism.” This brand positioned him as a tough leader who was not afraid to
make big decisions quickly in order to keep America safe from foreign threats. He
leveraged this positioning all the way to engaging in America‟s first pre-emptive war to
overthrow a sovereign nation. No matter what your views are on the rationale and basis
for his decisions, his strong brand positioning is what gave him the political license to
push forward an unprecedented agenda and, as a result, redefine America‟s brand in the
world.
This case study supports the argument that the development of a strong brand – one that
symbolizes the various and diverse positions the organization needed to communicate – is
an invaluable tool for any organization to establish its value proposition with its core
customer segments, gain support for the services it provides, and improve success in the
continual battle for ideas and trust. In addition, this example exemplifies how nurturing,
priorities evolve. In this case, the Bush administration did exactly what the EU did not
do: they evolved their brand positioning as events unfolded in order remain relevant,
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established, the positioning and brand of the EU remained relatively stagnant in the face
of historic events – and the resulting shifts – in priorities of its core customer segments.
If the EU were to develop a brand as strong as the Bush administration‟s to support and
position its unique value to their respective constituents – and have the organizational
diligence to continually evolve the brand as events unfold – the EU would be able to
spend less time and resources defending itself and, as a result, dedicate more time and
resources to furthering its agenda. Ultimately, having a strong brand is not only
contemporary Europe. It can also offer higher quality services and opportunities to
with the majority of Europeans‟ interests. It will have a brand that is transparently
compelling to a majority of Europeans because the brand will be developed with that
exact goal in mind. To get there, the EU will need to find solutions to – and develop
Many populist arguments against the EU are rooted in nationalism, 20 which feed on
people‟s natural tendency to be proud of their family, community, culture and ultimately,
20
“EU Faces Nationalism in the East,” Global Intelligence Update, New York University, 2/16/00
[http://www.nyu.edu/globalbeat/emu/GIU021600.html]
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country. Conversely, many EU arguments are rooted in rationalism, which feed on the
elite policy maker‟s tendency to be proud of being aware of all of the issues facing
Europe, and developing complex strategies to address these issues. Both feed from pride,
but the sources differ. The communication challenge for the EU here is to better
empathize with the nationalist‟s perspective, and craft the EU message in terms that are
aligned with the innate pride Europeans have of their respective nations.
If Europe is to ever see itself as a supranational entity in the world, it‟s going to need
more than strong economic, cultural, and security ties across the region. As Lester
Milbrath, professor of Political Science and Sociology, notes in his book on the subject,
“Every society needs a story that tells its people how their world works and how they fit
into the picture.”21 As it stands, every country in Europe has its own story, but Europe as
a whole has yet to embrace a single “story.” The communication challenge for the EU
here is to help Europe find, develop, and embrace a common story/paradigm that does not
Security
Internal and external security concerns were front-and-center in the original incarnations
of today‟s EU. Naturally, security is a good motivator for organization, and World War
II and the Soviet Union provided two very real concerns at the time. A generation has
21
“Envisioning a Sustainable Society: Learning Our Way Out,” P.152, Lester W. Milbrath, State
University of New York Press, 1989
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(see Figure 4), Europeans see “peace” as the second most important reason for the
European Union. The question is: peace from what? Is it still “peace from ourselves”
(like between France and Germany) or has this notion evolved into something more
complex (like peace between native and non-native Europeans)? This should be
answered and cemented in the public consciousness to create a common security goal.
