Graduates: why B2B is the place to be

19 Sep

You want your work to be interesting. You want it to be rewarding and to open up possibilities.

Many students and graduates make the assumption that interesting work involves products or brands they’ve heard of. So this means consumer brands (FMCG – fast moving consumer goods – in the marketing jargon). Many start out with ambitions to work in music or fashion.

By contrast, business-to-business companies are invisible and ‘boring’. Corporate work sounds too, well, grown-up.

Here’s why many are making the wrong call and limiting their career possibilities.

There are some high profile and award winning consumer PR campaigns (everyone cites the Dove Campaign for Real Beauty). But it’s hard to separate out the PR role from marketing. You’ll most likely be working for a boss or client who sees PR as the promotional P in the marketing mix.

This can be fun. It can be creative. But it’s not always well paid and it is potentially career limiting.

Contrast that with ‘boring’ business-to-business or corporate clients. They will usually adopt a PR-first strategy. This isn’t just about money, it’s about effectiveness. When you can name your existing and potential customers, and be specific about who influences them, PR can go beyond broad promotional activity and become much more personal. You’ll already be beyond the awareness-raising level and adopting a thought-leadership approach.

With corporate clients, the language shifts from concerns about promoting brands to concerns about protecting reputation. Target groups include employees and local communities. You are now speaking the language of PR, not of marketing, and learning lessons about the wide variety of corporate PR roles available.

You will start out as a hired writer – of media materials, website and blog content. Finding content requires you to become adept at taking an issues-led rather than product- or company-led approach. You will need to be able to explain and justify this approach to those who seek to change your copy into a crude advertisement.

You may continue in this role into senior posts and become a speech writer for senior executives. Or you may become a leader who can advise senior management on strategy and manage colleagues to deliver the tactics.

But how do you find interest in niche products with no broader appeal? You have to consider the business environment and the impact on jobs. Stop thinking of the product as the story, and start focusing on the issues.

There’s a sweet spot of course where business products crossover into the consumer space. This has happened with computers and telephones and is about to happen with battery technology in cars.

In a word, change is a great driver of PR activity. What’s boring about that?

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