"But why?" you ask. I contacted the reporter; they know who we are; we have talked with them in the past.
Finding the answer requires you to take an unbiased look at your company, the article, and the publication. Peeling back layers to understand why you were not included is an important part of taking your job full circle, proving your knowledge of the industry, and learning how to garner coverage down the line. After making a detailed assessment, you may even contact the reporter to try to make sure that it doesn't happen again. Before you do, here are a few questions you should ask yourself to make an accurate assessment.
Take the obvious: did a reporter or an assistant from the magazine contact you or someone else from your company? Was I able to provide everything he or she needed? In the format and timeframe they needed? If not, you may have your answer.
Is the article truly about my company's "space"? Have you intentionally, or otherwise, been left off the list, or are there other reasons? Assess the publication to find out what it is truly about. Examine the article to get a good grasp of where the author was coming from.
Is the article only about consumer-oriented companies? Does your company represent a B2B-play?
Is it a small business magazine? Does your company only service large corporations with 10,000 employees or more? Or maybe the reverse?
Is the publication a well-known national newspaper? Is your company new to the scene?
Are the representative companies from a given locale that you are outside of?
Is the article about public companies, and you are privately held?
Is the coverage focused around an industry trade show that you did not attend? An organization of which you are not a member?
When was the article written? Perhaps the story was written three or four moths ago, before your latest and greatest widget technology (which the article is about) even entered the scene. You can easily assess a publication's lead-time by checking out the editorial information on their website. If that information is not available, call an editorial assistant to find out.
Has my company recently been featured in the publication? Is this a case of tit for tat? Perhaps your competitor noticed your coverage from a few months ago and appealed to the editor or author to get the same focus. Or maybe the writer or editor thought that it was only fair to feature your competition in addition to yourself.
Could there be more than meets the eye? Some publications, a select few, will feature advertisers in the new products section or even run articles about them. This does not happen often because most publications have very high standards to make sure editorial is unbiased; however, smaller magazines and newspapers may occasionally solicit materials from advertisers.
Another legitimate possibility: is the article a contributed article with a byline from your competition? If so, you may be able to do the same for the publication.
Lastly (and surprisingly overlooked) is the article a "paid advertisement"?
What type of article is it? Next, examine the type of article and its "intentions." Is the writer speaking from his or her own personal experience about a product that he or she is familiar with? Perhaps you can offer him or her a free trial. Is the article really a company profile, examining one company with many diverse lines of business, one of which happens to be what your company does? If your company is large enough for these types of opportunities, you should definitely foster relationships with business reporters who write these kinds of article.
Is the article written from an analyst group's perspective? Perhaps focusing on new research released from an analyst group that you have not yet met with? Give them a call to make sure that they are aware of your company.
Still stumped? You might consider sending the reporter a friendly email letting him or her know that you saw the article and pointing out how your company might fit into a future article of this type. Perhaps, given the reporter's area of coverage, you can set up a quick call to discuss what your company is working on. If you have recently talked to him or her, you may tactfully mention that you saw the article and noticed your company was not included, then delicately inquire about the process for determining which companies to cover and how you might get your company included in the future.
Space plays a big factor. Even after the article is written, it still needs to go through the editing process, and a lot can happen before it hits the page. For one, publications are only as fat as their advertisers. And in these tough economic times, less advertising space means less editorial. Second, a major news story can easily bump less pertinent information, potentially landing your company on the cutting floor. A writer from The New York Times kindly explained that even though he had included "said company" in his initial article for the newspaper, he had limited space, and they did not make it past the editing process. All of the other companies listed were B2C, and understandably, writing about a B2B company that in turn sold to them required additional space, which the publication did not happen to have on that given day.
Many writers do not know how the final product will turn out, after handing it over to the editors, until they see it in print.
Sometimes the focus changes. Going into a story, a writer may not be 100% sure what angles and turns it will take. Along the way, speaking with CEOs and analysts, the original idea may flourish into a slightly different, more interesting entity.
All is not lost when the occasional article turns up that is not about your company. Instead, look at it as a chance to develop a greater understanding of the editorial process while showing your boss that you are a step ahead of the curve, always ready with the answer to the question "why?" in an effort to also educate those who you work with.
In the meantime, you will also be building relationships with writers and will show them your readiness to act as a resource when the time is right.
It is true; you can't be everything to everyone all the time. But you can learn from the valuable feedback that writers provide and certainly see where you might fit in the future. And in doing that, you may discover other, bigger and better opportunities you had not originally thought about.
About the Author:
Hilary McCarthy is vice president at SZPR. She has held senior-level marketing and public relations positions at Compuware, CACI Products Company and Polaris Service, now Akibia. She has also worked in television and radio. McCarthy holds a Master of Science Degree in Journalism from Boston University. She can be contacted at email@example.com.
Hilary McCarthy, VP
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