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Public Relations Research and Evaluation: Evolving From “Why” Mark Weiner Delahaye IABC International Conference June, 2005. PR is as much a science as it is an art PR’s ROI is quantifiable Advancements facilitate rather than impede the creative process

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slide1
Public Relations Research and Evaluation:

Evolving From “Why”

Mark Weiner

Delahaye

IABC International Conference

June, 2005

our premise
PR is as much a science as it is an art

PR’s ROI is quantifiable

Advancements facilitate rather than impede the creative process

Research and evaluation are no longer a matter of who, where, when or why; it’s now a matter of what and how

Our Premise
what we ll cover
Overview to Research methods

Research tools that steer the PR process

Research applications for driving ROI

What We’ll Cover…
three tools for pr research
Media Content Analysis

Survey Research

Statistical Modeling

Three Tools for PR Research
media content analysis
Media Content Analysis
  • Frequency
  • Reach
  • Presence of Key Messages/Spokespeople
  • Tone
  • Impact
      • Front page / Lead story
      • Initial mention
      • Extent of mention
      • Dominance
      • Visuals
slide7

Unfavorable

Favorable

Key Message #3

Key Message #5

Key Message #1

Key Message #4

Key Message #2

PRODUCTS & SERVICES

SOCIAL RESPONSIBLITY

SENIOR MANAGEMENT

FINANCIAL PERFORMANCE

WORKPLACE

Media Content Analysis

Tone

Positioning

Key Message Reach

Reach in Millions of Impressions

Reach in Millions of Impressions

Key Indicators by Division

surveys the executive audit
A brief survey of those “internal public relations clients” who have an impact on PR funding, goal setting and evaluation.

The purpose: to gain mutual understanding

Results are used to initiate and formalize dialogue, to set objectives, to reduce risk and prove success in the context of executives

Surveys: The Executive Audit
surveys the executive audit1
Assess needs and preferences, Evaluate current performance, Improve over time:

Professional Attributes: Writing, media relations, problem-solving skills, etc.

Activities and Tactics: Press releases, interviews, media events, etc.

Measures for Success: Volume, message delivery, awareness, attitudes, sales, etc.

Media and Messages: Credibility, importance

Surveys: The Executive Audit
surveys the journalist audit
A brief telephone survey of journalists at “media that matter”

The purpose: to gain the feedback you need to improve the quality and quantity of your media coverage

Results are used to refine the organization’s interactions with journalists and to eliminate potential barriers to better results

Surveys: The Journalist Audit
surveys the journalist audit1
Assess needs and preferences, Evaluate current performance, Improve over time:

Professional Attributes: Responsive, informed, accessible, etc.

Activities and Tactics: Pitch calls, press releases, exclusives, events, etc.

Rate performance versus competitive set

Surveys: The Journalist Audit
research and the pr process
Research and the PR Process
  • Preparation
  • Setting Objectives
  • Developing Strategy
  • Executing Programs
  • Evaluation
  • Refinement
application preparation 10 questions
What are your organization’s goals and objectives?

What are your department’s goals and objectives?

Who are your internal clients and what matters to them?

What other departments will be affected?

What other programs are currently underway?

Who is your target audience?

Who influences that audience?

Which media do they read, watch or listen to?

What are your key messages?

Application:Preparation: 10 Questions
application setting objectives
Goals and Objectives are different. Objectives are:

Reasonable: they can be accomplished

Don’t:Front-cover stories in Fortune & Forbes in Q3

Do: 80% of stories have at least two positive key messages

Meaningful: they prove value and drive PR forward

Don’t: 100 clips

Do: Improve Impact Score in key media by 20% by year-end

Measurable: specific outputs, outcomes, time-frame

Don’t: Generate significant “buzz”

Do: Improve awareness among prospects by 10% in Q4

Tied to the goals and objectives of the organization

Application: Setting Objectives
application developing strategy
The ideas and tactics by which objectives are achieved:

Target market identification and profiling

Message engineering

Media engineering

Spokespeople selection (internal and external)

Event creation

Application: Developing Strategy
application message engineering
Application: Message Engineering

High

Importance

High

Low

Competitors’ Performance

Low

Low

High

Your Performance

application on going evaluation
Value and Return on Investment are different:

PR Value = Return on Expectation

Contextualizing results in light of Exec Audit results

PR Return On Investment

Savings: Improving efficiency and reducing waste

Cost avoidance: averting catastrophe

Generating revenue and profits: delivering on business goals and objectives

Application: On-going Evaluation
cost savings doing more with less
Cost Savings: Doing More With Less

Frequency

Press Releases Citing The Company

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Aware of Co.

Advertising

Not Aware of

Co. Advertising

Value

Ubiquity

Prices

Innovation

Billing

Reputation

Trust

Service

Quality

Simplicity

60

75

61

70

50

68

65

60

70

50

51

68

53

54

42

52

54

49

67

39

Generating Sales

Aware of Company

Advertising

50%

Not Aware of

Company

Advertising

50%

generating revenue3

57

% of total

acquisitions

attributable

to all four

marketing

elements

27

8

8

Generating Revenue
generating revenue4
Cost per Acquisition via OTM: $ 63

Cost per Acquisition via Targeted ITM: $ 103

Cost per Acquisition via Non Targeted ITM: $ 47

Cost per Acquisition via Advertising: $ 95*

Cost per Acquisition via PR: $ 15*

* Cost does not take into account lift to OTM yield from news coverage and advertising.

Generating Revenue

Cost per Acquisition by Channel

generating revenue6
Generating Revenue

0.79%

Brand Volume

0.14%

Factor 1

-9.80%

Factor 2

0.00%

Factor 3

1.96%

Factor 4

2.14%

Factor 5

0.93%

Factor 6

7.33%

Factor 7

-0.61%

Factor 8

-1.29%

PR

generating revenue7
Generating Revenue

2,500

1,000

2,000

750

1,500

Vol per MM Impressions

MM Impressions

500

1,000

250

500

0

0

Campaign 1

Campaign 2

Campaign 3

Effectiveness

Impressions

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Public Relations Research and Evaluation:

Evolving From “Why”

Mark Weiner

Delahaye

[email protected]

203-663-2446

www.Delahaye.com

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