What is PR’s role in the sales funnel?

Send us a textToday on the PRmoment Podcast we’re talking to Battenhall founder Drew Benvie - asking if social media be banned. Battenhall is a social-first agency with 120 employees and won Large Agency of the Year at The PRmoment Awards 2024.Before we start, check out the programme for our PR Masterclass: Agency Growth Forum. It’s on 12th November 2024, 8:30 am to 5:00 pm GMT. Both face-to-face and virtual tickets are available. The event is held in central London. Face-to-face tickets are expected to sell out, so if you want to come along, don’t hang about.Testimonials from previous delegates on the PR Masterclasses microsite. It really is an incredible programme, a great atmosphere and well worth your time if you are a PR agency leader out there.Thanks so much to the PRmoment Podcast sponsors the PRCA.2 mins Does Drew think social media will be banned?“There are parts of the world, and demographics around the world, who cannot access social media. What we’re seeing is the increased regulation of social media for safety reasons.”4 mins Social media has had a 20 year experiment phase and, perhaps with regret, the downsides outweigh the upsides - therefore should it be banned?5 mins Has social media had a positive or negative effect on society?6 mins How has social media changed the world for the better?“There are people who make a positive contribution to society who do that through social media.”9 mins What might regulation of social media look like?The UK’s Online Services Act will come into effect in 2025, the EU's Digital Services Act came into force in February 2024 and in the US the Federal Communications Commission (FCC) regulates social media.In China, many of the West’s social media channels are banned. It has its own versions.“For social networks in China you have real name registration, which means your legal identity is your identity on the social network. And then the government regulates your use of that social network. So there is a teen version of every social network…”“This regulation (in China) has been brought in for fears of addiction to social media, addiction to phones and it’s been brought in for video gaming as well.”“Some of the lessons that China is learning (about teen access to technology) is starting to spread to other parts of the world in terms of the regulation.”14 mins Why the problem the West will have with social media regulation is that we don’t have real name registration.“Without stricter registration rules for the Apps and the social networks the limits on age usage are not going to be fit for purpose."“Concerns over safety have largely led to the advertiser exodus from Twitter.”“We’re going to see that if a social network is not taking safety seriously, it will be banned from a country and Brazil set a precedent for that.”18 mins Do we believe governments will stand up to the social media companies, bearing in mind the seemingly infinite number of lobbyists they seem to have?19 mins Without real person registration is social media regulation even possible? Bearing in mind AI, bots and disinformation.“In the not too distant future we will be in a safer place.”“OFCOM is going to be tasked with the regulation of the Online Safety A

Send us a textToday on the PRmoment Podcast we’re talking to Lis Lewis Jones founder of LiquidLiquid had its 20 year birthday its year - and for your background has a fee income of £2.5 m and it works across a few sectors but specialises in agriculture and food - which amongst other things means it has a chef on the payrollIt has 35 employees and works across 25 countries.Lis is going to talk us through the journey of Liquid - which includes sponsorship of her beloved West Brom.Before we start, check out the programme for our PR Masterclass: Agency Growth Forum. It’s on 12th November 2024, 8:30 am to 5:00 pm GMT. Both face-to-face and virtual tickets are available. The event is in central London. Face-to-face tickets are expected to sell out, so if you want to come along, don’t hang about. Testimonials from previous delegates on the PR Masterclasses microsite. It really is an incredible programme, a great atmosphere and well worth your time if you are a PR agency leader out there.Thank you to the PRmoment Podcast sponsors the PRCA.2 mins Lis looks back at 20 years of running her own PR firm - Liquid PR.5 mins Lis talks about how Liquid became a food specialist - including why they have 2 chefs on the payroll.8 mins Lis explains how and why a £2.5 fee income PR firm with 35 works across 19 timezones!14 mins Lis talks about why she bought a Guernsey based business and why Liquid no longer has an office there.16 mins How  Liquid Australia came about.“I would describe our growth past as a couple of 5 years olds on acid!”23 mins  The importance of cultural intelligence when setting up in new geographical markets.24 mins Lis talks about her role as an export champion for the Department for Business and Trade.

