How to Turn Medical Science into Great PR!

1,252 views
1,155 views

Published on

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.

0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
1,252
On SlideShare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
24
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

How to Turn Medical Science into Great PR!

  1. 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. 2. “THINK LIKE A WISE MANBUT COMMUNICATE IN THE LANGUAGE OFTHE PEOPLE” William Butler Yeats
  3. 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. 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. 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. 6. What Are Your BusinessGoals? Map PR strategy on to business goals  Funding  Alliances  Acquisition  IPO  Competition  Reach customers… soften the market
  7. 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. 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. 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. 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. 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. 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. 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. 14. Tangential Stories About YourCompany 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. 15. Using Social Media Amplify your reach, build a following  Tweeting  YouTube  Commenting on relevant articles, blog posts  Blogging
  16. 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. 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. 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. 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. 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

×