Win Some, Lose Some...

No Hall of Fame for PR rainmakers

As CEO of a pay-for-performance public relations firm, I spend much of my time on new business…accounts that will be both interesting and challenging to our army of pros as well as profitable to the company. And as many of you in this industry know, the two are not always compatible. Even if rainmaking has become more of sifting through referrals than cold calling, it’s still requires a skill set and mental discipline developed through experience and over time. Plus, finding that rare new client that is both fun to work on and produces solid revenue is often as difficult as hitting an inside curveball or as daunting as driving the lane clogged by an NBA center.

Sure, there are actually specialists these days that rent themselves out as rainmakers-for-hire; and most of the larger PR firms have at least a designated new businessperson or even a whole department dedicated to seeing the pipeline is always full. More often than not, these new biz pros know more about sales technique than PR, or how a new client might or might not fit the culture or business sense of the firm. They might win a game or two, but not sure they have the consistency for a whole season.

I remember a very successful ad exec and mentor of mine telling me when asked who handled new business for his global firm…”Me”, he emphatically stated. “I’m the guy with the passion and the name on the door…and most importantly, know the people behind it.” I’ve followed a similar philosophy for my firm over the years, and while it may not work for some larger more anonymous PR institutions, it’s worked for us in welcoming the kinds of clients that best fit us. We’re fortunate that referrals from current and past clients along with internet and social media inquiries make up the bulk of our prospects today, but each still has to be researched and carefully followed up with to determine whether the story is there, the compatibility exists, and if it can be a profitable relationship for both us. I happen to enjoy this and prefer not to delegate something I believe is this important to our survival and growth.

No matter the new business methodology employed however, the metrics of success are as clear as a ball game…you either win or you lose. Yes, you may go to extra innings or overtime, but there are no “kissing your sister” ties, only winning or losing. You land the account or you don’t. And when you do, it’s exhilarating and heady stuff. When you don’t, it sucks. Sound familiar? The big difference from this sports analogy of course, is that when the new business game is over and the celebrating has ceased, then the real work begins.

And, of course, there’s no Hall of Fame.

Not Charging By The Hour Doesn’t Make Time Worthless

PR recessionary lesson No. 1…save the baby!

You know, as long as we’re stuck in this nasty quagmire of a recession there are a number of lessons to be learned while we all wait (and hopefully work) for the promised turn-around. The first of which is how we keep from devaluing time when we have more of it on our hands. This seems to be a particular trait of larger enterprises where being busy or at least the appearance of being busy was prized and rewarded with ever increasing promotions and escalating salaries. But as the economy has soured and marketing or PR salaries have gone south or disappeared altogether, we have a new phenomenon emerging….doing more for less on the inside of an enterprise…and doing more for nothing on the outside. The attitude seems to be that “if I have to work harder for less, than you, Mr. PR vendor, must work for even less and perhaps nothing until you have proved your value. Since you’re not charging me by the hour, then your time must be free…” Really? I don’t think so.

Granted, this recession is driving many of the bad compensation practices and PR-types cultivated during the boom into the waste basket they deserve…however isn’t there an old saying about babies and bath water that should apply here?

Sure, budgets have disappeared or tightened, and the competition to hold existing business and to secure new accounts is far more competitive than ever. And, traditional PR agencies are even (God forbid) ever so slightly experimenting with performance-based compensation to keep those elevators rising. But does shifting away from exorbitant hourly fees or being more creatively competitive in proposals mean that the time still expended has lost all value? Even if such value is translated only in respect for the time spent. Exactly when did dollars charged equate to respect given? Where is it written or taught that when one does not charge incrementally for something, than the cumulative effort has no value…particularly if it is as a result of a plea for assistance?

We’ll continue to utilize all our experience and put forth our most creative, and therefore most competitive thinking to both sign and launch our clients toward success. If these tough times didn’t call for it, then our respect for our own professionalism as well as our client’s business would require it. What we ask in return is not an hourly stipend but that the prospects and clients respond in a timely manner and participate in the process. Respect our time as they ask us to respect theirs.

We all know that a long-standing truism in this business is that when a prospect or client wants something, it’s always with a yesterday deadline. And, when the agency needs something in return, yesterday deadlines become a few days. Ok, understood. It’s part of the game and we’ve all played it. But, hey…a little respect for our time here…even if we’re not charging you by the hour.