Send us a textWelcome to our review of PR Pitches and mergers & acquisitions in the UK PR scene with Andrew Bloch. Here we discuss the biggest pitch wins and mergers & acquisitions that the PR sector has seen in October 2024.Andrew is the lead consultant - PR, Social, Content and Influencer at the new business consultancy firm AAR and a partner at PCB Partners, where he advises on buying and selling marketing services agencies.Andrew launched Andrew Bloch & Associates in 2020.Before we start, check out the programme for our PR Masterclass: Agency Growth Forum. It’s on 12th November 2024, 8:30 am to 5:00 pm GMT. Both face-to-face and virtual tickets are available. The event is held in central London. Face-to-face tickets are expected to sell out, so if you want to come along, don’t hang about.Also, thanks so much to the PRmoment Podcast sponsors the PRCA1.30 mins Andrews run down of this months biggest pitch wins“It’s decent, the budget has created some uncertainty…its picked up a little slowed than I had expected post the summer but there's plenty going on.”Formula E hires Soapbox – Soapbox also look after Matchroom Boxing, Pro Darts Corporation, Under Armour, AJ, Luke Littner and Eddie Hearn.Primark hire Weber Shandwick to support global trust and reputation projects. Asos hires The Earnies for consumer comms.Typhoo also hire The Earnies G- Shock hire Kingdom Collective – National Energy System Operator (NESO) – Britain’s new energy body responsible for planning Britain's electricity and gas networks – appoint Brands2Life to deliver brand strategy and Eulogy to create a national advertising campaign.Bafta film awards hire DDA Pooch (healthy premium dog food company) & Mutt hire Munch Dave's Hot Chicken hire Cut The bull Epson, the global tech company hire Kindred ESG brief for internal and external audiences. Ena Athletics, the premium performance sportswear brand hire Brand Nation San Miguel hire MSL –XIX Vodka hire Sunny Side Up. Honda hire Exposure Monopoly Lifesized hire One Green Bean.21 mins Andrew talks us through this month's biggest PR M&A deals.“There’s been a lot of people trying to get things through because of the budget”Auspicious Group – A new creative services agency is formed via acquisition of 2 film companies.  Studio Yes and Blue Chalk Media.  3 businesses already have 40FTEs and $7m revenue.Run by Rachel Pendered, co-founder of Media Zoo who will be co CEO alongside Barnaby Cook co-founder of Casual Films and Mark Killik also previously from Media Zoo. Helios Global Group (healthcare comms) gets backing from Telemos Capital (PE). Berkeley Communications acquire Danebury Research – a PR survey company. Blue Communications acquire Saltwater Stone.

