This July marks the start of Kimball Hughes Public Relations’ 30^th year in business. Reflecting on the agency’s history along with my own 22-year run as a PR professional, I’ve thought a lot about some of the most valuable PR lessons, for agencies and organizations that hire them. The one I keep coming back to is this: stop selling. And I’m talking to the clients. 

Of course, agencies of all kinds, at least in the beginning, need to sell clients on hiring them. Meanwhile an interesting, frequent and largely unspoken parallel exists where clients—for- and non-profits alike—continue to sell themselves to their agencies well after contracts are signed.  

What I mean is this: As the agency employees meet with subject matter experts or hold meetings with leadership, the organization will present its products, services, market position and even its executives as the best, most innovative, most insightful people and products within their space. While some of that may be (hopefully) true, there’s a bit of salesmanship involved. Put another way, if you aren’t telling your PR team about concerns, pain points, missteps or potential obstacles, you are setting up your messaging partners as well as your organization for potential disaster.  

Could This Be a Problem? 

My favorite example, now 20 years in my professional rear-view window, was when I worked with a large multi-national company. They faced no challenges, and every employee was the best and the brightest professional to be found. During our initial discovery, I asked if there were any areas of concern, topics to avoid or past issues that might create complications with the media. Nothing. The horizon was wide, bright and full of promise, or so I was told. In fact, their leadership team seemed put off by my question. 

Months later, I received a call on a Friday afternoon. One of their executives had been convicted of a crime almost one year prior, and on the upcoming Monday this executive would be in court for sentencing. Could this be a problem, asked my contact from within the company? Emphatically, yes, I responded.  

Because this executive had not worked for the client at the time the charges, and the later conviction, came down, the company’s name had not been connected to the scandal. This executive was not on the list of media-facing representatives of the company, so none of this came to light during discovery. Senior leadership had not been forthcoming, and our team didn’t know this executive was even employed by the client.  

I spent the weekend scrambling to pull together a crisis communications strategy. And while the executive’s conviction led to wall-to-wall media coverage, the client was not mentioned. The media couldn’t imagine, given his crime, that anyone would employ him. But he was a childhood friend of the CEO who helped him with a job while he awaited sentencing. The press simply didn’t investigate his work history post-conviction and LinkedIn wasn’t wildly adopted at the time.  

Because the client wanted to present everything in the most positive light possible, they missed an opportunity to better protect the company, its employees and its customers. In the above example, disaster was averted by dumb luck. In the interconnected, all-online world of today, I don’t believe such a near miss would again be possible. 

Honest Assessments Matter 

No one wants to start a new relationship with dirty laundry. Many a first date has probably tanked a potential relationship by employing absolute candor. While not recommended for a first date, absolute candor is mission critical when onboarding a public relations agency. PR professionals are only as effective as the information clients provide. By failing to share information about challenges, concerns or potential obstacles, clients tie the hands of their agency partners to do their jobs effectively. PR partners are best positioned to help protect client reputations from unnecessary harm, but only if they know the messages to amplify as well as sensitive areas to avoid or plan around. 

If you are considering hiring a public relations agency, the most valuable advice I can offer is to be absolutely candid about the good and bad; what you want to talk about and the issues that keep leadership (and maybe HR) up at night. There is power in doing so, and complete transparency can create an extremely productive partnership to both promote and protect hard-won reputations.