26. November 2013–
Here Linsey Fryatt, Germany Managing Director of Clarity PR and former Editor-in-chief of VentureVillage, outlines what startups need to consider before making key communications decisions and gives us a teaser to her upcoming PR workshop...
Kevin Leu, a “PR specialist”, recently penned a piece in VentureBeat about why PR agencies are crap. Thankfully, Patrick Ward fashioned a response that was much more polite and balanced than I could ever have managed. Incidentally, Leu is also the founder charming startup that lets you rate women (or “girls”, as he prefers) based on how hot they are. On a map. So obviously his expertise on what constitutes groundbreaking branding is in absolutely no doubt.
But his piece does raise an important issue. The biggest challenge I have faced since recently donning the furry robes of PR (having previously been shod in the hessian trousers of journalism for many years) is explaining to people what a PR firm actually does, and why – especially if you're a new brand – it's absolutely vital to have a PR strategy, whether that means in-house, consultancy, external agency or gorillagram.
Your marketplace is crowded and increasingly global. The media landscape is massive and fragmented. Your product is, and should be, the most important thing in your world, but why should anyone else give a sh*t about it? You need to make the world take notice, and in most cases, you're going to need help with that.
There's a certain amount of nervousness, especially in the startup world, in hiring a PR agency. And rightly so. Your seed or Series A money is precious, you don't want to waste a cent on unneccessary or unquantifiable services. When you couple this with perhaps lukewarm experiences with one-size-fits-all PR firms (I assume the ones that Mr Leu might have issue with) and it's difficult to justify any kind of spend on communication strategy.
My colleague Sami wrote a great piece on the questions you ought to ask PR companies before you hire them, but I'm going to take it one step back. Here are the starter questions that you need to ask yourself that will help you gauge whether you actually need a PR agency or not. And if you do, how to have a more fruitful relationship with them...
1. What do you actually want to achieve?
It seems obvious, but it's easy to get swept away by the first flush of column inches. It's not enough just to want “to get a piece in TechCrunch”. Do you need to attract investors? Do you need key hires? Do you need a quick increase in user numbers?
Set you key objectives you hope to get from any exposure before you do anything else. From here it'll be much easier to brief anyone else correctly.
2. What's your timeline?
Getting scattergun press coverage around product launch is great, but it can be really difficult to follow up and I see many companies enjoy an initial spike of interest and then drop completely off the radar in those critical following months. Think about your product timeline, and consider how you want to knit a full communications strategy into that plan.
3. What's your budget?
Have an idea of what you are willing to spend, considering the factors above. Whether that's an external agency fee, human-hours within your company or a completely new hire. If you're going with an external agency, then look for ones that don't just offer standard retainers, but also ones that are willing to offer project-based work. That way, you can see how they perform around a single task.
Also realise that it will involve a spend to do this properly. Communications and marketing should be built into your budget and not just added as an afterthought once your product is market-ready, especially if you're a B2C product.
4. What's your story(ies)?
What three words describe your company values? Would all your team give the same answer? Spend half a day internally nailing down your core qualities. From there, it's much easier to begin working on the rest of your communications.
What's your context, what do you do differently? What voices can you add to a discussion in your market? What's your story? And who are you telling it to?
This is where the fresh pairs of eyes at an agency can give a new perspective. Ask an agency for a handful of ideas in their pitch. At the very least it will demonstrate that they “get” what you're doing and you can gauge their creative fit.
5. Who else is doing this well?
Which companies in your space are suceeding at this? And why? And do you have a robust angle or statement as to why you are different? Journalists like to have a product placed in context (“we're the Airbnb for dogs”) but also the justification as to why you're offering something different to the market.
Linsey will be hosting a workshop on "How to Communicate your Brand" on 11 December with VentureVillage. Click here for more details.
Date: 11 December, 9am to 1pm
Place: Vertical Media, Wallstrasse 27, 10179 Berlin
Duration: 4 hours
Price: €149 (regular), €129 (students)
Questions? Feel free to contact us: firstname.lastname@example.org
Image credits: PR megaphone – flickr user garryknight