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Entries categorized as ‘Full Effect’

A new talent worth listening to

Thursday 11 March 2010 · Leave a Comment

Folks who know me will know that I am never far away from music and always excited to find new talent.  As with anything else I firmly belive that music is about progression.  Once something has been done I can’t see the point in doing the same thing again unless you take it to a new level and I don’t rate musicians who find a formula and just keep repeating it album after album, however good an idea it may have seemed the first time.

Its reassuring therefore to come across a musician who is doing something a bit different and a young lady who fits the bill is Lucinda Belle, a singer/songwriter and jazz harpist who has just won her first recording contract.  Lucinda appeared on the BBC’s Breakfast show this morning with her harp “Diana” and a cuple of tracks from her forthcoming album “My Voice and 45 Strings” and I just feel she’s worth a listen.  If you want more (apart from the YouTube post I’ve linked to above) I guess you’ll just have to wait ’til the album comes out like the rest of us, but you can pre-order on Amazon right now.

Categories: Full Effect · Full Efffect Marketing · Lucinda Belle · The Full Effect Company · ideas · innovation · music · phil darby

Diversity in Redditch and the public sector challenge

Wednesday 10 March 2010 · Leave a Comment

One of the hottest buzz-words in the UK public sector right now appears to be “diversity” which, as I understand it, basically means celebrating the richness of the UK culture or getting on with your ethnic minority neighbours.  As the conquerors and oppressors of innumerable cultures in the past we Brits are falling over backwards to make up for our evil past by making the folks we have displaced feel “at home at our place”.  Just the kind of thing guaranteed to get lefties throwing public money around like confetti – which it seems is just what they are doing.

Don’t get me wrong, I think the diversity idea is fine.  It might not feature much above chip-and-pin wheely bins and installing badger tunnels under trunk roads on my “must do with taxpayers money” list in these hard times, but if was standing for election right now I wouldn’t be making a big thing about adding it to my list of proposed public sector spending cuts either.  However, initiatives like this do tend to reveal the yawning gulf that exists between well conceived national policy and local government naivety (or depending on how you see it “incompetence”).

Last week was Chinese New Year – the year of the tiger or something – and the town where I stay when I am in the UK staged a diversity event.  This was devised and has been run for the past few years by a husband-and-wife team who have some nice, if a little cutesy, ideas and, it seems, a simplistic and naive approach to management.  They told me that over the years the event has grown, although they didn’t seem to have access to any numbers other than a rough guess that visitors currently numbered around two-hundred, which it seems to me is more a bit of a get-together than an event – I’ve had bigger parties in my Prague apartment.  However, more power to their elbow.  If they are prepared to flog themselves to death for a year to entertain a couple of bus-loads of people then good luck to them.  But here’s the rub.

There wasn’t an ounce of commercialism in the venture at all.  Everything was a cost.  Every glaring revenue-generating opportunity, from the provision of chinese food by local restaurants to face painting and lantern-making for the kids, was duly ignored in the name of purity.  But purity has a price and in this case the taxpayer was footing the bill … not once, but twice!  Firstly the County Council were contributing taxpayers money from their “diversity” fund and then every visitor was paying for a ticket at the rate of £5 a head or £12 for a family of four, which, when you add it all up, isn’t cheap when most of the labour was voluntary.  But the real bummer was that the limited resources, skills and experience of the organisers resulted in a bit of a shot in the foot.

Firstly the publicity in the local paper quoted the price of family tickets at £5 insead of £12 so every family that turned up was instantly annoyed.  The price included a shambles of a children’s theatre production which the organisers seemed to think was just fine because the kids had only had two days to prepare for it (they didn’t seem to get it that people were paying, the organisers had had at least a year to work out how to prepare better and the kids were probably embarrassed to hell).  Tickets also included a “chinese meal” served in the Town Hall Council Chamber, which was organised on a sitting schedule, was an hour late and not very good and, to cap it all, by the time diners had extracted themselves from the lunch the volunteers who had set up and were supposed to be running the side-shows in another building, had decided that nobody was coming, so packed up and left, which meant that there were no activities.

