91. Before pitching a client

If we start counting the number of brands we have at present, we will probably end up losing the calculation. This is exactly how the world is becoming because of the innumerable brands around us. Every product has got a fair amount of competitors in the market that is making it difficult for them to stand out in the eyes of the consumers/audience. Marketing and advertising help these brands to grab the eyeballs of the target audience but it is public relations that help them majorly in retaining them. Positive perception is created by brands through reputation management and hence they are hiring consultancies for the same.

While brands are looking for consultancies, the consultancies need to pitch them with a correct and strong research work of the sector/industry. It should have proper facts to impress and gain the confidence of the potential client. Following are some of the crucial research that a brand does before pitching to a client:

  • Basic Research– The process starts with the secondary research about a brand. The information encloses every single detail about the brand extracted from their websites. Articles, where they have been mentioned, are also used as it helps to know how the brand is perceived in the market. 
  • Consumer Dipstick- It helps to know the current positioning of the brand in the minds of the target audience. It helps the consultancies in ideation and what they can do to make the brand better and expand its audience base.
  • Social Media Analysis- It helps to know the honest opinion of consumers for the brand/company. It assists in analyzing what are the users talking about the brand and its competitors. It also aids to understand how the brands are communicating their message and if it is reaching the right audience or not. This also helps to understand what are they trying to communicate and whether it is working at the moment.
  • Media Dipstick- It is important to know which is the media covering the beat and seek an expert opinion. Media knows the industry and that particular brand in and out. Conducting the correct measures with the right media helps to churn out the right information and show the correct indulgence of research work to convince the potential client.  

Research is the key to seek accurate inferences and to keep forward more planned and creative ideas for the brands to stand out in the market.

45. Crisis Communication

Practical PR strategies for reputation management and company survival

Edited by: Peter F Anthonissen

Year of Publishing: 2009

Crisis Communication is a book providing knowledge about how to do crisis preparation, crisis survival, media training, and reputation management. Book has got a contribution of twenty experts across the globe. It is like a crisis manual where people talk through their experiences by giving examples of some of the major crises that happened and what were the results. It includes case studies, communication checklist during crisis and sample of crisis preparation document.

The advice of experts from different parts of the world has been collated and edited by Peter Frans Anthonissen. He has written this book with the help of nineteen other experts. He is from Belgium who is an expert in crisis communication and reputation management. He is the founder of communication consultancy Anthonissen & Associates. His clients include Coca- Cola, Renault, P&G, Microsoft, GM, and Janssen Pharmaceutical.

According to ‘Murphy’s Law’ “whatever can go wrong will go wrong, and at the worst possible time, in the worst possible way”.  The book begins with an introduction of the twenty contributors, some of the brands they worked for and their area of expertise. It follows up by talking about what is crisis and crisis in different sectors. It talks about how one need to be proactive during the crisis and having a crisis directory can be helpful. The writer also gives templates that can be used to communicate with the media during a crisis.

In the third chapter, the book talks about the importance of reputation management which requires a strategic approach. The approach should support the long term business goals so the message should be creative, target the correct audience and should be factual. The names become a valuable asset which means that the company should be strategic about how they want to be known for and communicate what they stand for. Stories-real stories- add depth to the reputation of the firm.

Natural calamities and disasters are something which we can be prepared for yet we cannot predict it. The author of this chapter tells us three things which one should do while handling a natural disaster crisis. Those are: Take care of yourself, be prepared and expect the unexpected.

In the age of the internet, financial crisis and fraud represents serious challenges for public companies. Communication plays the most important role in this. The management should focus on improving their performance which will help them in minimizing the crisis. The issue is supported by examples and case studies in the book, and how one can handle it.

The author provides information about how restructuring and reorganization of a company can turn into a potential crisis and how it can be avoided. In such a scenario, consistency is what matters the most. Examples are given and also talk about the measures that can be taken by the companies in such cases.

The food sector is the most crisis prone. Consumers demand information about the food which they consume and crisis in this sector affects a lot of people. The book consists of examples of the challenges faced by the international food sector.

Crisis is informed to people through press and communicators should know how to deal with negative press. It all depends on the ability of a person to plan and communicate proactively. In this chapter, it is discussed how a brand can be scrutinized by a journalist and how this crisis can be mitigated. 

During any crisis, the employees of the company play an important role in people reacting to the situation. It is really important to provide media training to employees for them to know how they should deal with the press. Successful media training requires preparation and practice. Without proper training, senior management can make the crisis worse. The correct road taken can help a company gain its reputation back.

The pace and reach of the internet is changing things. The company needs to respond and engage faster during the time of crisis. The firms can take advantage of it and make the communication listening and sharing, not just talking. During crisis risk managers are the people who identify and reduce the impact of the risk in a business.

The last chapter of the book consists of the checklists during crisis communication. It has got a crisis survival kit, crisis manual, an employee training guide, crisis strategy and how to communicate during crisis.

Through this book, readers get advice from experts on how to limit the damage, the crisis effectively by acting quickly and positively. All the topics are supported by examples and case studies. The book lacks the viewpoint of people from Asia and the Middle East. It also teaches us how to turn a crisis into an opportunity by using correct public relations strategy. The book is an excellent guide for communication professionals.