Send us a textWelcome to the PRmoment Podcast.This week we’re chatting to Kat McGettigan, founder of Fine Lines about how to pitch successfully.Kat describes Fine Lines as an “agency-growth agency.” Previously she worked at Grayling, M&C Saatchi and Weber Shandwick.On the show, we talk about how agencies can improve their pitch techniques but we’re also going to take a step back and look at the broader area of growth strategies for PR firms.Kat was last on the podcast discussing this theme a couple of years ago, so this is an updated perspective on the PR pitching world.Before we start, check out the programme for our PR Masterclass: Agency Growth Forum. It’s on 12th November 2024, 8:30 am to 5:00 pm GMT. Both face-to-face and virtual tickets are available. The event is held in central London. Face-to-face tickets are expected to sell out, so if you want to come along, don’t hang about.Testimonials from previous delegates on the PR Masterclasses microsite. It is an incredible programme, with a great atmosphere and well worth your time if you are a PR agency leader.Finally, thanks to our PRmoment Podcast sponsors, The PRCA.2 mins Kat outlines the key elements of a successful pitch from an agency's perspective: Chemistry, Clarity, Commitment and Conviction.“The short answer is winnable chemistry.”5.30 mins How do you build chemistry with someone you’ve never met? 10 mins Commitment to a pitch: “You’ve got to really commit (to a pitch), not batten pass!”“For small to medium sized agencies (relatively) pitching is a lot more expensive.”“If someone asks you to respond to a pitch in less than 2 weeks, walk away.”14 mins What are the stages of a pitch response?21 mins What is a good win rate for agencies when pitching?“My advice would be to pitch to win more”“If your being selective a good pitch win rate is about 40- 50%”“Some pitches are pitch and learn into a different sector”25 mins What’s the difference between a chemistry and a tissue session?30.25 mins The problem of ghosting in the PR sector.32 mins Do clients understand the level of investment agencies are putting into the pitch process?34 mins Has ghosting taken over from procurement as the most frustrating part of the pitch process?“I’m a fan of procurement.”36 mins How many pitch rehearsals should you have?37 mins What is slide 47 syndrome?“The slides are your backing singers, You are Beyonce!”“Always go for the earliest pitch slot.”39 mins Why you should always try and have the pitch at the agency’s office.41 mins What are the red flags for agencies when to walk away from a pitch: 1) no access to the stakeholders, 2) no budget and 3) unrealistic timelines.42 mins Is it not mad that so few ideas from a pitch ever get used?44 mins Should all pitches just be limited to one idea?“Virtual is really difficult to get that winnable chemistry.”“Hybrid is really difficult”

Send us a textWelcome to the PRmoment Podcast.This is our quarterly bonus podcast, where we chat about Rajar’s latest results. For those of you who aren’t aware of Rajar - it was established in 1992 and operates the single audience measurement system for the radio industry in the United KingdomRaja publishes the listenership figures each quarter, which is good for insightful for PR, curious about how the public engages with radio and how the market is performing.On the show today, we have Alex Blakemore,senior producer & newsroom daily editor at Markettiers, who will discuss the latest Rajar results for Q3 2024. This quarter included the general election which was on the 4th July, the euros which started on the 14th June and the Olympics in July.Here’s a summary of what Alex and PRmoment founder Ben Smith discussed:2 mins 51 m people in the UK are listening to radio every week,  88% of the population.4 mins The BBC’s share of Radio Listening is now at 40%.“More than 1 in 10 people listen to BB local radio every week.”“LBC UP is from 2,612,000 to 2,691,000”“GB News Radio is  from 518,000 to 611,000 (up by almost 100,000 this quarter.)”7 mins What are the opportunities for PR people when engaging with radio? “Greatest hits radio and the hits radio network are still doing very well as they reach 7,435,000 and 7,225,000 respectively. They announced just yesterday ahead of the Rajar results being released they are dropping regional programmes from its greatest hits radio service following a change in legislation.”“These commercial stations are really thinking about how they can reach niche audiences.”“Nearly half the UK listen to a podcast each week.”14 mins Is the breakfast show still the most important radio show of the day?“The biggest breakfast show is still Zoe Ball on BBC radio 2 with 6,277,000 people listening weekly to her show.”“Capital Breakfast is also on the rise with Jordan North seeing another boost in his second Rajar results since moving to capital from radio 1 with 2 million 959 thousand people tuning in each week, up from 2 million 800 thousand last quarter.”