I appreciate that there are folks out there who might think that I am being unsympathetic, but I do believe these things are a great idea, they just have to be viable and there is absolutely no reason why they shouldn’t be.  I don’t think its the place of local government/taxpayers to pay for them – underwrite them by all means, but only if there is a business plan and a genuine attempt by the organisers to make them viable.  There was a film maker sent by the County Council to record the event, undoubtedly to “big” it and them up at Whitehall at some future date, but actually what was needed was for the council nobs to get their fat-cat Business Link buddies to give the organisers some free advice and support – make a contribution for a change.  I am sure that even Business Link could run a raffle (well, maybe not)!

Diversity is a great idea, but in the hands of do-gooding local councils, as in this case, ideas can produce the opposite to the intended response with visitors leaving feeling angry and disappointed and taxpayers feeling betrayed.  Wholesome events don’t have to cost money either.  The Prague Marathon – the third largest marathon franchise in the world – and in a developing economy to boot – runs on a team of six full-time employees.  All the rest are volunteers and sponsored activities and I would be embarrassed to tell you how much revenue that generates!

With the UK facing the prospect of unprecedented cutbacks in public spending our public sector needs to get real.  The easy option, and I’m certain that it will emerge, will be for local services to be cut back and events like this to fall victim to the axe, but if the folks at County Hall deserve to stay in their jobs this wouldn’t be the case.  That’s the challenge to the public sector, who, for the first time is going to have to demonstrate some commercial competence.  Running a country, a county or a town is a business.  Customers are looking for improved value.  If you can’t hack it, stand aside and let someone who can see the ball.

Meanwhile I genuinely do appreciate the effort and commitment that the organisers put into Chinese New Year in Redditch and I feel as bad as anyone about it not hitting the mark, but next time, I’d like to see the County Council support them with expert help and advice rather than cash, even if that advice is to bring in someone to show them how to make this the event it could be.

Categories: Chinese new year · Full Effect · Full Efffect Marketing · Redditch · The Full Effect Company · Tourism · customer service · diversity · efficiency · ideas · local goverment · marketing · phil darby · public sector · recession · social groups

Solve the mystery of disappearing Moscow

Tuesday 9 March 2010 · Leave a Comment

Brits who travel a lot on business won’t be strangers to the commercials of various national tourist bodies that appear on BBC World News, CNN and the like.  These examples of national branding are sometimes informative, often quite surprising and I suspect not always accurate, but so many have jumped on the (quite-rightly highly praised) Incedible India bandwaggon that they are now becoming wallpaper.  Time for India to “up” their game maybe.

Among the better look-alikes are the efforts of  Turkey, Macedonia, Croatia, none of which quite match the Indian production for originality or execution, but has anybody seen the latest effort from Moscow?  I caught it once and, in many respects, that was enough.  I can’t remember the strap line, “Moscow – not just any city” or something, but the production did leave me with a deep yearning to be anywhere BUT Moscow.  It was absolutely terrible!

I haven’t seen it again, but I may just have been lucky.  I can’t even find a copy on the Internet to show you, its not on any show reels that I can access and its not even on the Moscow Tourism web site.  Perhaps the Kremlin have stepped in and erased all records?  I have been trying to discover who produced it, but it seems the offending agency are, quite understandably, keeping their heads down too.  If they are smart enough to have created an integrated campaign the matching mailshot would have to be body-parts or something in the post, but happily they clearly aren’t – smart enough that is – otherwise they wouldn’t have produced this dog!

I suppose you have to give them full marks for honesty at least.  They certainly couldn’t be acused of copying the Incredible India format or of making promises that they can’t deliver.  The references to night-life and historical buildings and the campaign strap-line are all almost apologetic and the overall presentation is excrutiatingly boring, bordering on intimidating.  Even the voice-over sounds like Vincent Price!  This is definitely the Moscow I know – a place where the seats on tourist coaches are fitted with manacles rather than seat-belts, to ensure that tourists don’t get off and run for the border!

I’ve been dealing with a Moscow agency recently who were bemoaning the lack of the skills of the planners and strategists they have access to.  Maybe, the problem is deeper than this?  I’m used to weak management, strange attitudes, poor skills and lack of experience of marketers in Central and Eastern Europe – its understandable to a point, but Moscow is trying to establish itself as a major world city with all that goes with it and I’m surprised that a flagship marketing campaign this awful would have made it to the screen.  Can you help solve the mystery of the disappearing TVC?  If you know where there is a copy post the URL so that we can all see it again and if you have the story behind this by all means dish the dirt.  We all want to hear.

