On July 8, 2022, actor Tony Sirico suddenly passed away at the age of 79. Although his professional career spanned decades, most recognize Sirico for his award-winning performance as Paulie “Walnuts” Gualtieri in The Sopranos.

As a high-ranking member of the DiMeo Crime Family, Paulie had his fair share of arrogant, funny and down-right ruthless moments on The Sopranos. However, underneath his tough exterior and well-manicured fingernails, Paulie displayed many solid characteristics and traits that relate to the public relations world.

In fact, for communications and PR professionals alike, Paulie’s screen-time on The Sopranos provided four essential lessons we can apply to effective PR strategies – authenticity, consistency, awareness and competitiveness.

Authenticity

Although he was one of the most controversial characters on The Sopranos, Paulie never strayed away from who he truly was. As one of the right-hand men to Tony Soprano, Paulie was incredibly good at conveying a tough guy exterior to seal deals and get work done. However, underneath the surface, he cared deeply about how others viewed him.

Throughout the shady and colorful characters that cycled in and out of The Sopranos’ six seasons, Paulie never wandered from the person viewers met in the pilot episode. In fact, early on in the HBO series, Paulie was established as one of the top earners in the DiMeo Crime Family due to his impulsive and ruthless ability to complete jobs no matter the consequences.

However, deep down, all Paulie truly wanted was to earn Tony’s approval, a power struggle presented throughout the entire TV series. In fact, Paulie once said it best to Christopher Molisonti, “I’m here to tell you one thing – you ever go whining to the Big Man again about [stuff] between you and me, we’ll have a problem, my friend.”

Paulie’s multi-dimensional personality allowed viewers to connect with him – whether positively or negatively – from the beginning, making him one of the most beloved (and detested) characters in the entire series.

Paulie’s persona on The Sopranos is an excellent reminder to PR professionals looking to incorporate authenticity into their communications strategies. Most audiences can detect inauthenticity from a mile away. In fact, while an overwhelming 92% of brands believe most or all of their content resonates as authentic with consumers, 51% of customers say less than half of brands create content they identify as authentic.

When companies create genuinely authentic content, they can forge a deeper connection with customers and encourage brand loyalty, all of which boost sales and lead to business wins. Customers are more likely to support businesses that have clear messaging and branding that resonate with them, making it imperative that companies establish authentic PR strategies and positioning to instill trust within their target audiences.

A few ways to achieve this include:

• Share your expertise: Audiences always desire expert advice before purchasing a product or service. Companies can share their wisdom through many platforms – videos, blogs, websites, social media, etc. – to help make their brand more authentic and foster brand loyalty.
• Incorporate stories that connect: Audiences appreciate true stories that resonate with their personal experiences. As a result, companies should avoid sharing only marketing and promotional messaging. When businesses share unique and authentic stories on topics such as their hardships and goals to improve the world, they can connect with customers at a deeper emotional level and enhance brand loyalty.
• Back up stance with action: What you do is as important as what you say. One of the best ways to establish authenticity is transparency. If you can’t back up your messaging or claims with actions, it’s nearly impossible to establish an authentic relationship with audiences.

Consistency

From his white shoes to his immaculate slicked-back hair, Paulie was one of the most identifiable and consistent Sopranos characters. His behavioral habits – including his extensive grooming routine and obsessive cleanliness – were established in the very first episode and carried on until the series finale, allowing for consistent character development that made him more believable and relatable to viewers.

For example, Paulie was one of the main sources of comic relief throughout The Sopranos. Whenever a scene was dark or a situation heavy, viewers could always count on Paulie to crack a few jokes (even if it was at the expense of a friend). In fact, his comedic streak is how he got his nickname “Paulie Walnuts” after he accidentally hijacked a walnut truck, thinking it was full of valuable electronics.

In PR, consistency is critical for effective messaging and company positioning. In fact, research shows that companies that are consistent when presenting their branding and messaging can increase revenue opportunities by 23%.

Across all media platforms, PR assets and materials, a company’s voice and branding must be consistent, so target audiences can establish a dependable and trustworthy connection. In addition, consistent messaging creates certainty and aligned communications with partners and stakeholders, improving an organization’s overall reputation.

A few ways to achieve consistency in PR strategies include:

• Images and colors: Visuals are a powerful way to help audiences identify branding. Choose a few dominant colors and images and incorporate them throughout all visual assets to strengthen brand recognition.
• Frequency: Establish a timeline or schedule to ensure materials such as social media posts, newsletters, emails, and other forms of content are going out consistently to customers to establish strong connections.
• Repurpose content: Reusing content can reinforce a company’s message while repetitiously introducing a brand to target audiences with minimal lift. The more often audiences see similar brand messaging, images and content, the more likely they will be able to identify and connect with it.