Send us a textToday on the PRmoment Podcast we’re talking to the managing director of Pitch Marketing Group. Pitch is a sports marketing and consumer PR firm in London. It has a fee income of over 5 million pounds and 46 employees. Clients include Red Bull, NatWest, Beats By Dre, EA FC and Formula 1.Chris joined the business as an account manager in October 2012 and became the MD in 2021. Pitch became an EOT in 2023.On the show today, we’re going to talk about the rise of sports marketing as a significant sector within communication and Chris’s journey from account manager to MD of his firm.Before we start, check out the programme for our PR Masterclass: Agency Growth Forum. It’s on 12th November 2024, 8:30 am to 5:00 pm GMT. Both face-to-face and virtual tickets are available. The event is held in central London. Face-to-face tickets are expected to sell out, so if you want to come along, don’t hang about.Testimonials from previous delegates on the PR Masterclasses microsite. It really is an incredible programme, a great atmosphere and well worth your time if you are a PR agency leader out there.Thanks so much to the PRmoment Podcast sponsors the PRCA.2 mins Chris outlines what good sports marketing looks like.6 mins What is the difference between sports sponsorship and sports partnership?8 mins What skill set do you need to be good at sports marketing?11 mins What does a good sports marketing campaign look like?14 mins What channels are the most significant when it comes to sports-related content?20 mins Sports marketing has the reputation of being reassuringly expensive - is that right?23 mins What do brands want from a sports sponsorship?“Awareness is one thing…but someone like Gallagher (Insurance) wants their audience to know what they do and why they’re different to their competitors.”32 mins Chris talks us through his favourite ever piece of work: Betfair’s Switching Saddles campaign with Victora Pendelton.38 mins Chris’s personal story is a nice one - from account manager to MD in 12 years at Pitch. He talks us through how that came about.

Send us a textWelcome to our review of PR Pitches and mergers & acquisitions in the UK PR scene with Andrew Bloch. Here, we discuss the biggest pitch wins and mergers & acquisitions that the PR sector has seen in September.Andrew is the lead consultant - PR, Social, Content and Influencer at the new business consultancy firm AAR and a partner at PCB Partners, where he advises on buying and selling marketing services agencies.Andrew launched Andrew Bloch & Associates in 2020.Before we start, make sure you get your tickets quick for our PR Masterclass: Agency Growth Forum . It’s on 12th November 2024, 8:30 am to 5:00 pm GMT. Both face-to-face and virtual tickets are available. The event is held in central London.“Honestly, I had one of the most fascinating and useful days of my career. I can't think of anything that needed improvement. The quality of the speakers was phenomenal. Thank you!”PR Agency, director “The best day I’ve spent at work for ages!”PR Agency, director “What an incredible line-up of speakers!”PR agency, founder 1 min This month's rundown of the biggest PR pitch wins Reed Employment – Soho Communications.  Corporate and consumer brief,  Soho was founded by James Henderson the former CEO of Bell Pottinger in 2018. NHS - £500M framework – will run to 2028 – for consultancy and advisory services for health. Divided into 10 lots one of which is for ‘communications, engagement and research”. 27 firms were selected. The potential of £45M value. Include agencies such as Engage Communicate Facilitate (ECF), Freshwater UK, and Lynne Group. Mars Pet Foods – Brands 2 Life will lead social across Germany, Belgium and the Netherlands. Including influencer and paid. Kellanova (the new name for Kellogs, who own Pringles, Pop Tarts, etc.) appointed Tin Man for the US brand Cheez-It UK launch. Bassetts Vitamins – Tin Man – consumer PR brief for leading vitamins brand. Earned first, creative, press office and influencer. Motorway – Romans – Consumer PR brief. Fight or Flight handles corporate comms.  Nationwide – Romans: consumer PR brief to raise awareness of the financial services brand with younger audiences and families. Greggs – Here Be Dragons:  Project basis on consumer activations. Zurich Insurance – Boldspace: Corporate press office. Handled two projects earlier in the year, now retained. Gordon Ramsey Restaurants– H/Advisors Maitland– global corp comms. The plan is to build out the restaurant groups' corporate profile and engage with key audiences. World Travel & Tourism Council – Finn Partners  – global comms for the launch of the ‘Together in Travel’ comms campaign. Currys – Red – Press office and creative. Increase awareness of expertise, range and relatable playful brand tone ahead of Black Fri and Xmas.  