Categories: Brand promise · Full Effect · Full Efffect Marketing · Moscow · National Branding · The Full Effect Company · above-the-line · advertising · brand · brand character · communications · creativity · honesty · ideas · integrated marketing · marketing · phil darby

There’s a lesson for us all in Alice

Saturday 6 March 2010 · Leave a Comment


It seems that the only time I get to the movies these days is with my daughter, so I’m delighted that she is now of an age where her tastes are more refined than “The Chipmunks” and the traditional Czech fairy stories that, being genuinely bi-lingual she is happy to watch, but I find interesting only from the point of view that they go a long way to explain the strangeness of the Czech psyche.  Today we saw Jonny Depp and Tim Burton’s Alice in 3D Wonderland.

Having said that, there’s nothing stranger than Depp, Burton and the inimitable Helena Bonham-Carter, my love for whom has only been deepened by her portrayal of the Red Queen.  The melding of live action and the most brilliant animation was seamless and absolutely compelling and the entire production is simply awesome.  Its imagination matching that of Charles Lutwidge Dodgson (Lewis Carroll) quirk for quirk.

Earlier in the day I had been discussing Michael Jackson’s extreme attention to detail and in my previous post I mention the considerable detail that Sade has obviously gone to in the production of her new album.  Alice however takes attention to detail to a whole new level.  This might be the first movie I have ever felt inclined to watch again, just to pick up the fine detail that I sensed I had missed with the initial viewing.  In these days of instant stardom and accolades for people with no talent other than to be in the right place at the right time, I find it particularly reassuring that there are examples, like this, of real craft, born of hard work, that stands out so vividly from the so-so that many have come to accept as “as good as it gets” – Just as a great brand should.

Its no coincidence that the Alice theme aligns so well to the branding story either.  Be true to yourself, be different and, as Alice’s father says, achieve the impossible by believing it to be possible.  Nothing drives me to despair more than people and organisations who tell me something can’t be done.  Frankly it just makes me determined to prove them wrong.  Any organisation is only as good as its next big idea and marketers should be leading the way by leading their organisations to do things and go places that nobody has done or gone to before – just like Alice’s father, Alice and Lewis Carroll.

Another interesting thing about this production is that it underlines how relationships between brands can really work.  I beat on endlessly about the way that the “company you keep” will influence your brand and here we have a classic story with a considerable brand community combining with the contemporary Burton brand as though they were made for each other.  If either brand had proven not to be up to the challenge of the twenty-first century audience both would have suffered, but this is a perfect match with Burton and Depp bringing Alice bang up-to-date in a way that will surely lead a whole new generation to discover this great story for themselves.

Is this a kids’ story?  Sure, kids will love it, as mine has, but Alice is an affirmation of what life is all about, brought right up to date as a lesson for everyone at every level of life.  You simply have to take your family.

Categories: Alice in Wonderland · Big Idea · Brand Discovery · Brand promise · Full Effect · Full Efffect Marketing · Johnny Depp · The Full Effect Company · Tim Burton · brand · brand character · brand development · branding · brands · brandships · creativity · innovation · marketing · phil darby · the big idea

Today’s great, untapped opportunity for marketing services firms

Thursday 4 March 2010 · Leave a Comment

I have just been reading a report of a speech by agency CEO Brian Weiner that was written by Jodi Harris for iMedia Connection.  It seems that Brian like so many in our industry have identified the problem facing our sector, but is his remedy correct?  I’ll leave you to decide.  For my part, I firmly belive that the model for the agency of the future is well established already. I started my Full Effect Company twenty years ago and today it exactly matches the needs of today’s clients.

We focus on “integrated marketing” and don’t, as so many who use the term do, limit our horizons to “integrated communications” and call it “marketing” – that’s just sellotape marketing.

We place the brand at the centre of the organisation, adapting core communications skills to build powerful brand communities, comprising lasting customer relationships that massively improve efficiency, which is the single thing that separates commercial success and failure.