Awareness

In any situation, Paulie was always aware of what was happening around him. As a result, he was a good businessman that always looked two or three steps ahead and anticipated what might happen next. This trait likely contributed to why – spoiler alert – Paulie was one of the few original characters never to be killed off.

Through his awareness, Paulie could deeply understand who he was working with, what business deals he needed to make, and how he could protect himself. For example, almost every member of Tony Soprano’s inner circle ended up dead by the time the hit series wrapped, apart from Silvio Dante, who ended up in a coma, and Paulie.

This impressive outcome proves just how aware Paulie was of his surroundings. In an environment where individuals were taken out for the most trivial reasons, Paulie stood back and observed everything developing around him, enabling him to avoid dangerous situations and make strategic moves that benefitted his life (literally) and the DiMeo Crime Family.

In PR, companies must be aware of the changes happening in the industry, what their target audiences want most and who they are going into business with. This will allow them to strategize the next steps to take their business to the next level and help avoid unforeseen setbacks. It will also prevent companies from targeting audiences that aren’t the right fit or ineffectively offering services and products irrelevant to their customer base.

Some awareness missteps to avoid include:

• Mirroring competitors: Although it’s tempting to follow competitors’ successful PR strategies, it could actually have a negative impact and come off as inauthentic. Researching why competitors’ techniques were successful and applying them to original PR strategies will help develop effective, unique and long-lasting company branding and messaging.
• Lacking inclusivity: 70% of Gen Z consumers are more trusting of companies that represent diversity in content and messaging. Incorporating diverse perspectives and inclusive representation in company PR strategies and content will allow branding and messaging to reach a wider audience, leading to increased business success and client relationships.
• Excluding offline media opportunities: Although social media and online platforms can be incredibly impactful for company awareness, businesses need to secure varying media opportunities outside the internet to achieve peak awareness, such as speaking engagements, print publication features and award nominations, to name a few.

Competitiveness

As one of Tony Soprano’s most trusted friends and colleagues, Paulie always strived to secure new business opportunities and keep their crime family at the top of the pack. He achieved this by strategizing and observing what competitors were doing and determining how his family could win more deals and offer what others couldn’t.

For example, in season five, Paulie got into a heated dispute with Michele La Manna over their rival landscaping businesses. After the two resort to violence and attack each other’s gardeners, Paulie and the DiMeo family begin to scheme ways to eliminate the competing business. Eventually, Tony Soprano “sets up” Michele La Manna, so he ends up back in prison, allowing Paulie to carry on with his landscaping business, helping to line his pockets and funnel additional resources into the family.

Now, of course, companies should not partake in this type of calculated behavior to get ahead in their own industries. However, as we’ve learned from Paulie, to remain competitive in constantly changing markets, companies must always observe how the industry and competitors are evolving and how they can match and surpass competitors with their own offerings.

This can be achieved through various opportunities such as:

• Contribute expert articles: Writing thought leadership pieces can establish executives as experts in their field, allowing prospective and current customers to identify companies as being more credible and reliable against competitors.
• Utilize speaking opportunities: Webinar and conference speaking opportunities can generate company awareness, build a company’s credibility, and establish executives as thought leaders and industry experts, giving organizations an edge over competitors.
• Observe competitors: An effective way to see what competitors are doing is by monitoring their social media and online presence. This will allow companies to understand who their competitors are, what they are doing, what types of media coverage they’re achieving, and what strategies should or should not be incorporated into PR plans.

Paulie “Walnuts” Gualtieri’s legacy

No matter how you look at it, Tony Sirico’s portrayal of Paulie Gualtieri offers many valuable lessons for the PR industry. Although the series finale of The Sopranos aired over 15 years ago, the show’s impact and the characters that came with it still have a lasting effect on old fans and new viewers discovering it for the first time.

If Paulie has taught us anything since the day the pilot episode aired, it’s that authenticity, consistency, awareness and competitiveness can go a long way when you’re a mobster in New Jersey or putting together an effective PR strategy.

Tags: Authenticity, Awareness, Best Practices, Competitiveness, Consistency, PR, Public relations, Storytelling Filed under: Branding, Education, Execution, Media, Monitor and Measure, Planning, PUBLIC RELATIONS, Reputation Management, Strategy