Hitachi Zero Carbon – Brands 2 Life – EMEA, APAC and N America. The brief is to increase brand awareness for this division of Hitachi, which is on a mission to accelerate the transition to a zero-carbon world largely by converting public transport and commercial fleets to electric vehicles.Ellen McArthur Foundation – Kindred – Kindred will support the charity's media and comms team to develop and amplify stories across the UK, US and EU with particular focus on food and plastics projects.Kidney Cancer UK – PHA Group – The brief is to support the charity’s press office and long term awareness raising mission.20 mins This month's rund

Send us a textOn the PRmoment Podcast this week, we’re talking to James Hewes, CEO of the PRCA. James joined the PRCA in January this year. The organisation had been in an uncertain state for a year or so because of the long-term illness and untimely passing of previous CEO Francis Ingham.In 2023/4, the PRCA set off on a governance review and subsequently made significant changes to its structure, senior team and member offer. So, I thought it would be good to get James on the show to give an update on his plans for the PRCA and what he’s been up to for the first six months of his tenure.The PRCA has a turnover of £3.8 m.Before we start, our PR Masterclass: Agency Growth Forum has now launched. It’s on 12th November 2024, 8:30 am to 5:00 pm GMT. Both face-to-face and virtual tickets are available. The event is held in central London.The final entry for the ESG and Sustainability Awards deadline is 27th of September.Finally, thanks so much to the PRmoment Podcast sponsors the PRCA.Here’s a summary of what James and PRmoment founder discussed: 2 mins What state was the PRCA as an organisation in when you started?“We were probably doing too much stuff. There was a tendency to throw resources and activity at every single thing…rather than stopping and thinking what was the best value for members.”4 mins Was the PRCA’s governance review worth it?“The positive outcome of the governance review: there’s a lot more transparency…there’s more opportunity for members to get involved in a structured way.”“It (the governance review) has simplified things dramatically.”6 mins James updates us on the PRCA’s finances.“The numbers were a bit tough for 2023, they’ll be a bit tough for 2024, but the organisation is on a much much more stable footing.”“The organisation has been a break-even business for a very long time. In a world of great uncertainty, you need to be a bit better than that.”“We are non-profit making with a good cash reserve…we’re cash generative.”10 mins Are the PRCA’s membership numbers growing again?11 mins Over the years, there have been stop-and-start rumours about the CIPR and the PRCA merging. Are there any active conversations on that side of things at the moment?12 mins Where does James want to take the PRCA under his leadership?19 mins The PRCA’s Articles of Association talk about growing the organisation internationally. James talks about how that has gone so far.22 mins Who are the key people at the PRCA now?23.30 mins What does James see as the most important issues affecting the PR sector currently?

Send us a textToday, we’re chatting with Billy Hamilton-Stent and Jon Lonsdale from Publicis Pro. For anyone who’s forgotten, the business was previously called Octopus Communications, and they sold to Publicis back in 2021. The firm specialises in B2B communications.Jon and Billy got in touch because they’ve been on their own AI journey for Publicis Pro and on the basis that a rising tide lifts all boats, they are keen to share their experiences with their PR agency peers and what better way to do that than on the PRmoment Podcast.Before we start, do check out the programme for our PR Masterclass: Agency Growth Forum. It’s on 12th November 2024, 8:30 am to 5:00 pm GMT. Both face-to-face and virtual tickets are available. The event is held in central London. Face to face tickets are expected to sell put, so if you do want to come along, don’t hang about. Testimonials from previous delegates on the PR Masterclasses microsite. It really is an incredible programme, a great atmosphere and well worth your time if you are an agency leader out there.Also, the the final entry deadline the ESG Awards is 27th of September.Thanks so much to the PRmoment Podcast sponsors the PRCA.3 mins AI exploded into our consciences in 2023, it's been a bit of a process for lots of people: from scared, to discovery, to embrace and disappointment. Billy and Jon talk about their AI journey.