How to build a B2B PR Plan in six easy steps

This article goes right back to basics, and looks at how you might put together a plan for a Business to business PR campaign.

1. It is best to start by defining your audience as clearly and precisely as possible, in terms of their industry sector, their role and function within their organisation, but to go further than this, and consider their interests and likely concerns.

2. Next, I would suggest considering your marketing messages. How can you present the best of your company in clear terms – say one or two sentences – that your customers will relate to, and which will inspire them to want to find out more about your company, or even contact you?

3. What resources are available? – Besides starting with some funds to cover the incidental costs, a PR plan will need some other kinds of resources: “material” in terms of interesting, eye-catching stories, images, anecdotes, examples of customer applications and expert input. An exciting news item can make a press release – an ideal resource. Then, having identified some resources, it may be good to think how to use them to the best effect, bearing in mind that more in depth material is usually used an exclusive basis and news items are only topical for a short period. By now you may have an idea of how your PR campaign is going to look.

4. Acquire a media list. Maybe you can assemble some contacts and make a list yourself, or maybe it’s better to take a short cut and get an instant press list by hiring a PR specialist who’s worked with the right contacts and can bring a media list ready made. The better you know the media – how they put their publications together, what they like to publish, and when – the more successful your campaign will be.

5. Consider timing and build some dates into your calendar. Certain dates may be fixed. You can plan media communications to work around industry events, trade shows and conferences, bearing in mind the dates you require for your product releases, and likely dates for news releases and company announcements. When these dates are pegged to the plan it’s possible to work backwards, and plan activities to hit the right dates and deadlines. It may be useful to think about the seasonality of the market, and whether to work around holiday periods, and also to dovetail with sales campaigns and other marketing plans.

6. Good management often means looking at results to see what lessons can be learned and feeding this in to the next stage of the plan. There are some neat tools on the market to help you see what has been published about your business and assess its likely reach and impact.

Having suggested that you take this kind of approach to make a PR plan, I would recommend allowing for some flexibility so that you can react to industry news as it unfolds.