Insights for Leaders Navigating
Visibility, Credibility, and Growth.
From media strategy to reputation management, we explore the trends shaping public perception and share the approaches that drive measurable results for growing brands.
We’ve all been there. You think you have the perfect story and the perfect pitch to send to a reporter who is the perfect fit and then…you’re ignored, hung up on, or denied. As a PR professional, rejection is sometimes part of the job. But what if there was a way to help make pitching more effective and help increase the likelihood of landing your story? This is exactly what Pitching Notes aims to do.
According to the website, Pitching Notes is a free service created to give PR pros the chance to review and talk about their personal experiences with specific journalists. Here’s how it works: The site encourages PR professionals to sign up by adding their thoughts and tips on journalists with whom they’ve worked. The idea is that by sharing pitching “notes” and knowledge, we can all improve our pitching techniques and make more targeted pitches offering specific journalists the type of information they’re looking for, leading to better results.
At my previous agency, we had a similar program for internal use. I found it to be extremely helpful in learning a specific reporter’s pet peeves or getting more insight into the stories in which they’re most interested. However, while the database was filled with several valuable insights, I recall that it was extremely difficult to get people to actually update it with their notes and reporter interactions. Many people would leverage the information, but not contribute themselves.
According to Pitching Notes, there is a lot of value in contributing or “including Pitching Notes in your social media strategy,” as it can help drive the industry conversation and build your brand. Specifically, the reviews and tips from your experience link back to your Pitching Notes personal profile and can become an online portfolio where you can showcase your results. The company claims that because many of its members are business owners, contributing content can help attract potential clients or employers.
Additionally, the founders of Pitching Notes claim that reporters and bloggers can also benefit from the site as they can share notes on their interests and how they prefer to be pitched.
I’m curious about what you think of the site. Do you think it can be successful? Or do you think people will be wary of sharing their pitching secrets in a public forum? I plan to sign up for the site and will keep you updated on my experience.
Fighting insider threats and managing audit and compliance requirements is a challenge for many industries, including financial services, government and healthcare. This battle can result in lost business, damaged reputations and financial losses totaling billions of dollars.
Our client, Attachmate, delivers advanced software for terminal emulation, legacy modernization, managed file transfer and enterprise fraud management. In September, the company launched an update to Luminet, the company’s enterprise fraud management and compliance solution, which included the following enhancements: integration with Security Information and Event Management (SIEM) systems, most notably Sentinel 7; the introduction of the Oracle Forms data channel with support for Oracle Forms 6.5 (client-based) and Oracle Forms 10 (Web-based); significant UI and case management enhancements and features; as well as general product improvements.
With this launch, Communiqué PR aimed to do the following:
- drive customer inquiries pertaining to Luminet,
- support the sales field efforts to promote and sell Luminet by increasing visibility and awareness of the solution,
- educate key audiences on the values and benefits of continuous monitoring solutions
- highlight how Luminet helps protect organizations from internal threats and fraud and enables organizations to meet internal/external audit requirements, and
- extend Attachmate’s thought leadership in the data security and IT compliance spaces.
This launch provided a significant opportunity to highlight Luminet’s momentum and evolution since previous releases, particularly as concerns about insider threats grow and responding to compliance regulations becomes increasingly complex.
We developed two pitches: One to target general security publications and another to target the federal and government vertical industry publications. We also aimed to connect with industry analysts covering fraud management and compliance.
With this approach, we were able to secure six briefings for the launch, comprising six analysts and one editor with a federal trade publication. We also received five pieces of coverage:
- ITWire, “Attachmate Luminet 4.4 provides continuous monitoring,” September 19, 2012
- Network World, “Products of the week 10.1.12,” October 1, 2012
- IT Jungle by Alex Woodie, “Attachmate Hooks Fraud-Fighting Tool to SIEM,” October 9, 2012
- 451 Research Impact Report by Javvad Malik, “Attachmate releases Luminet 4.4, integrates with SIEM,” October 18, 2012
- Federal Computer Week by Camille Tuutti, “Big data brings big skillset gaps,” October 29, 2012
To learn more about Attachmate’s Luminet 4.4, visit: http://www.attachmate.com/Products/efm/luminet/luminet.htm.