“We set about how to build a management system using AI”9 mins Has AI overpromised and underdelivered so far in PR?“It’s quite easy to see what AI’s limitations are quite early on.”“We didn’t go into this thinking our teams were going to be 10 x more productive by the summer.”“We have created a management overlay on a set of large language models.”12 mins Billy talks us through how Publicis Pro’s AI tool Otto does: “It's a tool that allows us to adapt, refine and be more effective as an agency. Its uses are manifold.”“The people in Publicis Pro that use Otto most are the strategy team.”“Train the AI around your clients. We’ve got Otto trained on tone of voice and (client) spokesperson.”Because of the nature of the technology, you have to stop talking about it in the way you might conventional tech…it’s less linear…it’s collaborative.“(AI is) less of a tech race and more a change management race.”30 mins Will AI change the structure of PR firms?31 mins. How has AI impacted PR roles differently at a junior, mid-level or senior level?32 mins How can agencies integrate AI into their workflow?“Pick one or two things you do a lot of and it (AI) can really help. Less is more.”33 mins Did Otto cost a fortune to build?34 mins Is AI going to improve the margins for PR businesses?“Otto has added a percentage point to our profits this year.”“Just think about how inefficient an agency can be.”36 mins How can AI help PR firm's employees collaborate more effectively?“Collaboration is a cultural point in an agency, not a technological one.”37 mins Are the holding companies at an advantage when it comes to AI, in that they have the scale to build stuff?39 mins Will AI ever do creative well?42 mins Do external AI tools still get Jon a

Send us a textOn the PRmoment Podcast this week, we’re talking to Sandy Lindsay MBE about her career in PR. Sandy is the founder and chair of Tangerine Group & non-executive director of various organisations, including The Rugby Football League.Sandy launched Tangerine 22 years ago, and the business has grown to have 120 employees with an income of over £7 million in fees. It became an employee-owned trust back in 2017, and it was one of the first PR firms to do so.Before we start, our PR Masterclass: Agency Growth Forum has now launched. It’s on 12th November 2024, 8:30 am to 5:00 pm GMT. Both face-to-face and virtual tickets are available. The event is held in central London.Also, the early entry for the ESG Awards deadline is the 13th of September, and the final entry deadline 27th of September.Thanks so much to the PRmoment Podcast sponsors the PRCA.Here is a summary of what Sandy and PRmoment founder discussed:4 mins Sandy launched Tangerine back in 2002. Did she always want to launch her own business?5 mins Sandy talks us through why you left Harrison Cowley to launch Tangerine.“PR is more ethical now than it used to be.”8 mins The plan for Tangerine was always to run national accounts as a Manchester agency. Has that worked out?9 mins Is there still a perception amongst some that large national accounts should be run out of a London baked agency?11 mins Sandy’s previous employer, Harrison Cowley, was well regarded as a regional agency. Why did she not want to follow that model?13 mins Who were Tangerine’s original clients? What type of work does the agency specialise in now?14 mins What mistakes has Sandy made along the way?“We launched the obligatory London office…it was a bloody nightmare…We just didn't need it.”“It’s fine to make mistakes. If you're not, you’re not trying anything. You’re not taking risks.”“Your comfort place is fabulous but nothing ever grows there.”17 mins How do you know when to knock new launches on the head?20 mins Sandy talks us through the growth of Tangerine. “We’ve never gone up and down (revenue-wise), but we have plateaued.”23.30 mins Sandy on why Tangerine launched the digital marketing training provider Juice Academy.“600 apprentices have been through the Juice Academy for over 13 years.”26 mins How does the Juice Academy apprenticeship scheme work? 30.30 mins Tangerine got into social early. Was it quick off the mark, or were the established PR agencies a bit slow?32 mins What type of work do Tangerine do for Specsavers?34 mins Sandy describes why Tangerine expanded significantly during the Covid period.36 mins Who have been the key people in Tangerine’s story?38 mins As a founder, when do you know it's time to hand the baton on to the next generation?40 mins Sandy is a non-exec of the Rugby Football League. What makes a good non-exec?“A non-exec gives you a helicopter view.”“I would not only recommend agencies get them (non-execs), I would also recommend agency leaders do them.”