We are not only media neutral, but address all the issues that influence the success of an organisation in a single end-to-end strategy, because that’s the only sensible way to work. Marketing services firms with traditional structures and practices can’t do this.

We have a defined way of working that is nothing like any agency I have come across and a network of independent experts covering the total range of marketing (not mere marketing communications because that just doesn’t work) disciplines who come together in infinite permutations to deliver the appropriate formula. Traditional agency structures can’t do this and are forced to deliver compromised solutions.

Even from the modest sample of comments on the iMedia piece, it seems that I am not the only one to have cracked this, although I am probably one of the early movers and today I advise agencies around the world as they develop their own models and take them to market. The millions of dollars in incremental billings that my agency clients have won as a result are testament to Full Effect Marketing and the undoubted opportunities that are emerging in the new world economy. So I certainly agree with Brian Weiner on one point – there are tremendous opportunities right now for marketing services firms that “get it” …   largely because there are so  many that don’t!

Categories: Brand Discovery · Brand Model · Brian Weiner · Full Effect · Full Efffect Marketing · The Full Effect Company · advertising · agency management · brand development · branding · brands · brandships · business development · business strategy · change · change management · communications · community · efficiency · integrated marketing · integration · marketing · phil darby · recession · tradition

Wossy shows us what makes a great brand.

Sunday 28 February 2010 · Leave a Comment

My feelings for Jonathan Ross are mixed.  There are times when he is nothing short of a complete arsehole and others when he puts together a show that leaves you gasping in awe, but at least he takes a few risks, which is how great things are achieved and the bloomers are par for the course.

Everything went right for Wossy last night though, he even made Andrew Lloyd-Webber look interesting, and massive talent though he may be, as one who has had conversations with the Lord in the past I know what kind of achievement that could be.  The show moved up a gear, though, with the appearance of Johnny Depp and Tim Burton in an insanely interesting  double-hander that left you thinking that Jonathan had left himself with nowhere to go, but he capped it in the most unexpected manner with an appearance of Sade performing a track from new album that was just breathtaking.

I defy anybody with an ounce of creative nous to deny that Burton/Depp is probably the most creative combination in cinema right now and although I might hesitate (for a nanosecond) before buying the house next door to either of them, even if I could afford it, they’d have to make the top of your dinner-party guest list.  These guys are true creatives.  Everything they do busts the envelope and, risky though such a strategy may be, in their case it has come off more often than not for the last twenty years.  People fork out enthusiastically to see their work and that’s a definition of success that a few marketers would do well tune-in to.

Sade, having been out of the spotlight for a while, looks like making a hell of a comeback if “Soldier of Love” is anything to judge by and there’s more like it, or rather nothing like it because she delivers a masterclass in a wide range of genres, on the new album.  She is simply a planet away from the regular chart-toppers in creativity and sheer dedication to her craft.  No wonder, like Depp and Burton, she’s proven so resilient.  The score for this number didn’t just happen, it’s the product of a meeting of extreme creativity with a level of technical genius that just makes you smile and a degree of sweated labour that, despite their protestations to the contrary few of today’s new talent would even contemplate.

The thing about all of Ross’ guests this week is that they stand out from the crowd and being distinctive, as we all know, is the essence of a strong brand and the key to the Brandships that serious businesses are built on.

Categories: Brand equity · Brand promise · Full Effect · Full Efffect Marketing · Johnny Depp · Jonathan Ross · The Full Effect Company · Tim Burton · Wossy · brand · brand character · brand development · branding · brands · brandships · creativity · difference · ideas · marketing · phil darby

ESL communication gaff leads to indigestion.

Monday 22 February 2010 · Leave a Comment

Because I have worked in advertising in countries around the world, I am familiar with the practice of multinational organisations who re-use TV commercials in different markets and over-dub them in the local language.  This produces cringe-enducing howlers from time to time, one of which was brought to my attention this morning by John Ward of Not Born Yesterday and The Slog fame in his weekend Slogger’s Review Bar.  I just had to share it with you.