Segmentation
As the EU grows, it diversifies. Economic, security, and cultural issues vary vastly from
region to region. When organizations grow and diversify, they tend to create divisions
what divisions, other than functional, can be created within the EU structure. For
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instance, should there be a Visegrád division of the EU, staffed and focused specifically
to represent the needs for the Visegrád nations? What are the pros and cons of the EU
organizing around core customer segments in addition to organizing –as it does today –
Organizations and people often feel compelled to respond to a critique or challenge with
a direct response. For instance, if a company is asked “What makes you the best at doing
X?” the company will typically research and respond with compelling facts and opinions
to support why they think they are indeed the best at doing X. However, this is not
In the case of the EU, concerns might be raised along the lines of “The EU will force
France to adopt the Anglo-Saxon social contract.” Indeed, when the French Left raised
this concern during the debate over the European Constitution, the response was denial –
it was communicated that no such provisions were in the Constitution. 22 Of course, this
is factually correct, but this response did nothing to assuage the fears of the French Left.
A more strategic communication would reframe the debate, responding with the message
that the EU wants to disseminate. (ex. “Europe is fortunate to have countries with the best
social contracts in the world. These contracts do vary from nation to nation, as they
should, in order to best respond to local needs and priorities. The Constitution‟s
22 “What was the basis of the French 'no' campaign?” Q&A: The European constitution, The Guardian,
June 2, 2005
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fundamental goal of cohesion means learning from, supporting and accepting each other
goal: transforming the message from something the EU wants to do into something that
the majority of European citizens want the EU to do. While this is not always possible
due to the complexities that lie ahead for the region, the effort should be made at every
communications touch point to frame the issue or initiative with the WIFM perspective
clearly addressed and integrated into the approach. Heads of state and local politicians,
whose careers are based on their ability to gauge their constituents‟ wants and needs,
could be regularly polled and surveyed to ensure that new messages will resonate at the
local level. Benefits of creating processes to regularly engage local politicians include
getting these local politicians more involved with EU organizations, and gaining access
messages ahead of their constituents. With advanced notice, these politicians would have
communications.
There is some progress being made on this front. Margot Wallström, the commissioner
for institutional relations and communication strategy, has advocated a “radical shake-up
of the Commission's representation offices and admits the Prodi commission's failure to
23
“Interview: Commissioner Wallström on the EU's communication strategy,” EuroActiv.com,
April 6,2005
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Clearly, concerns over the effectiveness of communications are beginning to be
recognized by top officials. However, it is not clear through this interview if the
commissioner sees the need to look inward, in the ways discussed in this analysis, before
moving forward.
Conclusion
The goal of this paper is to put a spotlight on critical aspects of organizational dynamics –
branding, positioning, and the processes to make these investments effective – and argue
that the European Union‟s historic lack of effectiveness in these disciplines created a
positioning crisis which undermine the EU‟s progress, and in particular, the European
Constitution effort.
The EU is too important of a political entity at this point in time in our history to falter
based on its inability to embrace of the strategic power of communications. Yet, most of
the research prepared for this paper portrays an organization that is inward, elite, and
aloof. These negative perceptions are direct reflections on the quality of communications
and positioning that the EU has invested in to date. These perceptions point to an
clearly identify its customer segments, its brand value and promise, and represent a
shared vision and goals for its growing list of constituents. The EU needs to re-emerge as
a brand of Europe that is more than something that nations want to be a part of … it
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needs to emerge as something that European citizens of all nations want to be a part of,
too.
With global challenges ranging from the emergence of China as a disruptive economic
powerhouse to the rise of global terror (both of which have already taken their tolls),
Europe needs Europe more than most of Europe thinks. When looking at a global
context, Europeans have more in common with each other than differences. However,
lives – and votes – occur in a local context, and the global context has yet to be
effectively linked to the local context, which leads to Europeans worrying about the
Polish Plumber instead of the Indian Engineer and the Chinese Manufacturer.
Communication linkages like this have been a recurring theme in this paper, with the
twin goals of pointing out where broken linkages cascade into larger problems while
planned, strategic linkages can create effective positions and brands that enable forward
It is my hope that the perspectives presented in this paper have a meaningful impact on
the thinking of what ails today‟s European Union, why it is experiencing the challenges it
is today, and what measures may be employed to improve the troubled trajectory that the
EU is currently navigating.
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