Pity the poor agency person pitching me. I have actually felt sorry for them at times, until they start their pitch and then I remember why agencies infuriate me.
You see, I spent a dozen years at an agency before jumping to the client side. I know all the agency speak phrases that are meant to pacify clients that ask too many questions. I’ve been reminded of those phrases lately because I have been hearing lots of these phrases in lots of agency pitches in the past four months.
I miss the days when agencies prepared real proposals (“pitches”) with real tactics and costs. I don’t think most of these creative directors even know what a storyboard is anymore. Pitches nowadays seem to be have the “same” vague, unclear promises such as one promise that came from a social media agency where they claimed that “our article will be seen by 60 million people with hundreds of back links back to your site”.
Oh my — such big promises. It would make any inexperienced marketer sign up. I would. But when you pick apart what exactly will they do get this level of activity, well the vague plans become even vaguer.
“Ah” – you say – “but my big agency does campaign plans, strategies and analysis”. I bet they do. And I bet you have lots of great looking strategic documents with very little specific results to show for it. And worse, the cost actually makes you think twice every time you pick up the phone. Unfortunately, based on feedback from my friends at large companies like Siemens and Avaya, I know full well that big agencies simply move too slow, are too late in picking up new tech trends and cost too much. Pity – because Paltalk is exactly the type of client where agencies can do the most good.
So after hearing countless pitches, I have come to the conclusion that either agencies are too clever for me or they never encountered a client who is an “Industry veteran” (as Forbes described me when I started at Paltalk), who knows what she wants and knows that agencies should be able to deliver it. When I question proposals (gasp — how dare I), I keep getting a vague air of “Trust us … you can’t get it … you’re not cool … only we cool agency types can get it”. This attitude is what gets my blood boiling. To add insult to injury, they act like clients should be grateful that they (said agency) even agrees to service them at all!
So what’s to be done? I love this industry too much to leave well enough alone. I propose that agencies must do nothing less than change their business model and it involves evolving to mirror the business of marketing that clients have to confront today!
But how? Well, here are my top 10 things that agencies can start doing differently. They are specific and actionable. I propose them because in these tough economic times, agencies need to either evolve or many will die.
The Agency 10 Step Recovery Plan.
1) Never confuse desired outcome with what you will actually do.
Promising results is fine .. but be clear and specific how you intend to do it. Is it too much to ask for details so when you say, we will have a blog campaign, that you explain how much time will be spent on blog postings. Don’t just promise results and leave the details as a vague “whatever”.
2) Be honest.
Stuff happens in any campaign. But when things go wrong in digital campaigns it is too easy to blame the client’s infrastructure. At least come to the table about what happened but don’t just shrug and say “whatever” (yes an agency person actually said that to me recently when I asked them about a troubling stat.)
3) Know what you know and make sure your client understands that.
Too often in an effort to be efficient, clients ask agencies to stretch beyond their competence – to the frustration of all. Much of digital marketing is technologically challenging – so don’t set yourself up to fail. Passing on business short term will win credibility in the long term.
4) Don’t propose campaigns you know are highly unlikely to be technically feasible.
Ok – this is one of my pet peeves. I ask an agency pitch me on a program with a clear deadline. Yet they insist on presenting ideas that can not be executed within the time frame I have. When I ask why they presented this idea, the answer is often “so you can see our depth”. All I can think is “whatever”.
5) Think about the business end game.
Agencies always “talk the talk” but they actually rarely “walk the walk”. Remember, clients pay agencies to deliver tangible business results – not just to do cool interactive stuff that no one associates with your brand. I even had one large digital agency tell me that they thought creating a highly viral campaign with a strong branding component was not possible. The best viral stuff can not be branded, they said. Obviously, my reaction to this agency was thanks very much but “whatever”. I kept looking.
6) Create a campaign that engages the entire interaction lifecyle.
For some reason, agencies seem to stop short in their campaigns as though their job is done once the person has clicked or registered or done whatever action the campaign required. I rarely see thinking beyond the direct call to action. I am suggesting that agencies need to consider the full lifecycle management of the prospect; even they don’t have responsibility for executing the full plan. It would be nice to see how the concept extends beyond the banner campaign.
7) Be humble.
The arrogance of interactive agencies sometimes amuses me but mostly just irritates me, especially since there is often a startling lack of business results to show for their arrogance. Again, recent experience had one agency tell me that they wanted to advertise with a banner campaign an interactive viral promotion to encourage consumer usage of the viral interactive device. When I asked how could you “advertise” a viral campaign that relies on the unexpected nature of the “gag”, I was told I didn’t get it. Another “whatever” moment.
8) Be a technology leader to your client.
Delivering a traditional ad campaign is well understood by agencies and hence they often do a good job on these campaigns. Its all falls apart when the clients need integrated digital marketing campaigns. Then it gets messy. Very messy. Agencies do not integrate new technologies into their business model easily. Why? Because technology proficiency comes with depth, experience and time. Agency fee structures never ever supported this level of depth.
Clients always had to push agencies to adopt new technologies and nothing has changed. But clients need more guidance than ever – like what to do when PPC effectiveness really does start to decline. When will agencies finally step up to the plate and start leading their clients through the increasingly complex technology marketing game.
9) Clean house.
Start improving the level of skill and experience you hire to represent your agency. Stop hiring “children” who can talk the cool talk but who never lived through a tough business cycle. In the “old days” only the best MBAs from the best business schools were in account management. Real clients deserve real business smarts, not kids.
Good ideas are nice … but execution is paramount. It is amazing how often campaigns are not to be completely executed. There are hitches, glitches and hiccups. Often, it is the result of a lack of homework and project management on the part of the agency. I find this the most baffling, largely because there is no excuse for it.
I am tired of feeling”whatever” when dealing with some marketing agencies. I want to be inspired. I want an agency to move me. And I have not found the right partner.
But take heart. I usually get what I want. I just have to work a bit harder at it.
Filed under: advertising, emarketing, judy shapiro, online advertising, online marketing, Paltalk, ppc, profitable business model, SEO, social media, viral marketing | Tagged: advertising agencies, brand awareness, digital marketing, emarketing, media planning, media plans | 8 Comments »