Feeling Anxious? You’re Not Alone: The Fourth Quarter Anxiety Curve

As we approach the final stretch of the year, we are moving into what I call “peak anxiety season.” After 30 years of running a marketing and PR agency for B2B technology companies, I’ve seen the same pattern repeat itself, year after year. This anxiety curve impacts everyone—clients, account managers, and business development teams alike.

Clients: The Numbers Game At this point in the year, clients are scrambling to meet their annual targets. The pressure to close deals before the year’s end weighs heavily on them, and as a result, they become increasingly anxious. Missing the mark could mean not only disappointing their stakeholders but also risking their job security. This pressure often trickles down to account managers, who become the target of their clients’ unease.
Suggestion for Clients: Instead of focusing solely on the stress of hitting year-end numbers, shift focus to your customers. Build out the successes you’ve already had this year, and make sure you’re highlighting wins with key clients. Double down on retaining and strengthening these relationships—it’s easier to grow existing success than to chase new opportunities under pressure.

Account Managers: Under Fire Account managers, already juggling client demands, now bear the brunt of their clients’ anxiety. The demands for increased visibility, improved results, and creative solutions become more intense. Clients turn to their account managers for a “Hail Mary” strategy, hoping to squeeze in last-minute deals or find new opportunities. This often results in added pressure for account managers to perform miracles in a short period.
Suggestion for Account Managers: Now is the time to craft the best stories for your clients. What wins can be packaged into compelling narratives for year-end wrap-ups or final investment rounds? Consider creating presentation slides or reports that clients can easily share, reinforcing the value your team has brought throughout the year. This provides both tangible support and a morale boost.

Business Development/Sales: A Rollercoaster of Uncertainty For the business development (biz dev) teams, this period is all about making last-minute pushes to close deals. However, the uncertainty of budget allocations, decision-making delays, and the end-of-year rush make it a challenging time. Things usually don’t start to improve until after Thanksgiving when everyone knows whether they will be keeping their job or looking for a new one.
In biz dev, the first two weeks of November are critical. By then, you’ll start hearing from prospects, getting hints on whether they’re planning to renew contracts, approve budgets, or move forward with alternative solutions. After Thanksgiving, the tension eases, and decisions become clearer, companies know if they’ve hit their targets, and employees know if they’re safe for another year.
Suggestion for Biz Dev Teams: Use this time to listen closely to what your prospects are saying. What are their needs going into the next year? How can you help develop realistic, actionable plans that the account teams can take forward? It’s not just about closing deals—it’s about setting up long-term success by clearly understanding and addressing client concerns now.

The Bigger Picture This anxiety curve is not just a gut feeling. It’s rooted in decades of experience managing PR and marketing campaigns for B2B tech companies. Year after year, the same patterns emerge: clients distressed about their numbers, account managers get caught in the middle, and biz dev/sales teams are left in a frenzy to close whatever deals they can before the holidays.

As we head into this period, recognizing the shared anxiety across teams and industries will help you navigate these turbulent times. Understanding the curve assists us all in moving forward with a bit more clarity, patience, and perspective. (made all the more difficult with in an election year) with a Each team has a role to play, and by focusing on what’s within their control, they can help ease the pressure and lay the groundwork for a strong start to the new year.

Art & AI – For the AI hesitant

I recently launched, with a friend, several meeting productivity ChatGPTs including ZAPbrief. When I went to share them with others I realized few had fully embraced AI. Which is what inspired the following video. I am an AI enthusiast and I look forward to sharing my AI adventures with you in the future.

Welcome 2024!

Two years ago, I ventured into the realms of quantum computing and artificial intelligence. Today, as we step into 2024, I find myself deeply immersed in the development of two AI applications, as well as, relaunching Nadel Phelan as a premier agency providing global support.

Having witnessed the tech industry’s evolution first hand, I recognize AI as a significant tectonic shift which will introduce changes we have not yet begun to fathom. Blockchain technology may have a significant impact on business as usual, but it is eclipsed by the sheer magnitude of AI. No one claims to know where or what AI will become in our lives, but everyone agrees that its potential is boundless. It is constantly evolving and those of us who work with it daily can attest that there are no limits to AI, except those of our imagination.

In this new year, I look forward to continuing this amazing journey with all of you, as we explore the uncharted territories of AI and quantum computing together. Here’s to a year of innovation, discovery, and a true paradigm shift.

Public Relations Role in Your Up Coming Investor Road Show

In today’s competitive business landscape, public relations (PR) is an essential tool for startups seeking investors. PR not only helps startups gain visibility and credibility but also plays a crucial role in creating a positive impression for strategic investors, venture capitalists (VCs) and Limited Partners (LPs). This blog post will discuss the significance of generating awareness for startups, founders, and C-suite executives, as well as exploring how PR can assist startups in their journey to secure VC funding and to achieve a successful exit.

The Importance of Media Coverage for Startups

One of the key aspects that VCs and LPs look for in a startup is its media presence. Media coverage not only validates a startup’s business model and market potential but also demonstrates the management team’s ability to generate excitement and interest in their product or service. VCs often invest in startups that are associated with the latest trends and technologies. Therefore, securing coverage in reputable publications like Fast Company, Wired, and other future-focused media outlets can significantly boost a startup with disruptive technology the opportunity of attracting VC funding.

Media Coverage for Founders and C-suite Executives

In addition to the startup itself, VCs and LPs are also interested in the media coverage of the founders and C-suite executives. A strong media presence for the management team demonstrates their expertise, experience, and ability to lead the startup to success. VCs want to ensure that the people they are investing in have a proven track record and the skills necessary to take the company to the next level. As a result, positive media coverage for the founders and C-suite executives can be a powerful asset when seeking VC funding.

How PR Can Help Startups in the Funding Process

PR professionals can play a crucial role in helping startups navigate the complex world of VC funding. By crafting compelling stories and securing strategic media coverage, PR teams can help startups generate awareness and excitement among VCs and LPs. Some ways PR can support startups in their funding journey include:

• Creating a strong media presence: A well-executed PR campaign can help startups gain visibility and credibility, making them more attractive to potential investors.

• Showcasing the management team’s expertise: PR professionals can help position the founders and C-suite executives as thought leaders in their industry, demonstrating their ability to lead the startup to success.

• Aligning with industry trends and innovations: PR teams can help startups craft their messaging to align with the latest trends and technologies, making them more attractive to investors.

• Providing ongoing support during funding rounds: PR professionals can work closely with startups during their funding rounds, ensuring that they maintain a positive media presence and continue to generate excitement among investors.

Conclusion

In the world of venture capital and startups, PR plays a pivotal role in helping startups secure funding and achieve successful exits. By understanding the importance of media coverage and leveraging the expertise of PR professionals, startups can significantly increase their chances of attracting VC funding and setting themselves up for long-term success.

2024 Calendar

The yearly Nadel Phelan calendar (available upon request) features images that Paula has painted the preceding year. To request a copy, visit the Contact page and mention the calendar in the contact form.