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Time for Global B2Bs to Ditch the Herd Mentality

Navel-gazing sessions and working at a big B2B company have always gone hand-in-hand. But it looks like many of the big B2Bs are getting it all wrong when it comes to brainstorming key messages and positioning statements that will resonate with their customers. You might say, as did the Captain in the movie classic Cool […]

Size Matters When It Comes to Picking a PR Agency

Public relations agencies come in all shapes and sizes. Some are holding-company owned with offices in 50 countries or more and thousands of employees.  Others are independent and mid-sized with a handful of offices and perhaps a hundred or more workers. And of course there are scores of founder-run, single-office firms and boutique consultancies with anywhere […]

IPO Communications Guidelines That Make Good Sense

It’s the dream of many public relations professionals:  land a position with a promising pre-IPO company. Take less base compensation and sacrifice weekends and holidays for the promise of mainlining a gold vein of stock options and sailing off to the Caribbean following a robust IPO and the requisite vesting period. Ah.  If only it […]

In The New Normal, Client Retention Means Playing Above The Rim

Denial. Anger. Bargaining. Depression. Acceptance. These are the five stages of grief a PR agency (or any business for that matter) goes through when a good client takes their business to a competitor.  Each of the five stages were detailed in a recent post in which I promised a follow-up with a few ideas on […]

When a PR Agency Loses A Good Client: 5 Stages of Grief (Part I)

Replacing a good client can cost a public relations agency up to five times more than retaining one.   Ouch. When a PR agency loses a good client, aka getting fired, it hurts to the quick.  All agencies experience client attrition, some more than others, whether it be for reasons of performance (the ugliest way […]

4 Steps To Reduce A PR Agency’s Client Churn – The Old-Fashioned Way

When a public relations agency chases a business prospect that is in a non-aligned business, then expect client churn. When an agency over promises a prospect during the hunt and can’t deliver later, then expect client churn. When an agency takes on a new client that it can’t create and sustain value for, then expect […]

9 Telltale Signs An Agency-Client Relationship Is On The Rocks

When the relationship between a public relations agency and a client is on the rocks, the agency is all-to-often the last to know. And in many cases, the agency has no one to blame but themselves for either not proactively managing the client relationship, for not really listening to the client or for missing client […]

Chemistry Ignites the Agency – Client Relationship

All other things being equal, “chemistry” between a business prospect and the prospective public relations agency account team is very often the difference between winning the business and coming in second. Think back to that time — I’m sure there were several — when you and your excited account team walked into a prospect’s conference […]