This classic from Gaviscon comes under John’s “In The Media” headline.  I’m not sure how it works, but my guess is that the storyboard he has shown is an English language commercial, translated into some foreign tongue and then back again to English to demonstrate the mistakes that ESL (English as a Second Language) produces from time to time.

If you can’t come up with Pants on Fire nominees to add to my previous post you might find the opportunity to post examples of ESL irresistable.  With stuff like this out there we could start a whole new blog!

Categories: Brand equity · Brand promise · ESL · English as a Second Language · Ford · Full Effect · Full Efffect Marketing · Gaviscon · The Full Effect Company · advertising · brand name · branding · brands · brandships · communications · integrated marketing · integration · marketing · translation

Nominate your Pants-on-Fire advertiser.

Thursday 18 February 2010 · 4 Comments

If it wasn’t obvious already, one of the plethora of BBC radio stations ran an on-line phone-in this week that demonstrated beyond doubt how short Auntie is of material these days.  OK, so at least they were trying and I am sure there was more than a hint of irony in the choice of subject, but to ask viewers to phone in and nominate TV commercials that they were indifferent to was taking things a bit too far.  However, completely missing the point that if you are indifferent to a commercial, by definition, you won’t remember it, people actually called in!

The truth of the matter is that while nobody could have been “indifferent” to the commercials they nominated, there were many examples that were clearly getting up folks’ noses, often because they lacked a clear message or were frankly just awful, and that’s just the kind of waste of client investment that pushes all my buttons!  The worst offenders are commercials that are clearly all about creative ego.  As an ex-creative director myself and mentor to creatives and creative departments in agencies in a number of countries, I’m the first to recognise and understand the importance of great creativity, but, as I find myself saying far too often, great creative work reinforces the commercial message.  It doesn’t disguise or, worse still, contradict it and it certainly doesn’t just clutter thirty-seconds of airtime with wasteful irrelevance.

The reason that there are so many commercials out there that break these basic rules stems from errors or omissions at the very start of the strategy development process.  It amazes me that so many of the organisations I go into still don’t have a clearly defined brand. I’m often told by organisations that they have a strategy, even a brand strategy, only to find that what they have is built on sand.  You simply can’t develop a strategy without first establishing what your brand actually is.  This isn’t as easy as it sounds and involves a level of honesty and self-acceptance that few marketing people seem able to live with, but if you don’t crack this first step, absolutely everything you do from there forward will be compromised and wasteful.

You can’t hope to accurately communicate who you are (your brand character) if you can’t recognise yourself and its essential to the success of your business that you are accurate.  The process of accurately defining brand character is what my Brand Discovery programme is all about.  It also embraces all the processes and tools that ensure you always tell it like it is.  However, there are still a lot of businesses around that are either dishonest, confused about their own identity or just plain crap at communicating it and you can see the results in their advertising every day so my challenge to you is to find the world’s most dishonest advertiser.

You know who I mean.  The advertiser whose commercials or ads leave you saying “Yes, right” with the same commitment that you had when Kraft Foods said they wouldn’t cut the staff count at Cadbury (and then announced the closure of a Cadbury factory within a week of completing the deal).

Wherever in the world you may be, nominate your Pants-on-Fire advertiser by commenting on this post, adding a link to the “evidence” and explain why the piece in question lacks credibility.

Categories: Brand Discovery · Brand Model · Brand promise · Full Effect · Full Efffect Marketing · The Full Effect Company · advertising · brand · brand character · branding · brands · brandships · briefing · business strategy · creativity · honesty · marketing · phil darby · the big idea · transparency

Britain’s unemployed managers – the solution to SMEs’ problems

Wednesday 17 February 2010 · Leave a Comment

I’m back in the UK for a while and, inspired by the tales of the many struggling businesses in my local area, I’m trying to do my thing for SMEs .  I say “trying”, because, as my Granny used to say “You can’t help folks who won’t be helped”.

Most “small businesses” are small because they haven’t got what it takes to be big.  The deficiencies come in many forms and span all areas of business from lack of key skills like financial, operational management and marketing, to just being plain crap at what you do.  In a normal buoyant market there may be hope for even the least capable, but as conditions are now, if you aren’t sharp you won’t get to play.  As I have said before, this is a good thing.  Its the process of natural selection and we should come out of this experience, as a business community, smarter and better equipped.  However, I have my concerns.

