table19.co.uk • @wearetable19 1 image
BETTER WORK. TOGETHER.

table19.co.uk • @wearetable19 2table19.co.uk •
@wearetable19 2 BETTERWORK.TOGETHER.

table19.co.uk • @wearetable19 3table19.co.uk •
@wearetable19 3 BETTERWORK.TOGETHER.

table19.co.uk • @wearetable19 4 01
The agency didn’t give clients a complete story table19.co.uk • @wearetable19 BETTERWORK.TOGETHER.

table19.co.uk • @wearetable19 5 01
02 The agency didn’t give clients a complete story The client didn’t know how to evaluate the work table19.co.uk • @wearetable19 BETTERWORK.TOGETHER.

table19.co.uk • @wearetable19 6 01
02 03 The agency didn’t give clients a complete story The client didn’t know how to evaluate the work Neither agency or client approached the meeting with a collaborative attitude table19.co.uk • @wearetable19 BETTERWORK.TOGETHER.

table19.co.uk • @wearetable19 7 In
short, the agency and client weren’t working as a team. BETTERWORK.TOGETHER.

table19.co.uk • @wearetable19 9 GIVING
CLIENTS A COMPLETE STORY HOWAGENCIESCANHELP

table19.co.uk • @wearetable19 10 Agencies
should never just show table19.co.uk • @wearetable19 10 HOWAGENCIESCANHELP

table19.co.uk • @wearetable19 11 THEY
NEED TO START THE PRESENTATION WITH THE AGREED CREATIVE BRIEF, WHICH MUST ALWAYS BE THE SPRINGBOARD. YOUR AGENCY MUST TELL A STORY THAT SHOWS THE INSIGHT THAT BRIDGES THE BRIEF AND THE END IDEA. NOW THEY CAN SHOW THE END IDEA. BECAUSE YOU UNDERSTAND THE WHOLE IDEA. AND YOU HAVE A COMPLETE STORY TO TAKE TO STAKEHOLDERS. FIRST THEN FINALLY table19.co.uk • @wearetable19 HOWAGENCIESCANHELP

table19.co.uk • @wearetable19 12 THEY
NEED TO START THE PRESENTATION WITH THE AGREED CREATIVE BRIEF, WHICH MUST ALWAYS BE THE SPRINGBOARD. YOUR AGENCY MUST TELL A STORY THAT SHOWS THE INSIGHT THAT BRIDGES THE BRIEF AND THE END IDEA. FIRST THEN NOW THEY CAN SHOW THE END IDEA. BECAUSE YOU UNDERSTAND THE WHOLE IDEA. AND YOU HAVE A COMPLETE STORY TO TAKE TO STAKEHOLDERS. FINALLY table19.co.uk • @wearetable19 HOWAGENCIESCANHELP

table19.co.uk • @wearetable19 13 THEY
NEED TO START THE PRESENTATION WITH THE AGREED CREATIVE BRIEF, WHICH MUST ALWAYS BE THE SPRINGBOARD. FIRST NOW THEY CAN SHOW THE END IDEA. BECAUSE YOU UNDERSTAND THE WHOLE IDEA. AND YOU HAVE A COMPLETE STORY TO TAKE TO STAKEHOLDERS. FINALLY YOUR AGENCY MUST TELL A STORY THAT SHOWS THE INSIGHT THAT BRIDGES THE BRIEF AND THE END IDEA. THEN table19.co.uk • @wearetable19 HOWAGENCIESCANHELP

table19.co.uk • @wearetable19 14 &
We call it... ...and here’s how it works: Inspiration Idea HOWAGENCIESCANHELP

table19.co.uk • @wearetable19 15 October
2014 TRY BEFORE YOU BUY

table19.co.uk • @wearetable19 16 People’s
everyday reliance on broadband means they’re reluctant to risk switching providers. Inspiration PUTTINGTHEORYINTOPRACTICE

table19.co.uk • @wearetable19 17 To
draw a parallel between Sky Broadband and another of life’s important purchases, so that our customers can see the offer in a different context. Idea PUTTINGTHEORYINTOPRACTICE

table19.co.uk • @wearetable19 18 PUTTINGTHEORYINTOPRACTICE
“TBYB is currently the strongest performing national press creative to have run this quarter.” Andy Heatley “TBYB is currently the strongest performing national press creative to have run this quarter.” Andy Heatley

table19.co.uk • @wearetable19 19 EVALUATING
IDEAS IS AS EASY AS ABC THEEVALUATIONPROCESS

table19.co.uk • @wearetable19 20 So,
how do you pick a good idea? THEEVALUATIONPROCESS

table19.co.uk • @wearetable19 21 There’s
always a place for instinct. And the longer you work in marketing, the more you hone those skills. THEEVALUATIONPROCESS

table19.co.uk • @wearetable19 22 Rational
is vital though. We use the ABC model to make sure work is right: Our approach The T19 ABC Insights Model Audience Put yourself in your customers’ shoes - how do they live, how do they talk, what are their fears, concerns, points of optimism - will this idea get them excited? Competition Will this give us differentiation from competitors, giving customers a reason to stay/buy with us? GREAT IDEAS SIT HERE Brand Is this creative true to the brand - both it’s look and TOV, and in the promises its making to the audience? THEEVALUATIONPROCESS

table19.co.uk • @wearetable19 23 A
collaborative approach is key THEEVALUATIONPROCESS

table19.co.uk • @wearetable19 24 The
initial presentation should be used as a working session – not just one-way selling where an idea is rejected (or bought) because of an element that could easily be developed. THEEVALUATIONPROCESS

table19.co.uk • @wearetable19 25 What
you should demand from your agencies… That the key team be there in person. So they can build on idea and explain things fully. I usually always insist on the creative who worked on an idea being there as no one can explain an idea quite as well as the person who incepted it. THEEVALUATIONPROCESS

table19.co.uk • @wearetable19 26 In
exchange for this, there are things an agency can ask of their client. table19.co.uk • @wearetable19 26 THEEVALUATIONPROCESS

table19.co.uk • @wearetable19 27 THEEVALUATIONPROCESS
…and build on what’s wrong That they first look for what’s right in each idea…

table19.co.uk • @wearetable19 28 And
that they never, ever start with ‘I think my boss will/won’t like this idea’. THEEVALUATIONPROCESS

table19.co.uk • @wearetable19 32 BONUS
BONUS

table19.co.uk • @wearetable19 33 WOW
– THE CREATIVES MUST BE AMAZING! When I was new to the industry and I saw an awesome idea, I used to think... BONUS

table19.co.uk • @wearetable19 34 WOW
– THE CLIENT MUST BE BRAVE! Then after a few years, if I saw an awesome idea I used to think... BONUS

table19.co.uk • @wearetable19 35 Now,
if I see an awesome idea, I think... WOW – THE CLIENT AND AGENCY MUST HAVE A GREAT RELATIONSHIP! BONUS