Steve Harrison shares tips on pitching big advertising ideas to hesitant clients at Dubai Lynx April 1, 2008
Posted by Farrukh Naeem at copywriterjournalist.com in : Advertising, Advertising Agencies, Advertising Awards, Advertising Clients, Advertising Events, Advertising Pitch, Advertising in Dubai, Advertising in the UAE, BTL Advertising, Campaign Magazine, Client servicing, Creative Director, Direct Marketing, Dubai International Advertising Festival, Dubai Lynx Awards, Farrukh Naeem, Harrison Troughton Wunderman, Lack of creativity in advertising, Marketing, Steve Harrison , 5 commentsOn Day 1 of Dubai Lynx Awards and the Dubai International Advertising Festival, I was most interested in listening to the surprise session by Steve Harrison (not on the first released festival schedule but in the recent Dubai Lynx email notifications and updated schedule).
Steve has been described by Campaign magazine as “the greatest direct marketing creative of this generation” and his agency Harrison Troughton Wunderman has won more Cannes Direct Lions than any other agency in the world. Having worked at Wunderman and being passionate about direct marketing, how could I resist listening to someone who’s been the Worldwide Creative Director of Wunderman!
Steve’s presentation was about why clients buy bad work, and what can be done to stop them. Being a senior creative person who has to often present agency work to tough clients, I found Steve’s tips valuable and his interaction, engaging.
According to Steve Harrison, advertising agencies have to understand their clients before they can persuade them to buy great work. “You’ve got to start seeing the world through their eyes.” And one of the first key points to sell great work to clients - don’t sell bad work, don’t even take it to the client if you aren’t happy with it!
Also, before asking client to jump, agencies need to assure them they’ll take the client and his brand to the other side, that they know what they are doing.
“The client will never remember that you were three days late, but will always remember you for a bad campaign that bombed.”
Steve Harrison
Ex-Creative Director Worldwide - Wunderman
He cautioned agencies against producing dishonest work - ads that look like they’ve just been recycled from cliched, old concepts.
Steve’s answers were quick and witty. On being asked how clients that are family businesses should be dealt with, he suggested organising the pitch in their home with a smile. Businessmen may not be savvy about marketing but they know how to make money he said, and therefore, ads that will make them more money are sure to get their attention.
I asked Steve what he would do if the client loves a campaign but wants to change its big idea. Steve suggested doing a split test (like a true DM guy would). As well as presenting a completely new ad. A participant added that showing competitive ads could help. Of course, during his presentation he had already talked about getting the client involved from the briefing stage onwards in which case such a situation is less likely to arise.
The session was interactive with participants adding experiences of their market (a little too elaborately at times), talking about a ‘wine-women-wasta’ strategy, and the women in the audience objecting to the constant references to client’s wives.
As I was leaving, Steve thanked me for attending and said he liked my question and the insights I had shared with him on one of my campaigns. He’s delivering another seminar tomorrow but I might be battling agency deadlines. And making client logos bigger.
UPDATE - 10 April 2008: Samer Marzouq of Jazarah.net, another ad blogger buddy who had come all the way from Jordan, has a Video interview with Steve Harrison at Dubai Lynx in which Steve emphasises that clients must be trained by senior agency management on how to get their money’s worth out of an agency. I highly recommend the video.
Advertising account manager from the UK on why he loves us creative people so much March 7, 2007
Posted by Farrukh Naeem at copywriterjournalist.com in : Advertising, Advertising account manager, Advertising in Dubai, Advertising in the UAE, Client servicing, Client servicing job, Jobs in advertising , 2 commentsCreative people in advertising agencies usually share a love-hate relationship with their client servicing counterparts, also called account executives or simply ’suits’. I had blogged about this in my post titled ‘Advertising account executives I fall in love with‘ (yeah, if people can love chihuahuas… suits are people too).
Mark Hutchinson, a senior account manager from the UK with accounts like Procter and Gamble in his CV, has responded after reading that post, on behalf of the suits of the world. I thought it’d be interesting to post his perspective.
If you are a creative reading this, I’d love to know what you feel about the relationship we have with the suits and whether you agree with Mark (he’s mostly written the good stuff, anyway). If you are a suit reading this, now you know I don’t really hate the suits, specially now after reading that part about ‘grating’ of the soul (see below).
If you are an account director reading this, and wondering how this suit looks in a suit, let me know in the comments section. (Mark’s got a ’special’ someone in Dubai… he he.) Over to our guest, Mark:
In my experience, most of the time creatives and suits simply just don’t like each other.
A lot of suits simply don’t appreciate or value what creatives do and I’ve seen some of them even trying to design the work themselves, giving them a 5-year-old’s sketch version of what they want to see, not what the brief necessarily dictates.
Who are we to tell you guys what to write or design? I’m not a creative, what the hell would I know?
All I know is that I know good creative when I see it and there is nothing that makes me more enthusiastic, or more desperate to sell this idea to the client.
There is a flip side though, in that there are creatives who don’t respect what the suits have to do or who they have to deal with. It is often a pride swallowing role that often grates against the soul, no matter how high (or low) your personal levels of integrity are. Sometimes it’s forgotten that we are all on the same side. Thankfully I haven’t come across many of those in my career so far and those that I have, have often had more wrong with them than just getting on with people.
I have always had a great relationship with the creatives I work with, simply because I respect what they do and respect their views, even when they differ with mine. You guys are the ones that win the awards, not us.
Looking at the list of qualities, I’d consider all those points essential to a good account exec and certainly like to believe that I posses most of them.
As told to Farrukh Naeem by Mark Hutchinson
Technorati Tags:
Advertising, Client Servicing, Advertising Account Executive, Creativity, Creative, Copywriter, Art Director, Advertising in the UAE, Advertising in Dubai, Advertising in the UK, Mark Hutchinson, Creatives Vs. Suits
Technorati Tags:
Advertising, Client Servicing, Advertising Account Executive, Creativity, Creative, Copywriter, Art Director, Advertising in the UAE, Advertising in Dubai, Advertising in the UK, Mark Hutchinson, Creatives Vs. Suits