Father Knows Less

Passing the torch to a new generation…

In reading Garrison Keillor's Fathers Day column today my mind wandered to my own feelings about fatherhood and getting older.

One of the really great things about getting older (and there are not nearly as many as popular songs and aging pundits would like you to believe…) is coming to realizations that your kids might just have something in how they’ve chosen to approach their lives… that maybe, just maybe, your way has some flaws or at least is passé, and may not be appropriate for others just because they carry your DNA. And when your kids are no longer kids, chronologically at least, but adults pursuing their own version of life, liberty and happiness, this realization can be even more apparent. But alas, when your offspring choose by design or circumstance to follow into your profession then the admission that it might just be time to pass the torch to a new generation is all the more personal.

Sharing a profession with a new generation is a touchy thing. Sharing a profession with a new generation that shares your name has its own sensitivities… and rewards. Family gatherings and telephone conversations often wander to business discussions and comparisons of technology, strategy, and even pitching techniques… and always the media. However over time one fact becomes undeniable, things have changed and usually for the better. Technology is driving this evolution across the board…it’s forever altered the media landscape, it’s revolutionized the how and the speed in which we communicate, and it’s heightened expectations from all quarters.

Sure, even us aging PR types can adapt…heck, didn’t we move easily from typewriters to computers… from dial phones to cell phones…from daily newspapers to hourly online updates? Of course, but is there a point where we still want to as badly as before? A point where we look back with pride of our accomplishments and forward with equal pride over what is yet to be from our namesakes. It doesn’t take long to realize that the new generation might just be more inclined if not necessarily better equipped to take on these challenges. They are our best and brightest… time to let them risk it all as we did…fail as some of us did…and succeed as some of us did.

There is one thing that has not changed with technology. Public Relations is still not rocket science in its complexity nor curing cancer in its human importance. There are those in this profession that would love to have you believe otherwise because of their own internalized need for self-importance. These same people that strive to find euphemisms for publicist are the ones that insist that without initials and acronyms attached to their names, they will be considered less than “professional” …hogwash (a nice, very old fashioned word.)

So one bit of sage advice I’d like to pass on as a father, to both mine and others that follow in PR… do so with integrity, but with a sense of perspective and humor.

The lost art of story telling…

I couldn’t help but be struck by Stuart Elliott’s column in the New York Times The Power of Storytelling

“TELL to sell,” once a mantra on Madison Avenue, is making a comeback as marketers seek to engage consumers with compelling stories rather than peddle products in hit-and-run fashion with interruptive advertising like 30-second commercials…”

Having spent considerable career time (as well as a chunk of my hard earned dollars) in advertising, I am hesitant to be overly critical of my brothers and sisters on the ad-side. But the idea that consumers can be engaged through compelling story telling needs to be rediscovered, tells volumes about how far advertising has drifted from it’s origins…and how distinct it’s become from public relations. If in fact, the advertising industry is resurrecting the soft tell rather than the hard sell, I applaud it; and welcome the change certainly as a consumer and as a promotional partner.

Truthfully however, I’m not entirely sure that PR, where the good and interesting telling of a client’s story went to flourish when the ad-side abandoned it for the “interruptive 15 to 30-second blaring spot,” hasn’t also drifted from a good tale to a snappy press release or email subject line. Now, we write press releases and media alerts with precisely crafted message points and hyperlinks to maximize and optimize a web site. Yeah, ok, so…where’s the story? Just because the media as well as it’s audience’s attention spans have been reduced through a generation of MTV edits, doesn’t mean that there is any less need for a tale to be told. Something with a beginning, a middle, an end…a problem, a discovery, and a solution…all told with languid embellishments or compressed to bare essentials, but with intelligence and irony intact, for the new generation of listeners and readers…i.e., a story.

We in the PR business had better get back to it. It would be sad to let the ad guys beat us at our own game… one we should be so much better suited for, considering that the best of our breed come from the news business where truth has always been stranger and more interesting than fiction or the puffery passed as “strategic messaging.” Plus, we grew and advanced our careers not on snappy jingles or two word billboards, but on knowing how to recognize a great story as well as tell it…with all its tension, controversy, irony, pathos, and humor intact. Try packing all that in to your next media alert or 30-second spot.

Our clients all desire to see their name and message become ‘viral’ or to be old fashioned, to have ‘legs.’ What better way than to wrap them in a good tale…told with passion, integrity, and maybe even a hyperlink or two.