Its no disgrace for an SME to lack a few key management skills.  If you are small, you are bound to be wanting in one area or another, its just a matter of where your strengths lie and what you do about your weaknesses that determines your destiny – that’s marketing.  My worries are two-fold.  Firstly, the natural instinct of far too many organisations in recent months has prompted an alarming HR trend and secondly, the support system for SMEs in the UK is failing miserably – and I’m not talking about the banks who seem hell-bent on some wild agenda to bring down the UK SME sector.

The HR trend I refer to is for firms to off-load senior people in pursuit of short-term payroll savings.  Its may seem an obvious quick-fix, but as I thought we all knew already, it brings only very short term benefit and beyond that its nothing more than the beginning of the end.   It affects organisations large and small in the same way, but simply because small businesses are less robust the effect it has on them is more often terminal.  Taking away managers (provided they are worthy of the title) from any organisation is like removing the rudder and the end result is invariably crash and burn.

In a similar way, organisations that think they are being smart by taking the Arsenal FC approach to business – hiring young inexperienced players and attempting to turn them into key strikers – are on a hiding to nothing too.  Inexperienced staff suck up key management time, involving them in micro-management that leaves them unavailable to perform their main leadership and innovation role.  It is also a customer satisfaction and operational efficiency nightmare that in times like these you just can’t afford.

To make matters worse, there’s nowhere for a UK SME that is short of management know-how, to go for help.  Years ago, a UK government initiative saw the foundation of an organisation called Business Link.  Basically, this was a joint-venture between the public and private sectors that was supposed to bring management skills to SMEs through a network of local consultancies.  Now, I have to put my hands up here and say that if I had my way they’d all be closed down and I bet nobody would even notice – apart from the exchequer who would immediately have a shed-load of cash to do something useful with.  Without exception, every SME that I have encountered, that has had any dealing with this bunch have nothing but disdain for them.  From what I have seen and experienced over the years they fail absolutely to operate as a network, they have no understanding of the realities of business and their methods are both outmoded and inflexible.  If ever there was a depository for no-hope graduates, with lots of meaningless qualifications and absolutely no grasp of reality, its Business Link – a typical public sector organisation in fact.  Anyway, rant aside, expecting Business Link to lead your SME out of recession is on a par with expecting Gordon Brown to win a personality contest – It ain’t going to happen!

Against this background I have been trying to get local politicians, government departments and business groups to consider ways of addressing some of these problems.  For example, most of the smart senior managers who have been victims of business cut-backs in recent months are still on the dole.  The managers with the very skills and experience that SMEs need right now are being paid (albeit a pitiful amount) to watch daytime TV and most of them are resigned to this reality for the rest of their lives.  That’s a fact supported by today’s unemployment figures and under-lined by a live phone-in on the BBC’s Radio Five Live this morning.    I approached one of the organisations employed by the Department of Work and Pensions to deliver Back to Work programmes for unemployed managers with the idea of devising a programme that would bring the need and the resource together and taking it to the DWP to seek funding.  It was like trying to raise the dead!  Rather than apply their minds to making something happen their every effort went into thinking of reasons why it wouldn’t work.  Just the kind of positive thinking we need to get us out of this mess!

I asked my local Tory candidate to help me get something going with the DWP and JobCentres, but got no reply.  I even offered free advice to a local trading group and received no reply to that either.  I approached the local paper and an independent employment agency with the idea of running a seminar for local managers of SMEs and neither were interested.

My mailing to a sample one-hundred local businesses offering them a free consultation that could get them thinking in the right direction had no takers and my follow-up calls revealed that they had mostly been approached by Business Link who failed them miserably and once bitten were put off the idea of consultants forever.

Its sad that our SMEs – our commercial future – are stuck like rabbits in a car’s headlights, while Theresa May the Shadow Work and Pensions Secretary and the Employment Minister Jim Knight, who together have solutions to some of these problems in their gift, bitch about minutia and argue out party politics on national radio.  The inability to run a piss-up in a brewery is endemic in our society and clearly, it goes right to the top!  Maybe we should recruit our next government from the ranks of our unemployed managers?  Now there’s a thought!

