What is account management?
When flicking through the business pages of your chosen daily newspaper, scanning the pages of a business publication in your accountant’s waiting room, or studying an in-depth feature in a trade publication you subscribe to, you don’t often consider the journey of that article before it was printed on to the glossy pages in front of you.
A fundamental part of handling a company’s PR is their ‘Account Management’. We are regularly asked, quite rightly, what this actually entails. Account Management is the umbrella that constitutes for all the hard work that goes into boosting that client’s profile.
These are as follows:
In-depth research is required in order to write a significant and relevant press release that the media are going to want to use. Initially we carry out research into the products and services of our clients, and then we look at what is new/innovative/recent/newsworthy. Alongside this we will research industry trends and requirements from the press. This can be a lengthy process as there is a lot of content out there, and we find a way to hit the mark correctly.
Response to media requests
There is no possible way of determining how much time we will spend on a certain client’s activity. In fact each day in a PR office is quite spontaneous. We receive media requests from journalists sporadically throughout the week, which can consume the time you have originally allocated to another task. This then can lead to additional media coverage enhancing the profile of a client’s business further
Developing relationships with key journalists is the most fundamental factor in gaining coverage for a business. Much time is spent liaising with journalists to get them to recognise your company’s brand and services so that they are aware of whom to call on when they want information in a certain field.
Conceptualisation is integrated into all of our client’s Marketing Communications Strategies. This is the creative process that involves generating ideas for campaigns and stories in sight of raising the profile of a company. This is developed alongside the research element of account management.
Gauging your return on investment for PR activity is a grey area. Without paying extreme amounts for a full press clippings service then it is hard to know exactly every publication your content has been published in. Our team put many processes in place (Google Alerts, monitoring applications, individual searches, media relations) to decipher as much coverage as we can. We then measure this against the advertising charges for that publication/site. PR is arguably more valuable than advertising as it places you as industry leaders and experts in the field. The traditional method is to multiply the advertising value by three in order to work out an effective AVE figure.
Communication & Meetings
We ensure that we maintain regular contact with all of our clients, keeping them updated with activity and other things going on in their industry. We regularly make suggestions on things that they can be doing, i.e. answering questions on LinkedIn as an expert in their field. Every little helps!
We also ensure that we schedule in regular bi-monthly meetings face to face in order to keep everything up-to-date on their contract. Some of the best stories can come out of these meetings without the client noticing there is a story in something that may have happened. If two of our team members attend these meetings then it can take a significant amount of time out of our working calendar.
Many clients will hold events for various occasions. As their partner in PR we like to make sure we have a presence at anything like this. It shows support to our client and also gives us more of an insight into the type of company they are.
Hopefully this blog gives you more of a rounded view of what account management entails with regards to PR. Quite a lot of work, eh?
Posted on November 7, 2012, in "public relations", Bridge PR, Communications and tagged "digital PR", "public relations", account management, Bridge PR, Bridge PR & Media Services, Bridge PR & Media Services Ltd, client liaison, conceptualisation, measuring ROI, media relations, online PR, PR, PR Coventry, PR in Coventry, PR Services, public relations account management, research. Bookmark the permalink. Leave a comment.