LinkedIn has become well known as a tool to market your company, network with colleagues, build relationships with potential clients or employees and highlight your expertise. Communique PR actively uses LinkedIn for a variety of purposes from networking to recruiting, and we recommend it to businesses and job seekers alike. As a heavily used recruiting tool, one of the most important features of LinkedIn is its ability to connect companies with people. You may have noticed that the look and functionality of LinkedIn has changed in the last few weeks. Based on user feedback, LinkedIn has changed tweaked the company page interface in an effort to improve experience for both companies and LinkedIn users. Here are a few of the changes:
For Companies:
- The company page, similar to member profiles, now has a “profile picture”.
- The update stream is now customized to LinkedIn users; status updates and job opportunities are shared with specific categories of users.
- The new company page allows companies to highlight the company’s products, services and career opportunities in separate sections.
- For select companies, LinkedIn is offering a more visual way for them to display their employer brand through the Career Pages section of the company page. The intent for this feature is to allow the companies to tell their employer story and to help personalize the job-seeking process.
If your company is actively recruiting, or looking to improve on its LinkedIn presence, make sure to use the new company page design to the fullest. Add a profile picture, create language for the product, service, and career sections of your page, and frequently update any corporate news.
For Members:
- The new layout for company pages is designed to make the user experience as easy and manageable as possible. When a member looks for news, information, products, opportunities or insights, it is a more streamlined process.
- The updates made by the company are centered, making them easy to see, comment on, or “like”.
- Access to the company pages has now been added to the LinkedIn app, so pages can be seen from an iPhone, iPad, or Android.
The new design of company pages can help members and job seekers learn more about what a company does, who works there, and what a company might be looking for in an employee. Furthermore, through the updates feature, members are able to see the day-to-day activities a company is engaging in, giving LinkedIn users a better idea of what working for a brand will entail.
To see a few examples of how companies are making use of the new LinkedIn company page design, check out:
For more information on setting up a company page on LinkedIn, look to LinkedIn’s guide for company pages.
Finally, for more on LinkedIn from Communique PR, see the following:
- Using LinkedIn Advertising to Pitch Media
- Best Practices for Company Pages on LinkedIn
- Making Use of LinkedIn Applications
- Four Tips to Maximize your LinkedIn Profile
- The Latest in Brand Marketing from LinkedIn
How does your company use LinkedIn?
So often, the stories we tell in business are about stability, dependability and predictability. Trends, market share and proof-of-concept are all business theories founded upon large groups of people buying the same product, sharing the same idea, and then making sure they continue to do so in the future. But oftentimes, the story of the contrarian can be just as powerful. Two recent experiences have me thinking about the power of disruptive ideas and why offering a dissenting view can lead to important change.
In November, I was invited by a friend to a fundraising breakfast for the Women’s Funding Alliance. The keynote speaker that morning was journalist Gayle Tzemach Lemmon, author of the best-selling book The Dressmaker of Khair Khana. In her book, Tzemach Lemmon details the brave young women of Kabul during the early years of the Taliban rule, who took great risks to build a thriving dressmaking business and underground school for girls in a time where women and girls were banned from the streets and beaten for showing their faces in public. The young women profiled in her book not only survived the brutal regime, but they thrived as entrepreneurs to provide an entire neighborhood with jobs, education and hope of a better life.
According to Tzemach Lemmon, she seeks out and tells these women’s stories because she believes that society invests in survivors, but not victims. So often the reports from conflict regions of the world portray women as victims of violence, or showcase women who are forced to beg or prostitute to feed their families. While these facts are undeniable, it is also important to tell the very real stories of women and their ability to cope and thrive under extremely difficult circumstances. The willingness of these women to share their stories of survival could have a profound impact on whether the world invests in their families to promote peace in their communities, or ignores the victims and conflict continues.
The second experience that has me thinking about the power of disruptive ideas is work Communiqué PR is doing with SR Education Group, which publishes websites and an online guide that help students select an online college. Online education, though more convenient and often more affordable for many students, carries a negative stigma thanks in part to a U.S. Senate report published this past June that condemned for-profit colleges for low graduation rates and high student loan default rates.
Rather than favor non-profit online schools over for-profit schools, SR Education Group instead is helping students select the best online college for their individual needs by bringing more transparency to the process of comparing and selecting an online college, regardless of its business model. Its Guide to Online Schools provides rankings and information about graduate rates, retention rates, loan repayment rates and a database of nearly 4,000 student reviews that provide first-person experiences from those who have enrolled in specific programs. So instead of embracing the popular perception that for-profit education is bad, SR Education is building upon its mission of making a quality education accessible to all by offering tools and information that empower potential students to research schools and find colleges that offer exceptional value for the cost.
