Fuelled by bold ideas, big ambitions and tight budgets, startups and scaleups don't typically leap at the idea of investing in PR - often believing the timing isn't quite "right". However, PR remains one of the most cost-effective ways to gain traction without a big budget. In a world where the media landscape moves at a rapid pace, is there ever really a "perfect" time to start?
Telum spoke with Celia Harding, Founder of LEOPRD, a Language Engine Optimisation (LEO) PR consultancy that builds fame, findability and authority in the age of AI. Having worked extensively across the startup and scaleup space, Celia shares her perspective on when and how founders should approach PR, how to break into established markets, and what it takes to move beyond momentary hype to build lasting brand relevance.
Is there a "chicken and egg" dynamic when it comes to startups and PR - do they need to grow and become established before investing in PR, or is growth actually driven by making noise early on?
Founders often think they need to 'earn the right to do PR' - waiting for more followers, more traction and more funding, but the reality is the media cares more about people doing new and interesting things rather than the number of followers they've got. Startups are born out of a vision to solve an existing problem or because there is a gap in the market for what they do. You don't get attention because you're big, you scale because you earned attention early.
While every startup has their sights firmly set on a story in the Australian Financial Review, there are plenty of other media outlets out there too - some of which might be more relevant to their target audience. Startups often need to consider other PR opportunities beyond traditional media, including industry engagement, speaking gigs, reviews and the potential personal branding opportunities for the team.
What frustrates me most is when I see bootstrapped founders investing in paid ads before putting themselves forward for earned media opportunities, missing out on simple ways to drive credibility and awareness to a larger audience more cost effectively.
You work with both startups and scaleups - how different are their needs, and how does this affect the way they approach PR strategy?
Often they have similar goals - credibility, visibility, relevance. Startups want to show they are a player, while scaleups want to show they are a category leader.
After scrappy beginnings, there comes a point when both startups and scaleups have their roadmap nailed and want to give things a bigger push (normally around four years in). They realise they didn't do enough around their initial launch and now want more people to know who they are and what they do - either ahead of a fundraising round, new product launch or when competitors have been making noise and they've been too quiet.
It's relatively hard for startups to break into an established market with harsh competition. What would their priorities be with PR, and what are some core things they should focus on?
Be super focused - clarity kills noise. Know their edge. Know who cares. And know how to sum up what they do in one sentence. Beyond that, every founder should be mining their team, product and data for earned media stories - be it founder backstory, usage trends, customer wins, or cultural relevance.
In the age of AI, PR is no longer just about humans. It’s about machines finding you, too. As people move away from Google and use large language models (LLMs) like ChatGPT to research and make purchasing decisions, brands need to ensure they are part of the recommendations they provide, otherwise they risk being erased from the conversation entirely.
What they need to understand is that these models care more about what other people say about you, than what you say yourself - with earned media driving over 62 per cent of LLM responses. Meanwhile, Meta ad content isn't being scraped or cited.
Some startups gain short-term hype during their initial phase and struggle to capitalise on the attention. How can PR help ensure long-term success rather than momentary hype?
One splashy headline doesn't build authority. Startups need an always-on press office mindset, think about industry commentary, campaigns and category signals to build trust and credibility. You can't be a one-hit wonder and expect to win long-term. Consistency for the win.
With LLMs focusing on recency for their recommendations, this is more important than ever.
You've helped out various startups and scaleups across different industries. Which sector has been the most challenging and why?
We are deliberately industry agnostic - it keeps our thinking fresh and enables us to ask the simple questions others overlook, which usually leads to the smartest angles. Some industries are harder than others - but if they've found a customer base, we'll find ways to reach them.
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Telum Talks To: Celia Harding, Founder of LEOPRD
by Telum Media
25 May 2025 4:00 PM
5 mins read
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ESG across the regions
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Despite their differences, one thing stays consistent: stakeholder expectations are converging. The report highlights how companies are increasingly expected to demonstrate real progress and credible outcomes rather than just showing intent.
Global pressures driving change
It was reported that every region, in one way or another, was being impacted by global forces reshaping their ESG communications. Regulatory alignment stood out as a major driver, particularly around mandates by the International Sustainability Standards Board (ISSB), the Corporate Sustainability Reporting Directive (CSRD), and other international disclosure frameworks.
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At the same time, global enforcement action against greenwashing is increasing in Canada, as well as other markets such as Australia, Switzerland, and the UK, reinforcing a shift toward proof-based communication.
Language and framing
The report outlined a clear global trend: the declining use of the acronyms "ESG" and "DEI" in public-facing communications. While these terms remain common in investor, regulatory, and technical contexts, organisations are shifting toward simpler and less politicised language, such as "sustainability," "responsible business," "resilience," and "impact."
Kimberly noted that in Canada, these acronyms are increasingly being broken down into their component parts, whereas in Poland, Dirk explained that the narrative now focuses on health, quality of life, and local community impact - moving away from war language, such as "fighting climate change," toward tangible well-being. This shift doesn't reflect a divergence from ESG principles, but rather as an effort to improve clarity, reduce political risk, and connect more directly with local audiences.
Across several regions, including Canada, the UK, the U.S., Thailand, and the Middle East, an increase in social initiatives continues, but under different labels, such as workforce development, inclusion and belonging, human capital management, and community impact.
Communications challenges
Across all regions, communications leaders are reported to have been facing similar challenges, particularly in balancing ambition with credibility. Stakeholders expect companies to act, but are increasingly rejecting vague or exaggerated claims. Greenwashing, social-washing, and "greenhushing" - deliberately under-communicating progress, which is reported to be rising in Australia - are recurring risks.
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Looking ahead
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Practical guidance for communications professionals
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Key trends shaping the cyber risk landscape
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Cyber risk breakdown by industries
Key trends shaping the cyber risk landscape
The study finds that overall stakeholder trust is eroding, reflected in strongly negative sentiment around customer privacy, data security, and incident response across all stakeholder groups - particularly regulators and investors.
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Cyber risk breakdown by industries
- Retail: The most negative sentiment overall, driven by the direct consumer impact of breaches, sensitive customer data, and operational disruption.
- Technology: The most visible sector in cybersecurity discourse, where recurring attacks and regulatory fallout continue to erode trust in digital infrastructure.
- Telecommunications: Among the hardest-hit sectors, affected by repeated attacks and legacy breaches resurfacing on the dark web, raising national security concerns.
- Financial services: Sustained negative sentiment linked to high-profile breaches, customer data exposure, and significant crypto-related losses.
- Healthcare: Persistent distrust driven by repeated breaches involving patient and billing data, alongside heightened scrutiny of AI-related data risks.
- Automotive: Negative sentiment following ransomware attacks that disrupted dealer operations and raised concerns about digital resilience in increasingly connected vehicles.
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Key takeaways for communications and public affairs leaders
Key takeaways for communications and public affairs leaders
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- Proactive oversight is essential: Scenario planning, continuous monitoring, and treating incidents as reputational challenges enable faster, more effective responses.
- Leadership visibility matters: Transparent, decisive, and timely action by executives is the most critical factor in stabilising stakeholder confidence and reinforcing organisational credibility.
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