Posts tagged “Media”
What we learn in meetings.
Relatively early in my advertising career I was in a meeting with a client, an art director and an account executive. (No, that’s not a set up for a bar joke.) The art director and I presented the creative work for a year-long campaign, and then the account executive presented the total costs.
“Five hundred thousand dollars?” the client wailed. “I could hire ten sales people for that!”
The account executive shot right back, “Yes, you could. But how many prospects could each of those ten sales people get in front of in a whole year? One hundred? Two hundred?” I was listening as intently as the client. “This campaign will be seen by at least ten thousand people from day one and that number will grow exponentially with each exposure in your media plan.”
I was very impressed. No defensiveness about justifying the costs of advertising. No back-pedaling on what we’d presented. No offers of scaling things back. Just the facts. And the facts were enough. I’d learned a big lesson: how advertising can be more effective than feet on the street. (And, by the way, the bigger the budget the less resistance we usually encountered. Million-dollar TV buys were treated like “just another day at the office” by the big boys.)
I had learned the concepts of advertising: why ads we need to be attention-getting; why we write intriguing headlines that pull readers through the copy; why we need a pay-off at the end. But I hadn’t been exposed to the gritty facts of how to sell a campaign, or how clients sometimes look at marketing as a choice between spending money on ads versus sales people and trade shows until I started going to presentations.
I also learned, along the way, that advertising sets the stage for the sales team. If a member of the target audience saw an ad and then asked for a sales call, you had a very warm lead as opposed to an ice cube.
What we learn from each other.
These were not lessons I’d been taught along the way to becoming a copywriter. I learned them in meetings, the same way the clients learned what a good ad agency could bring to the table. Every meeting taught me something new about the client’s perspective and the purpose of advertising, as well as the smarts of the people I worked with. (People in ad agencies are some of the smartest I’ve ever met.)
I also learned how account executives could be crucial to the creative process – from making sure the creative team had all the input it needed to making sure the media plan fit the overall objectives. In some agencies, there was a cold war between creative departments and their account teams. The account teams in those agencies were treated like messengers and order takers. In the agencies where I worked account executives were as crucial to the process of achieving clients’ objectives as copy and art were. We’d even invite account executives into our offices to show them rough concepts and get feedback.
The job of creative teams is to “blue sky” ideas. We get the creative brief and the marketing strategy, then we take off. We look at what the competition is saying then we push the envelope as far as possible. It’s the job of the account team to bring us back down to earth – if necessary. As long as our work was on strategy and achieved the marketing goal, they were fine. But if the work was off-target in any way, they pointed that out. It was often incredibly helpful.
What we learn from clients.
I was part of an agency team that was invited by a client – a computer networking products wholesaler – to meet with one of his primary manufacturers. The very large, northern California maker of hubs, routers and switches (one of the top three) had set up all-day presentations of upcoming products for our mutual client. At the end of each presentation, the client asked the engineers one or both of these questions: “How will this work with the current products in the field?” or “How will this work with the last new product we were shown?” To a man, each engineer answered, “Not really sure. That’s not our department.”
The client, who rarely showed what he was thinking, finally erupted at the end of that day: “How the heck are we supposed to sell this stuff if you can’t explain to us how all the pieces work together?”
That was another incredibly valuable lesson: the client’s pre-advertising perspective. Typically, the client would present us with the products we’d be promoting and he would tell us a cohesive story about how those products made specific improvements in network performance or reliability. Clearly, our client didn’t merely invent those benefit stories – they came from the manufacturers of the products he was wholesaling. If the manufacturer hadn’t figured out how to tell a cohesive product story, our client’s sales people wouldn’t have one … and neither would we.
What we learn along the way.
Good clients ask good questions. Good ad agencies have good answers. Really good ad agencies truthfully say when they don’t have an answer and promise the client they’ll research it and come back with answers. Seeing that in action taught me that the popular truism that “all ads are b.s.” was not, in fact, based in fact. Good clients provide real benefit stories to their agencies. If they don’t know how to do that, good ad agencies know how to draw out those benefit stories in order to differentiate the client’s product or service. That was often my job, as copywriter. (It takes good input to have good output.)
As we move up the ladder in ad agencies, we become the people who answer client questions. What we learn along the way prepares us to have real answers based in fact. Because it’s our turn in the hot seat when the client asks, “Why will this work better than that?” we have to be ready with answers. That’s another critical thing we learn along the way: you don’t just prepare creative work for clients, you prepare to be challenged on the work you present.
