Posts Tagged ‘PRSA International Conference 2013’


Mapping Best Practices for B2B Public Relations

Friday, November 29th, 2013

Businessman and business sketchAt the PRSA International Conference a few weeks ago, I attended my colleague Johna Burke’s talk about best practices in B2B public relations. She focused on several important areas that will always be key to our evolving industry.

Many departments within an organization have a methodical workflow. Accounting and procurement departments have a clear definition of their tasks, and they have a method for bringing in, assessing, and approving information,

PR departments and practitioners don’t exactly follow that type of workflow. Although they might create a template, or spreadsheet to plug in information, the template never quite ends up in its original shape.

PR practitioners are tasked with creating a workflow that provides clear direction for their organization. Everyone from customer service and administrative staff to C-suite executives need to understand what public relations workflow looks like, or what to expect under normal daily operating conditions.

Key to developing an effective communications plan is a firm grasp on the organization’s business strategy. Whether that strategy is education, driving sales and revenue, advertising, public relations, or marketing, understanding that focus allows PR practitioners to develop a workflow that focuses on an organization’s overarching corporate goals.

Integral to the business strategy is an understanding of the organization’s financial statements. Understanding a company’s profit and loss statement effectively aligns PR workflow and department objectives. Public companies produce quarterly and annual financial statements. Look for it, whether it’s publicly or internally available, and study it, because everything ties into to funding.

Do the research yourself. While educating yourself and your staff on your company’s financials, do the same with your competitor. Think twice about hiring someone outside of your organization to gather intelligence; you are your most effective resource.

In researching your competitor, don’t go for the thirty-thousand-foot overview. It’s too easy to misinterpret your market. Also, it’s critical to market against a competitor’s reality, not their myth, or your perception of their overarching goals. Know their concepts, understand their message. Understanding their marketing materials and how your competitor is spending money is equally beneficial to your overall success. The time you put into understanding all of these elements will provide the intelligence to back up what you will ultimately need to sell to your C-suite.

Next, study your customer. How do they find you?  What does their daily organic search look like? How do they get to your product or service? Are you creating SEO interesting enough to speak to your audience and capture your service or product’s attention?

That static audience no longer exists. Understand why people are using each platform and what they’re doing with the information. Are your followers influencers? Can they help your business? Are they able to cause action? How do you communicate with them?

Create thought leadership around the topics your followers have posted. Look for themes around the content you’ve created, or the content displayed about you. This provides an opportunity to invite followers interested in a topic that’s related to your service, product or industry. Create a saturated market by looking at what surrounds your brand and how those themes tie in.

Take an open-mined look at the conversations around your content. Ask someone else in your organization to interpret your message and help you clarify your message.

Talk to your audience. Talk to your advocates, the people who have had a good experience with your product or service. Reach out to your badvocates, those who have had a bad experience and need to be reconverted. Acknowledge the trolls – those posters, who no matter what are going to be out there spewing venom.. Instead, classify them and if necessary, call them out with, “Dear Troll, we know you don’t like us, however, you are not our target audience, so what we’re saying doesn’t resonate with you, but thank you for the comment, we so appreciate your feedback.” Ultimately people connect with people behind the message, not with brands or the message themselves.

Cleared Hot and Engaged: Lessons From a Flygirl

Wednesday, November 6th, 2013

Vernice Flygirl Armour PRSA 2013 BurrellesLuce Fresh IdeasWhen Vernice “Flygirl” Armour asked for permission to shoot her weapons in the middle of combat, she was waiting to hear the words “Cleared Hot.” And as the first female African American Marine Corps combat pilot, Armour has conquered her share of challenges and obstacles, and she herself is definitely cleared hot. On day two of the PRSA International Conference in Philadelphia, she shared a bit of her energy and motivational insights in her keynote speech, “Zero to Breakthrough: How a Breakthrough Mentality Creates Breakthrough Results!”

I attended Armour’s speech, in which she acknowledged that as a minority, as a female, and as a female in the Marines, she’s overcome a number of obstacles herself, but that we all have obstacles in our work and personal lives. “The key is to acknowledge the obstacles,” she advised. “Don’t give them power.”

The content of Armour’s speech wasn’t revelatory; instead, it laid bare the obstacles we put in front of ourselves. It might be we want to quit or disengage when we get frustrated, but throughout her speech, Armour reminded us that we have permission to engage – with our colleagues, with our clients, but most importantly, with ourselves. “At what point do you give yourself permission to engage?” she asked. “And if you don’t, who will?” Only we can tell ourselves we are cleared hot.

Engaging with ourselves and our community is basic to the PR profession, but it’s easy to get trapped in the small tasks of keeping our heads above water day to day. “What’s the bold breakthrough move you need to take to put yourself back on course to break out of the mediocre and mundane?” she asked us to ask ourselves.

As a newcomer to the PR industry (I was a journalist in Beijing until August), Armour’s speech was timely in its motivation factor – time to determine how I define success in my position and life – but unfortunately vague in ways to get started. But that’s perhaps the most positive thing about Armour’s speech: she’s not telling anyone how to define success or get on their path; that’s not her MO. I think this independent, inward approach will be a beneficial aspect of personal success and my impact at Burrellesuce.

It was refreshing to hear Armour ask us to turn inward to help ourselves get ahead personally and professionally. When it comes to work, it’s mostly about what we can do for our organization, not for ourselves. But the way we engage with ourselves and how we choose to meet our challenges can immediately affect our professional success, and thereby have a positive effect on our organization. My colleague recently competed in a Tough Mudder challenge, and in challenging herself personally, she gained a lot of insights applicable to her professional life. As Armour puts it, “We’re asking folks to engage when we’re not willing to engage most of the time.” We must engage ourselves to begin engaging with others.

Armour doesn’t have answers for how to engage, but again, it’s not something she can dictate. All she can do is share her experiences, lend some motivation, and remind us that “Positive thought creates positive action” and “A breakthrough mentality creates the reality.”