There’s a moment in the Tom Cruise film ‘Jerry Maguire’ when Jerry (Tom Cruise) comes back to his wife Dorothy (Renee Zellwegger) as she’s complaining about how much she hates men. Before Jerry can launch into his speech about why he loves her and why she should love him, Dorothy stops him and simply says “You had me at hello”. For some reason I was reflecting recently that you’ll know when you’ve been successful in public affairs when the next time your organisation meets a policymaker they behave like Dorothy.
As our EP Digital Trends survey illustrated, public affairs audiences form views about the challenges that society faces and the way to overcome them through reading newspapers, going online and listening to other important people in their lives (including hopefully the people who elect them). The idea that in a meeting you are suddenly going to transform your audience’s view on an issue is just not realistic. After all, the only tool you have is argument and it’s hard to persuade someone who has already made up their mind that you’re not to be trusted and wrong. Meetings may be part of the process, but you’ll know when you been successful when the meeting begins with a discussion of how the issue can be solved not whether they agree that there’s an issue to solve. To achieve this I’d venture you’re going to have to think about your actions and your reputation, how far what you’re saying is resonating outside that room (in media, online and with others) and whether your audience has already received your message and internalised it before you step in the room.