And when we move on to becoming independents, then we have to have all the answers to all the questions. “What’s the best media for us?” “Why is an ad better than a brochure?” “Why isn’t our current brochure good enough?” “Why do we have to run ads more than once?”
I was taught quite a bit along the way. That’s why I have most of the answers to most of my clients’ questions.
Compelling Concepts © 2013 - All Rights Reserved
The marketing automat.
With the introduction of the Mac (January 24, 1984), art direction and design changed forever. This was as big a change to civilization as the introduction of firearms. Suddenly, anyone with a Mac had a slew of tools for creating marketing and promotional materials that used to be the exclusive domain of designers and art directors.
But, to the trained eye, their work was always obvious. They were locked into a grid system, and it showed. (You can see evidence of that in this Web site, too.) The computer could only do its work within specific parameters. A blank page wasn’t really blank – it had to have defined column widths, borders and other elements that gave everything the computers produced a certain sameness.
Then something else happened. Anyone with a Mac (and not long after, anyone with a PC and the right software) could claim to be “a designer.” The automat had come to marketing and advertising. When Web sites entered the landscape – bringing design full-circle, from being created on computers to being delivered on computers – developers, coders and programmers were saying, “hey, I can do this, too.”
But they all quickly learned that technology and software could only take them so far. To be “creative” means to create something out of nothing, something captivating, fascinating, compelling. At multiple points in the creative process, one’s judgement is the critical element, not CSS (cascading style sheets), plugins, widgets or themes – those are merely the tools in the toolbox.
Our brains are the sexy thing. And our creative judgement is what sets us (writers, art directors and designers) apart from everyone else.
“Hey, I can do that.”
We are indeed in a brave new world where “design” has morphed into “build,” and “build” means software rather than the trained and educated aesthetics of true architecture.
My background is advertising. I’m a writer – not a designer or developer. But 80-90% of the business I get these days is Web sites. I need to work with designers to create those Web sites, because design is a critical element when creating a Web site. Anything “creative” needs a concept and a concept is something quite apart from “a build,” it’s a marriage of design and copy – images and words blended in such a way that a particular feeling is conveyed.
Let me say that again: a concept is a marriage of art and copy – graphics and words – to deliver a message. That goes for movies, brochures, ads, billboards … and Web sites.
The Web is strewn with ill-conceived bastard children of techies who have no clue about “design.”
(There, I’ve said it. And, yes, I feel better.)
What’s the point of all this “creative” work that we do if not to pass on a message? The message is not only key, it’s critical. It’s the reason we’re paid to do what we do. It’s why clients and corporations want marketing materials and Web sites. They want to get the message out.
So, what happens when bad or entirely missing creative judgement comes into play? The message is obscured, or perhaps buried. People – especially the target audience – may miss the message entirely. Then what? Why was the work done? Why was the money spent?
Let the buyer beware.
Sadly, this is where things get tricky. How do clients know they’ve chosen the right creative team? They often don’t until the work is done. This is no different than discovering we’ve chosen the wrong doctor. In both cases one might go through considerable physical pain and even agony before realizing that the person one has chosen has neither the skills nor the know-how to truly help us.
The best advice I can offer is: “look at the work produced by the people you’re considering and ask for references.” That’s the same approach we’d use when selecting an attorney – have they done the kind of work we need done? What’s their track record? What do their previous clients say? And creative services professionals are consultants, just like lawyers and physicians. The same rules apply, in how you choose them and pay them.
Even though technology seems to have made ”amateurism” the new “creative,” don’t be fooled. Just because someone produced a YouTube video doesn’t mean they’re a film-maker. And just because someone may have produced a Web site it doesn’t mean that they’re a designer, a real designer. Our instantaneous, ubiquitous displays of amateurism have engendered the “heck, I can do this stuff” attitude. So it comes down, again, to the centuries-old caveat emptor warning – let the buyer beware.
All of this comes back to our media-centric existence. The Mac, back in 1984, led inevitably to smart-phones that have also contributed to the absurd belief that anyone can be a photographer or movie-maker. Somehow we’ve gone from a society that dreaded being invited to someone’s home to view vacation slides and films to a society that can’t get enough of watching other people’s boorish attempts at movie-making.
