This presentation was given by Shelly Gordon of G2 Communications Inc., to the Silicon Valley-based Bio2 Device Group in July 2010.
Find out how to turn scientific research into the most compelling stories to build awareness and demand for medical devices, procedures, treatments, pharmaceuticals, and more.
1. “Cracking the Media
Code”
Benefits of PR for BioTech
Companies
Shelly Gordon
G2 Communications Inc.
www.g2comm.com
(650) 856-1607 -- off
(650) 906-5698 -- cell
2. “THINK LIKE A WISE MAN
BUT COMMUNICATE IN THE LANGUAGE OF
THE PEOPLE”
William Butler Yeats
3. What is PR?
Public relations seeks to identify, build, and
maintain mutually beneficial relationships between
an organization and the audiences upon whom its
success or failure depends
PR uses the media (editorial) to tell your company
story & build your brand
PR opens the door so customers are more familiar
with you when sales comes to call
PR is the best way to build credibility
When investors, doctors and patients are aware of you they
feel better about transacting with you
PR is one of the most cost effective ways to
capture mind share, make you stand out
4. What PR Is Not
Free advertising for your products
A rolodex full of media contacts who
will write about your company
whenever you call
Being the star of NOVA, the cover story
of Scientific American or Dr. House’s
new favorite diagnostic tool!
5. Role of PR
Develop & tell a story that sticks with the
media
Generate news to raise awareness and
excitement among target audiences
Potential investors, partners, customers
(healthcare providers)
Educate audiences to build understanding
Articulate the unmet needs of the market
6. What Are Your Business
Goals?
Map PR strategy on to business goals
Funding
Alliances
Acquisition
IPO
Competition
Reach customers… soften the market
7. PR divided into 3 Buckets
Strategic planning
Positioning and key messages
PR plan – analysis, strategy, objectives, tactics
Product launches
PR campaigns to raise awareness, change
perceptions
Combat competition
Positioning for IPOs
8. 2nd PR bucket
Written communications
Company documents
Backgrounders, fact sheets, bios, clinical papers
Editorial documents
Press releases, pitch letters, speaking
abstracts, bylined articles, letters to the editor,
case studies, POVs, Op-eds
9. 3rd Bucket
Media relations
Build awareness through traditional and social
media
Convince the media your story is of value to
readers, viewers and listeners
Newspapers, online media, digital media, industry
newsletters, blogs, radio talk shows, TV news, TV
medical shows, Internet radio
Articles by experts for the media
Social Media
Influencer relationships
Speaking engagements
10. PR Basics
Press releases – Generating News
Show your company is making progress, achieving
milestones of success
Formation of company, vision for market, executive
“stars”
Funding rounds
Clinical trials, PMA application submissions
Results of clinical trials published in JAMA
New board members, speaking engagements at medical
conferences
Medical study that’s tangential to your product
11. Press Release Pitfalls
Medical device and therapeutic press releases often read like an
excerpt from a clinical research report
Scientists say, ‘Here are our findings. Read it and believe.’
Painful to read, lacks story
It took researchers months (years?) of sweat equity to achieve
the results in the study
Translating it into simple language would diminish all the hard work
that has gone into the research
There is more concerned with the precision of language than
effectively communicating the message
Scientists think facts should speak for themselves
However, scientists must build their cases for nonscientists
“They need to tell personal stories, tug at the heartstrings of people who
don’t have PhDs.”*
Make it personal
*Wired Magazine, “Why Science Needs to Step Up Its PR Game,” May 24, 2010
12. Media Relations…
Pitching Your Story
Develop human interest stories about your
treatments, implants, diagnostics, etc.
Start at the end point – patient benefiting from
new endoscopic surgery
Stories heighten awareness of the problem
Stories educate patients
Personal stories, case studies connect your
product with patients in need
Start with trades & local media to build a
foundation about your company
13. Story Examples for Start-Ups
You have a pre-market diagnostic imaging system that
detects melanoma lesions at its earliest stages within
minutes
While the FDA prohibits you from making claims you can…
Serve as media expert for related health trends and
problems, i.e., indoor tanning, summer & sunscreen
Newspaper health columns, beauty blogs, TV interviews, radio
talk shows, Internet radio, comment and tweet
www.thedoctorstv.com/, WSJ Health Blog, NY Times “Well,”
Share a specific story of someone who ignored pre-
cancerous legion that turned into melanoma
Include how your company is working to solve this problem
14. Tangential Stories About Your
Company
What about the founders
Turning CEO into rock star
Genesis of the device
Industry stories
Biotech start-ups take development to
Europe for faster PMAs
Story about startup lessons learned
15. Using Social Media
Amplify your reach, build a following
Tweeting
YouTube
Commenting on relevant articles, blog posts
Blogging
16. Use PR to Change Image
Pfizer known more for heavy marketing of
therapeutics
Company conducted PR campaign to build
trust, emphasize scientific prowess & good
corporate citizenship
Began offering scientists as media experts
Publicized charitable donations
Pfizer donated 200 million doses of Zithromax to
International Trachoma Initiative (Trachoma is world’s
leading cause of preventable blindness)
17. Timing for PR
Communicating at the front end founders pitch the
finer points of scientific research
VCs
Peer conferences
Medical journals
Move up to communicating to patients - science must
be translated into simpler language
Wall St. investors
Science magazines
Science reporters of daily newspapers
Lifestyle media, television
18. Where to begin…
Identify target media outlets, i.e., magazines,
newspapers, verticals, horizontals
What do your customers read?
Medical Device Daily, Xconomy, The Gray Sheet, Wall
Street Journal
PharmaWire/Financial Times (HARO)
Newspaper – sections
Healthcare, business, lifestyle, local news
Healthcare magazines
Business, trade journals, lifestyle websites, digital media
Broadcast
News, public affairs, talk shows
19. Target media sources
Read the masthead
Learn journalists beats, what they write about
Peruse editorial calendars in magazines
Pre-scheduled features in each issue
Target 2 to 3 journalists to start
Learn what they cover – know what their readers
care about
Research the Internet to read their last few stories
20. Press interviews
Front-load answers, stating the important
facts first rather than building to a conclusion
Never answer ambush questions directly
Nothing gets reported after “but”
Learn to direct the interview
Talk in lay terms, use as little technical jargon
as possible
Keep the answers short; the longer you talk,
the shorter the coverage
A typical sound bite is 10 to 15 seconds