Categories: Department of Work and Pensions · Full Effect · Full Efffect Marketing · HR · Human resources · Jim Knight · Job Centre · SMEs · Small and Medium Enterprises · The Full Effect Company · Theresa May · business development · business strategy · change management · ideas · ideation · innovation · integrated marketing · management · marketing · natural selection · phil darby · recruitment

How customer service will drive growth for marketing services firms.

Monday 15 February 2010 · Leave a Comment

It seems that my piece on customer service has been made topical by Toyota who last week received all the wrong kind of media attention as they struggled to make the best of, not one, but two, recalls that seem to have miss-fired on them.  But it does give me an opportunity to quickly revisit the subject, which I feel is too-often paid lip-service and nothing more by organisations that should know better.

The squeaky-clean Japanese may have been undermined by nudges and winks to the media by their competitors, but with the markets being as they are, they are bound to have been looking for any opportunity to snipe away at a competitor like Toyota and the Japs should have seen it coming.  I can imagine the Toyota folks in their war room planning their strategy for these recalls, considering the merits and demerits of holding back while their suppliers manufactured accelerator pedal parts, getting them to their dealers and priming their dealers to undertake the upgrade.  The same with the brake software.  You don’t solve these problems over night and they must have been only a matter of a week or so away from fixing both of these issues in their usual efficient and quiet way when someone spilt the beans and wound up a journo or two, but shit happens and they should have been expecting it.

There is no doubting Toyota’s internal marketing skills though and when your back is against the wall like this its internal marketing that can save your arse.  As I have said many times before you can run a business with a strict set of rules, rigid processes, a stick and a carrot – Communists have run entire countries like this for decades, but we all know where they ultimately ended up and why.  When something comes out of left field the team that wins is the one comprising real experts with a clear vision of what they are trying to achieve, total commitment and license to make decisions and apply their skills how they see fit – that’s what internal marketing gives you.

On a smaller, but still global scale I have been involved with another sports equipment manufacturer recently, who it seems has a problem with one of their products that they have chosen to take a softly-softly approach to.  In this case they appear to have got away with it, but maybe only because their competitors aren’t as smart or blood-thirsty as Toyota’s.  They fixed the problem with a small change in the spec of the product in subsequent production runs, which was easier for them to achieve than a car manufacturer.  If customers spotted the problem with the early examples, they replaced them swiftly with interest.  An approach like this is only possible if you have good internal marketing.  It only takes a few retailers or distributors to short-change a customer with a grievance and you are stuffed.

Meanwhile, in the same week I had a run-in with my bank and received a £100 cheque in the post by way of an apology.  If a bank can get it anybody can, so maybe we are finally beginning to understand the relative value of existing customers and the two in the bush and the part that internal marketing and customer service play in the future of a business.

This brings me to my real point.  I’m still amazed at the scarcity of marketing services firms that recognise the opportunity that this represents for them to buck the trend to declining revenues.  On the most basic level any proposal that an agency puts together in response to a client brief should include an appendix of ideas for taking the campaign to the internal market – its a no-brainer, but most of the presentations I see miss that vital element.  It makes me wonder sometimes what the agencies are thinking about when they try to pass themselves off as “marketing experts”.

One of the most successful pitches I managed for an agency was in response to an advertising brief, but opened with a list of twenty key initiatives that the client could introduce to develop their business.  We prioritised six, one of which answered the original advertising brief.  Three were internal marketing.  All of these initiatives leveraged the fundamental communications skills of any advertising agency.  We covered all six in detail and won the lot!  It doubled the size of the agency and led to two more new large-scale clients and a new business unit.

What we did here was fundamental, marketing #101 – identify your resources and find new ways to apply them.  Any agency deserving a place in the broader marketing community will do this kind of thing instinctively.  Sadly few do and the demise of many speaks for itself but with the lessons of Toyota ringing in the ear of every marketer right now, there’s no excuse for any agency that fails to grab this opportunity.

Categories: Brand promise · Full Effect · Full Efffect Marketing · The Full Effect Company · advertising · agency management · automotive · brand development · business development · communications · customer · customer service · customers · efficiency · integrated marketing · integration · internal marketing · marketing · phil darby