I am due to share my learnings with my colleagues tomorrow. Specifically on the client's perspective and areas I personally feel have room for improvement. I don't think these are brand new findings that we do not already discuss but they definitely serve as reminders of the new priorities on the clients' side given the unpredictable nature of today's world. The change has been tremendous and the agencies that will stand out are the vigilant ones that can anticipate clients' needs even before they are aware of the lack-of themselves.
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Quoting Sue, measurement of a PR agency's success with media clippings and value is "so old school". Clients now define it on whether the campaign has opened doors to more channels or even a whole new project > Are there ways in which the client / agency can leverage on the existing campaign to explore new opportunities? Perception and/or messaging audits will add the most value.
Campaigns must be based on the client's business objective and priorities. It seems so obvious but sometimes we forget how they might have evolved since the start of our engagement.
Other than client-agency WIP meetings, we can aim to become the client's extended team by grasping opportunities to sit in their internal meetings (especially with senior leaders of the company) or even with their other agencies. Internal meetings can bring about new insights on the company while the latter is a good opportunity to synergise and ensure consistency of the entire communications campaign. Our proprietary information should be so strong that we are willing to share and not be over-possessive of what we have.
It's so simple but why do we sometimes lose sight that the client's key priority ultimately boils down to sales, sales and sales. We overthink and complicate things with abstract ideas when the solution is simplicity.
There is no need to present theories to clients. They want to know the forecast of the campaign results and a strategy that is aligned to the overall business objective of the company, not just in the communications aspect. The "big idea" ought to be suitable for implementation by all teams within the company.
Indi on digital: Digital is about people going in to find content, not told what to do. - With this, I'm really proud of how the DI team in Ogilvy PR has stuck firmly to their beliefs that bloggers we engage should not be paid. The nature of blogger events must also be different from traditional media because it should be built on the foundations of our understanding of their needs and our relationships forged with them. There's a reason why they are bloggers and not journalists.
It seems agencies do not own their specialisation or area of expertise strongly enough. We shouldn't be expecting clients to feed us even basic information like the 5Ws and How, especially since we have full knowledge that these elements can make or break the success of a campaign.
I think it is unfortunate that as a communications expert, we have yet to find the key to building a successful internal communications network. Our staff strength of 300-350 employees in Ogilvy Singapore's office is only but a fraction of MAS's 19,000 staff, not considering the fact that majority of them are not desk-bound and constantly on the go across continents. Taking heed from MAS's internal communications initiatives, the baby steps we can take include transparency, over-communication and decreased power distance.
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Agency traits that clients look for:
1. Agility - the ability to adapt to rapid changes in the client's industry and deliver quick turnaround results. It's not just about the concept but also the execution and the understanding in how to localise for different markets.
2. Digital Influence strength - Especially for clients that do not have the budget to spend on print / display in other markets. E.g. In the case of MAS, 70% of the budget is reserved for online efforts in the European market since cost of traditional media is extremely high.
3. In the recession, companies save costs by engaging in boutique agencies with sister companies in other markets.
4. Team chemistry may be important but it is not the deal breaker.
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Interesting tidbits you may not have known about the aviation industry:
Asian customers are not willing to pay more than economy class when the seats are the same. They do not see the value in simply paying more for better service and food.
The entry of budget carriers has created the war on ad spending. The impact of disparate campaigns will produce weaker impact than that of fewer but consistent ones. The aggressive AirAsia competitor has made MAS a more nimble company in dealing with the changes and overcoming obstacles.