Kelso Consulting's blog for management consultants

Should my management consultancy firm be doing PR to increase sales?

By Tim Prizeman, Director - Kelso Consulting (Public Relations agency)

Do you read the regular advice comments from John Timpson, the chairman of high street cobblPublic Relations montageer and key cutter Timpsons?

They appear in the Telegraph and elsewhere, and I am a big fan of his sensible advice for growingandmanaging a business... and given how ubiqtuoushis firm is onBritain's high street, he has a track record of successto back up his advice.

Recently, in his column he dealt with a question about whether a firm should start doing press and PR activity to generate customers.

It is a question many management consultancy firms' partners have asked.  At big firms it is a resounding "yes", and increasingly many mid-sized and smaller ones too.  But many also miss a trick by simply seeing it as being a tactic exercise for generating a few bits of press coverage to attract some extra sales leads.  There is nothing wrong with this per se, but it is a one-dimensional approach that will bring limited and transitory results.

PR is all about "building a better business rather than just increasing sales"

John Timpson hits the nail on the head with his comments, saying "The best public relations campaigns don't just find a few more customers, they also help to create a company culture and get you noticed for all the right reasons.... define what you are good at and how you want to be seen by both the outside world and your own colleagues".

Amusingly he also gives the advice "make sure you really know what you want them to do".  Sounds sensible, yet often I go to businesses who really aren't sure what they want... notably one smaller management consultancy firm whose CEO invited me to a meeting with him and the managing partner... only for it to be a debate between the two of them whether the firm should be doing PR at all ("no" was my conclusion for reasons I won't go into!). 

Clearly management consultancies want favourable press coverage, but make sure you think through why you want the coverage.  Yes to it bringing in a few leads, but more than that what are the big business challenges you need to overcome to deliver your strategy... and how will better and clearer communications help you achieve them?  Once you have answered these questions you are in a good position to get great value from a PR campaign.

Click here to read John Timpson's column about PR in The Telegraph.

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Topics: Sales, Public Relations

Tim Prizeman, Director - Kelso Consulting (Public Relations agency)

Written by Tim Prizeman, Director - Kelso Consulting (Public Relations agency)

Director of Public Relations agency Kelso Consulting. We specialise in working with B2B tech companies, management consultants and professional firms to help them stand out and win more business. We do this through award-winning PR skills and a proven approach to creating high-impact thought leadership that helps our clients stand out as leaders in their markets. I am the author of book The Thought Leadership Manual. Click here to request a preview copy: http://www.kelsopr.com/thought-leadership-manual-book