What it all says is that we are in an age of rampant amateurism. And I have no idea when it will change or get better. The Web is growing exponentially along with the tools we use to create messaging. Everything is in flux. It’s up to brand and marketing managers to protect their marketing by choosing true professionals. And I fervently hope that they do.
Compelling Concepts © 2013 - All Rights Reserved
Marketing dollars predict the economy.
Few economic barometers are more accurate than marketing expenditures. During every downturn, ad agencies and independent creative consultants suffer the most. That’s because marketing and advertising budgets are the first to get cut when profits are down.
And that, in the long-run, is the worst thing that any business can do. If your competition has pulled the plug on advertising, wouldn’t that be the best time to promote and establish your brand? You can’t get bigger bang for your buck than when the competition has left the field.
But back to the topic. Nothing is as sensitive to economic conditions as marketing dollars. As soon as there’s any kind of downturn, marketing budgets are cut. It happens so often because so many companies wrongly view marketing as an optional, rather than an on-going, business expense.
Politics undermine marketing dollars.
Marketing and advertising are the life-blood of a capitalist economy. They’re how companies survive and thrive. They’re how jobs are created and how we make money flow. But they stop when the economy stops the flow of money.
During various Republican administrations, dating back dozens of years, “trickle-down economics” was the big catch phrase. It never worked. Because the wealthy seemed to believe that it would mean watching their wealth trickling away. (So short-sighted.)
The second President Bush gutted the incredibly healthy economy he inherited from President Clinton and the economy still hasn’t recovered. (Don’t get pissy – it’s a historical fact. Biggest surplus in history turned into the biggest deficit … and, no, that surplus was not thanks to Republicans. Not.)
Ever since President Obama took office in 2008, Republicans have blocked everything they possibly could that might have turned things around … and then had the gall to blame Democrats for a sluggish economy. All one has to do is look at voting records and filibusters to see who’s helping and who’s obstructing. It’s right there.
Our current state of affairs can actually be traced to California’s first actor-turned-governor. According to the Congressional Budget Office, from the time Ronald Reagan became president through 2007, income at the top 1% (adjusted for inflation) increased by 281%. Compare that to the paltry 25% increase for the middle 20% of Americans during the same 26-year period.
As mentioned above, when President Bush took office in 2001, he was handed a huge surplus by President Clinton. Bush claimed he was giving that surplus back to the American people. But guess who it actually went to … that top 1%, not to the country as a whole. Bush (Texas’ gift to the world) added more than $3 trillion to the national debt over the last decade. The result? The wealthy continue to count their money while average Americans continue to hope for some. That’s politics.
How we got into this mess.
The Reagan administration (those wonderful folks who brought us “Reaganomics”) is most closely associated with “trickle-down economics” even though the concept was around for decades before. Paul Krugman,* the Nobel prize-winning economist, wrote in The New York Times (during the second Bush years) about the runaway inequality that began under Reagan and continued under George W. Bush: “When the structure of the U.S. economy had to compete worldwide without policies respecting workers is where one should look to understand what’s wrong with today’s economy. That began under Reagan and Reagan alone. And Bush has driven that point of view to the limit and mortgaged the future for the benefit of a few in the process.”
Since the election of Ronald Reagan in 1980, the U.S. tax system has never been the same. So-called “supply side economics” – the promise that if we drastically cut taxes for the wealthiest Americans they will create jobs – simply didn’t work. It may have looked good on paper, but it never made it into reality. Another Republican, the first President Bush, George H. W. Bush, perceptively called supply side economics “voodoo economics” and talked about its weaknesses.
Here’s what supply side economics ultimately achieved: the wealthy took their tax cuts, but instead of creating jobs in the U.S. they took advantage of weak trade policies and created jobs in other countries – China, India and Pakistan. Why? To make even more profits. For every union worker in the U.S. looking for $20 dollars per hour there were people in other countries willing to do the same work for $1.
Those Americans who owned stock in those off-shoring companies were thrilled. Profits were higher than ever before. They simply never looked down to see that they had shot themselves in both feet.
What Reagan’s own say.
