This article originally appeared in the April edition of the International Association of Business Communicators (IABC) magazine, Communication World.
For years, marketing, advertising, and public relations folks fought over budgets, scopes of work, ownership, and talent. It was an inefficient, yet accepted dance at organizations of all shapes and sizes. There was paid media, and there was earned media — and for the most part, everyone understood their role.
If only things were still this easy. Today we have Search Engine Marketing (SEM) Managers, Search Engine Optimization (SEO) analysts, Digital Analysts, Community Managers, Content Marketing Specialists, and way too many social media ninjas, gurus, and rockstars. There’s paid media, earned media, owned media, shared media, and something called omni-channel media. The traditional buckets of marketing, advertising, and public relations seem so quaint now.
Customers don’t care about your org chart, your P&L, or which of their agencies are managing which channel. They just expect you to move seamlessly and consistently from channel to channel and device to device, whether that’s using paid, earned, or owned methods. And increasingly, the clients don’t care about these artificial lines of demarcation either. According to a recent Forbes survey, 68% of CMOs and marketing executives put integrated marketing communications ahead of “effective advertising” (65%), when they were asked what the most important thing is that they want from an agency.
Some of the biggest marketing and PR agencies are already adjusting their business models and organizational structures to better optimize their efforts in this new environment:
- Edelman has recently created a position – Global Director of Paid Media – responsible for defining their approach to paid media and for integrating it into their accounts.
- Earlier this year, FleishmanHillard restructured to be more channel-agnostic, integrating paid, owned, and earned media. In 2011, they placed $250 million worth of ads in paid media. In 2012, that number increased to more than $1.2 billion.
- Weber Shandwick created MediaCo, a new unit focused on content marketing, native advertising, and digital media buying.
- Cramer-Krasselt, my employer, while traditionally seen as an ad agency, actually uses an integrated structure that aligns PR, social media, advertising, paid media, CRM, search, and paid media under one P&L that allows us to create seamlessly integrated campaigns across all forms of media.
PR professionals know, of course, that their job is to build meaningful relationships with their stakeholders. However, doing so today means reaching them through paid, earned, owned, and shared media — understanding how all of these channels work, the content each requires, and how to piece it all together into an integrated plan. Clearly, PR is no longer about just getting “ink” in print or pixels. It’s about developing multi-channel relationships with a variety of stakeholders. It means learning more about paid media and how to incorporate those costs into budgets. It means integrating social ads, sponsored content, and syndicated content into strategies from the very beginning. It means the PR pros with experience in paid, owned AND earned media are going to become much more valuable.
If the traditional practitioner wants to remain relevant in this multi-channel environment, he or she is going to have to stop looking at only media hits and impressions, and start thinking through the entire customer journey across all channels. For example -
- That reporter at the New York Times just called and said he’s doing a story on your brand! Will he blog about it too? Will he share it with his 100K Twitter followers and Facebook fans? Is your brand willing to retweet his story? How can you use your owned channels to drive more traffic to that story?
- The blog content you’re publishing is relevant, valuable, and engaging yet no one is reading it. What’s the right syndication partner to increase your audience size? Should you use paid search links to drive additional traffic? How will the increased traffic impact your bounce rate?
- What’s the hashtag for that event you’re planning? Should you even have one? How will you create shareable moments during the event? Who’s serving as the digital emcee?
- Your brand is doing a large paid media buy with one of your target publications. How does this impact your pitch to the editorial staff? How segregated are their advertising and editorial teams?
Building and maintaining stakeholder relationships today is very different than even a few years ago. Thankfully, the tools used to manage them have evolved also. The reach and influence of some organizations’ owned channels rival that of some traditional publications. Some publications offer sponsored content hubs that mirror the look and feel of their editorial content. The social media newsfeed has become a mishmash of sponsored and organic content and they’re often indistinguishable from each other.
Knowing when and how to pull these paid, earned, owned, and shared levers could make the PR pro a multi-channel quarterback because we best understand our stakeholders’ information needs, media consumption habits, and user journeys. As the lines between paid and earned media disappear, the PR pro has to be more proactive and get more involved across the entire marketing mix. Whether that’s being part of the creative team brainstorming the new commercial or working with paid media to create more effective media partnerships, one thing’s clear. The PR pro is going to have to figure out how to get more involved in other channels or risk being left out of the process entirely.