Posts Tagged ‘the advertising business’

This might be a bit out of date, but… I was perusing an old AdAge from January (1/18 to be exact) and came across the headline: The Best of Spanish-Language Marketing in 2009. Amongst the ads recognized as being particularly stellar were some from Brazil. Last I checked, the official language of Brazil is Portuguese, not Spanish. I know that headline writers have a challenging job, and the article does say “Latin America and Spain ” but that’s a pretty major gaffe in my book. The title would have been more accurate had it touted the best of  Central,  South American & Iberian advertising — see, an awful headline. However, a magazine that represents an industry that talks about targets and demographics and understanding the audience in order to better reach consumers should get it right.

The "ayes" have it.

As I mentioned in a Tweet this week, the Season finale of Mad Men, was one of the greatest paeans to the entrepreneurial spirit of the advertising industry that I’ve ever seen in media. Throughout the episode we kept high-fiving each other as great line, after great line kept rolling out of the characters’ mouths. The best line of the night, and the most perfect line I’ve heard uttered about big agencies happened as Roger Sterling and Don Draper were leaving the Sterling Cooper offices after their stealth raid. Sterling looks at the modern, wood paneled reception area with his name on the wall, and the fancy plate glass doors and says to Draper, “When do you think we’ll be back working in a place like this?” Draper responds “I never really wanted to work in a place like this.”

Howls of delight ensued.

Whether you’ve entered the freelance, small-biz, solo-preneur pool voluntarily, or involuntarily, as many have over the past year, that line resonated. Some may say “sour grapes,” but many of the advertising-displaced stayed in the game because we really do love it. It’s fun, interesting, challenging and ever-changing. We just now choose to play the game by our rules, beyond the walls of big agencies with modern reception areas and fancy plate glass doors.

Draper, like many of us has the epiphany that the cool work space, the trendy address, the tricked-out office spaces etc., are not what this business is about. For all of his character flaws, and he has many, the thing I admire about Draper is his absolute commitment to the work. For many of us, it’s all about the work, yet the places we work (or once did) do not share our passion for the work. Rather, they are about rank, privilege, bonuses (though, tough lesson to agency-aspirants: bonuses in agencies are rare. They always cry “bad year/quarter/week/day.” If you seek bonuses, go to work for a “consultancy.” Wall St. can’t really hand them out anymore either. ). The work, and, ultimately, client needs, get lost amidst the noise and superfluity of the agency.

In a previous post I wrote about how the Mad Men creators really nailed something about agency life via the analogy of the mutilated foot. Nineteen sixty three in the show is the doppelganger of the current moment in the business. The creators of the show have shown how and why agencies end up where they do, and have shown what happens to the people who work for them. No doubt, 2010 will show what happens after people have decided that it’s not about the agency, but rather about the work and your clients, and what happens when individuals take charge of their destinies. Mad Men in 2010 should be interesting as well.

Finally Firming Up

We received the latest edition of AdAge today in our P.O. Box and I read with interest the article “Fed-Up Shops Pitch a Fit at Procurement.” A little while ago I wrote a post about how law firms were standing up for themselves and saying “if you want to pay less, that’s fine, then just don’t expect the top tier of our talent.” It appears that agencies are starting to do the same in negotiations with potential clients during the pitch phase. According to AdAge, The watch word between agencies after these budget sessions with procurement people is “don’t cave.” As the AdAge article mentions agencies (though, from the deals they sign to close a piece of business you’d never know it) are in this business to make a profits just as much as our clients are. We don’t expect them to sell their products at a loss, they should not expect us to do it either. If we don’t value our services and charge valuable rates, our clients won’t value them either.

We may not be saving lives here — though sometimes our work does, tangentially — but we are professionals who bring  know-how, years of experience and insight to issues, problems, trends and best practices around marketing and communications. We are not a commodity, nor are our services. If clients, large and small, want to regard advertising and marketing in a commodotized fashion, then I say let them — and let them work with folks who regard it the same way. Get back to me when you see the results.  In my experience the jobs that go worst are the jobs in which someone has decided to meet a potential client’s budget expectations rather than sell the best program for the client’s business needs. Stooping to make the sale is a recipe for disaster that sets the wrong tone from the get-go. It’s an incredible misjudgment on the part of the sales force. If you undersell yourself at the start in the hopes of raising your rates and gaining money back down the line, “fugghedaboutit,” as they used to say in Carroll Gardens.

Last week I was in a conversation  with a colleague and we were discussing this very topic. At the time, when I mentioned my hope that we — the ad industry — would begin to finally stand up for ourselves, he said “it’s tough, because there’s always someone willing to do a job for next-t0-nothing.” I didn’t, and still don’t disagree — though it pains me as a small agency owner. Perhaps this latest bit of news from the pitch wars is good news for the industry. Like the lawyers we need to stand up for ourselves. We can work for cheap rates if we put our B-teams on a job, if that’s what the client wants. We can scale back wish lists. Deliver fewer features and functionality. Do fewer rounds of review. Help our clients to understand the intricacies of the review process. As some commenters below the article state, some client side businesses are hurting, but agencies are in dire straits too. Somewhere, amidst the carnage, the two sides need to come together and find common ground. We do need one another, but the client/agency relationship has grown abusive and nasty over the past few years. Many of the agency-side issues come from agency’s general lack of a spine. It’s nice to see spines hardening. Kudos to the big shops. It’s high time, though maybe too late, that we tried to regain some ground.

Hurtling into the future

This week I presented a late breaking bid for a job in partnership with a creative boutique. Though neither of us got the job (the client went with their soon-to-be-erstwhile-AOR) it was a good experience and laid the groundwork for future collaboration.

During the process we talked about the future on a macro scale in a string of emails. Based on this and other conversations I’ve had, the marketing, communications and PR industry is really on the cusp of something huge. I think the latest financial paroxysms and industry convulsions have opened the eyes of many folks — both clients and marketers — to the potential of working outside of the boundaries of the traditional agency system. Agency life has always been filled with freelancers, solo-practitioners and the like. It’s not a life for everybody and many people say, even now, “I need a full time job, I need the stability.” Stable marketing jobs is one of the funniest oxymorons in the world. As the latest shakeouts at shops prove, stability is a fiction.

Great talent now throngs the market, creating an enormous, virtual, open-source agency filled with folks who now see that the best way to go is your own way, in collaboration with others. Combine a shop like exUrban Inc. that covers brand strategy and production with a creative boutique and you’ve got a virtual agency, custom built for your needs at that time. You could call this model on-demand marketing. This is a good time for marketers, self-employed agency professionals, and the boutique agencies that are now popping up all over. I’m not sure how good it is for the giants (who will certainly persist, just in some as-yet-to-be-determined form). The future is now.