David Stockman, director of the Office of Management and Budget under President Ronald Reagan, wrote in a 2010 article titled Four Deformations of the Apocalypse: “The day of national reckoning has arrived. We will not have a conventional business recovery now, but rather a long hangover of debt liquidation and downsizing. Under these circumstances, it’s a pity that the modern Republican Party offers the American people an irrelevant platform of recycled Keynesianism when the old approach – balanced budgets, sound money and financial discipline – is needed more than ever.”
Currently, while U.S. companies continue to pay criminally low wages in developing countries, seeking obscene profits by avoiding paying American workers, bonuses at those companies for C-level staff are reaching record highs. It’s so obvious what would happen if those jobs were brought back to the U.S.: workers would invest their pay back into our economy. Those short-sighted, profit-centric companies not only benefit from cheap labor while hurting the U.S. economy, they also use Republican-written tax codes to add even more profits. And they actually receive tax cuts for creating jobs in other countries. (See comment above re: shooting oneself in both feet.)
Too bad it’s turned into “us” vs. “them.”
President Obama has stated he wants to end tax cuts for companies that ship jobs overseas and instead give those tax breaks to companies that create jobs in America. (The Republicans are howling. Can you hear it?)
After President Bush took office in 2001 and handed more than $3 trillion in tax cuts to his buddies, he also took us to war in two countries, Afghanistan and Iraq. The U.S. spent trillions of dollars in Iraq (which, of course, had nothing to do with 9/11) while private companies such as Halliburton reaped profits. In addition to thousands of American and Iraqi lives lost, the U.S. taxpayer had to pay the cost of both wars. That’s you and me. While jobs were scarce, the economy sucked and marketing dollars were scarcer and scarcer.
President Obama is on-track with his campaign promises to bring home troops. But if a Republican takes over the White House in the near future, they’ve made it clear that they will happily go to war with Iran. As of now, the majority of American people have spoken and made it clear that we don’t want to start another war, because the cost in both dollars and human life is just too great.
Tax breaks for the wealthy made us broke.
During the Reagan administration, the wealthy saw their tax rates drop from 70% to 28% within eight years and union workers found themselves without jobs. When the ill-advised Depository Institutions Deregulation and Monetary Control Act of 1980 was signed into law, banks found it far easier to do business … and hurt the American people in the process. Allowing big banks to merge and set their own interest rates was a rare gift. The banks and Wall Street found it far easier to make money while we, the American people, struggled.
With tax cuts and deregulation on the move, Reagan tripled the national debt, raiding the Social Security trust fund in an attempt to cover up the massive loses. As the years went on, Wall Street reform was never seriously on the table. When the economy started to pick up again in the 1990s, President Clinton raised taxes on the most wealthy, bringing in the revenue needed for the government to function. Then, in November of 1999, with a Republican-controlled House and Senate, President Clinton buckled and agreed to repeal the Glass-Steagall act that had helped keep big banks from overtaking the markets.
Less than a decade later the economy collapsed. Too much power had been left in the hands of too few. In 2010, President Obama signed the ”Wall Street Reform and Consumer Protection Act” into law. It helped consumers and began putting financial responsibility back on the big banks. The bank bail-out of 2008 angered the American people. The Wall Street reform bill put an end to future tax-payer bailouts of big banks. The passage of that bill was a start, but we need to do much more to get back to where we need to be.
Me, me, me? Or, us, us, us?
Do you like well-maintained roads kept in drivable condition? How about being able to dial 9-1-1 for police and fire protection, or an ambulance? Good public schools? Decent hospitals? Rapid emergency services? A postal service? Those are just some of the services supported by taxes. There’s a reason we pay them – taxes keep society running. Taxes keep us safe and on an even keel. (In more enlightened societies, taxes also mean no worrying about healthcare of any kind, or education, or retirement … wish I spoke Danish.)
If the Republicans have their way, they’ll cut all taxes and then blame the bankrupt government for not providing basic services … even though they know full well that it’s their greed and selfishness that’s the root cause. All those southern states crying for secession? Guess what would happen to them when they suddenly have no federal funds of any kind for any of the basic services they now take for granted.
Getting an economic balance back is the only way the economy can get back on track. Making everything about taxes is about as wrong-headed as one could be. The issue isn’t taxes, it’s people. It’s about the country. It’s about our ability to function and do the things we’re good at. It’s about having marketing dollars to spend again so that capitalism can do what it does best: provide healthy competition among competitive offerings and let the best product or service win.