As a result, SR Education Group and the Guide to Online schools are gaining media attention and growing their databases of student reviewers and online colleges daily.
These are just two recent examples of how ideas contrary to the popular way of thinking are helping promote change, empower individuals and ultimately improve lives. But I am sure there are many more examples of businesses with disruptive ideas that would benefit from a wider audience. At Communiqué PR we look forward to learning about these ideas and sharing the stories in the coming year.
As any communications professional can appreciate, relationships with media and analysts are extremely important and in-person meetings are an excellent way to build on existing relationships, or to create new ones. For this reason, we were excited to plan a press and analyst tour for our client, Medio, a leading provider of predictive analytics solutions.
Using a Big Data, cloud-based solution, Medio delivers real-time analytics capabilities increasing end-user engagement and transforming data into action and significant business value. Today, Medio’s scalable Hadoop platform supports more than 235-plus million users generating more than 1.3 billion daily events and serving more than 3-plus billion personalized recommendations, ads, content, services and offers per month.
As you can imagine, given the significance of the work Medio is doing in Big Data, many industry analysts and press were interested in connecting with them. Specifically, we were able to secure meetings with 12 people from the following organizations:
- The Aberdeen Group
- Yankee Group
- Nucleus Research
- IDC (International Data Corporation)
- CFO Magazine
- Tech Target
While tours can be expensive and time consuming, they can also be highly effective.
By meeting with these people, Medio now has a group of folks who have a better understanding of the value of its solutions, and we have analysts who are available to speak with journalists about the work that Medio is doing. Additionally, Medio’s solutions are now more likely be referenced in future reports and articles.
We also want to mention that successful campaigns and tours are largely the result of good agency-client partnerships. We are grateful for the counsel and support that the team with Medio provided to us as we worked to set up the right meetings. We also are thankful to Brian Lent, CTO and chairman, and Ivan Sucharski, data strategist, for their willingness to let us squeeze in just one more meeting!
More from CPR on tours:
More on Medio:
- Medio’s Website
- First Look: Medio, JT on EDM
- Start-Up Medio Brings Mobile Analytics to the Cloud, AllThingsD
- Questions For: Rob Lilleness, Medio’s president and CEO, Puget Sound Business Journal
More on predictive analytics and Big Data:
- I.B.M. and Ohio State University to Open Center for Big Data, the New York Times
- Big Data Is on the Rise, Bringing Big Questions, the Wall Street Journal
- Nate Silver’s Big Data Lessons For The Enterprise, InformationWeek
- Business Schools Divided on How to Approach Analytics Training, U.S. News & World Report
Heather Campbell
Many say journalists need PR people as much as PR folks need journalists. And just as many people would disagree. But with the evolving media landscape – shifting from offline to online – one thing is clear: Both professions need readers who increase page views.
In his post, “The changing role of PR in the era of ‘Pageview Journalism,’” Tom Foremski posits that the need for more page views – rewarded by publications with increased pay or titles – translates to reporters who write stories that attract more readers, increasing page views. While this seems logical, past print publications relied more on readership numbers as a whole, so stories could run the gamut from salacious news to niche profile and trend pieces.
With this evolution and an emphasis on page views, how does that affect our work as PR pros pitching stories to media – or affect our clients who want coverage for their news? When pitching, we need to highlight certain aspects of a story that would “sell” it to a reporter, such as:
- Broad appeal – A broader appeal means more people will be interested in reading, resulting in more page views. If your client isn’t a national company or well-known brand, identify another component that would attract more readers (e.g. well-known customer, an overarching trend or an issue that affects many people).
- Drama – It’s human nature for drama and conflict to be appealing. Is your client disrupting an industry with new technology? Did your client save a customer millions of dollars? Is there a big-name brand that could be more successful by partnering with your client? Tell that story.
- Relevance – Make sure your pitching target(s) is actually writing about your topic. Additionally, ensure the readership of the outlet is the right audience for the story. Above all, make sure the pitch itself is relevant; don’t pitch a story that’s too old or too far in advance. Timing is critical.
How has “page-view journalism” affected your success with pitching? What other ways do you recommend for pitching stories to journalists focused on page views?