(*Krugman also won the Prince of Asturias Awards, the John Bates Clark Medal, and the H. C. Recktenwald Prize in Economics.)
Compelling Concepts © 2013 - All Rights Reserved
“I always wanted to be a writer.”
Do you remember being taught and encouraged to write as well as you possibly could? To write a first draft, set it aside for a couple of days then come back to it and cut out everything that made you stumble?
That was called “crafting your writing.” We were also encouraged to read the greats in high school and college, and were told it was important to understand what made them great … maybe even to emulate them. Perhaps, like me, you wanted to write as well as Conrad, O’Connor, Hemingway, Woolf, Dickens, Melville, Austen, Carver, Munro … et al.
When did all that striving toward quality turn into … teen vampire erotica? When did that emphasis on quality writing disappear in favor of … content?
If content is king, why is the writing so poor?
What we have online is far more often merely content vs. actual writing. Why? It’s a conundrum with multiple, dead-end answers. Here are a couple of stabs at the why. Content was desperately needed when, in the early days of the Internet, there was an explosion of Web sites desperate for clicks. (No content, no visitors.) But because of the nature of the Internet, Web sites also exploded our competitive frame of reference. Suddenly, anyone, anywhere, in any country could see and bid on writing jobs posted on the Internet.
It’s common knowledge that bidders out of Asia and Africa (many of whom barely have a command of English) will take peanuts compared to the Western world’s concept of fair pay … so, we have “Web site content needed: will pay $50.”
Too many clients cared too little about quality. Most wanted to fill up their pages for as little cost as possible. Or, as one ill-conceived boss out of my past put it with deep regret: “I guess we need some words on those pages.”
The problem created by the flattened earth (brought to you by the Internet) is that lots of folks in far-flung places think $1-2 per hour is just dandy, thank you. For those of us who live and work in an $8-10 per-hour minimum-wage economy (as in, $8-10 per hour to say, “Welcome to Walmart”) it’s the opposite of good.
That’s part one.
Part two is that content mills and farms (oDesk, Demand Media, guru.com, Elance, etc.) are stockpiling generic “articles.” They’re paying $10-15 for 1,000-1,500-word articles. Then, when starving publications (thanks to the Internet) go shopping for content, the mills and farms offer some that’s “good enough,” and underbid actual writers by treating written work just like stock photography.
And you do know what stock photography did to professional photographers, don’t you? For a frame of reference, prior to content mills and farms, actual writers of actual articles were getting $1-2 per word. (Per word.) A 1,500-word article could mean $3,000 in those days … and an o.k. income if you could sell 10-20 of them per year.
Any writer worth a damn will spend at least four hours on a 1,500-word article. (Way more than that when being paid properly.) At $10-15 per article, that’s $2.50 to $3.75 per hour. Hence, that’s why largely developing country respondents are writing those “articles.” And that’s also why the quality of much of what we see online is deplorable and has significantly downgraded the relevance and value of the Internet itself.
Apart from only fair-to-middling writing, we also have endless mash-ups – original content “re-purposed” and rehashed again and again so that when you go online to look up “concussion,” you’ll see multiple hits that are virtually indistinguishable and entirely unhelpful.
Wake up writers or you’re all through.
Part three is that we’re letting it happen. “We” means writers. Ours is a lonely, isolated profession. (All the more reason to take advantage of the online communities for writers – one of the good things about the Internet.) Some o.k. writers, who are desperate, accept the pitiful pay, which establishes precedence and perpetuates the developing world pay level. But there’s no crafting of copy. Who would bother at $2-3 per hour?
The Internet has been a tremendous boon. Yet it has also been a life-altering phenomenon. Most of us, today, go online first for news and research, so traditional pubs are losing sales and subscriptions (more every day). Advertisers are increasingly shifting away from traditional media and into “online efforts.” What’s the result? Less actual writing being done by actual writers. Way more “content” is cluttering our world. And the quality of writing and information is falling like a dead duck.
The outlets where we can still find quality writing are diminishing every day. They’re still there, but there are fewer of them every day. Literally. Saying no to the mills and farms is one way to stop the attrition. And supporting the few publications that still demand quality writing is another.
I’m certain it will take some time for the tide to turn, for people to get fed up with being fed garbage rather than quality writing. In the meantime, here’s a fairly pithy forbes.com article titled: Why you shouldn’t be a writer
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