Kur žūsta geros reklamos ir nuo ko kenčia marketingo skyrių darbuotojai
Produktistai ir pardavėjai yra, bemaž, svarbiausi asmenys bet kokioje didesnėje kompanijoje. Jie bendrauja su klientais, pirkėjais, todėl geriausiai žino ko jiems reikia, ko reikia didmenininkams, mažmenininkams, jie žino kas geriausiai parduodama, jie kuria produktus, pirmieji sužino rezultatus, juos analizuoja, vertina, vėliau planuoja ir daro daug daug kitų savarbių darbų organizacijos labui.
Dažnai į produktisto ir pardavėjo pareigas įeina ir reklamos vertinimas kurią pasiūlo reklamos agentūra, ir tai daro ne tiesiogiai agentūros žmonėms, o per savo reklamos ar marketingo skyrių. Aišku, šie komentarai yra perduodami agentūrai, o ši kaip paukštelis pagautas į narvelį, spyriojasi, daužosi į sienas, bet nieko padaryti negali, nes tokia kompanijos personalo politika – įtraukti žmones ir leisti pasireikšti.
Būtent dėl to, kad į reklamos vertinimo ir sprendimo procesą yra įtraukiami žmonės kurių kompetencija reklamoje baigiasi ties jų subjektyvia nuomone šiandien ir matome “two thumbs up” (“du nykščius į viršų”) stiliaus reklamas, o teisingiau pasakius – reklaminius informacinius pranešimus, kurie net nepretenduoja tapti įdomia, įtraukiančia, išsiskiriančia, gražia, - tai kas turi būti vadinama, reklama.
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Kartą su kolega – dideliu bosu iš didelės tarptautinės kompanijos - stebėjome “fokus grupių” tyrimą, kurios metu teko išgirsti ne itin teigiamų atsiliepimų apie mūsų produktą, todėl paklausiau ką šis apie tai mąno – paaiškinimą gavau paprastą ir ištartą ramiu tonu: “jiems moka, kad kalbėtų, todėl viskas yra gerokai sutirštinta, todėl manau, rezultatai visai neblogi”. Žmonės, paprastai, jaučia pareigą kažką pasakyti, jei to jų prašoma esant tam tikroms aplinkybėms – už pinigus, pareigas ar statusą - taip visuomet sutirštinamos spalvos. Juk netylėsi, jei bosas klausia ką tu manai apie “mūsų naują TV reklamos klipą” didelio susitikimo metu! Ar egzistuoja nors menkiausias šansas, kad tokioje situacijoje kas nors atsakys: “Žinote, aš nė velnio nenusimanau kas yra gera reklama. Jūs specai – jūs ir spręskite.”? Sunkiai.
Produktistai ir pardavėjai kaip savo srities specialistai kartu su marketingistais yra itin naudingi pradinėje planavimo stadijoje formuojant preferencijas. Bet vargu ar jie kompetetingiausi asmenys kurių reikia prašyti vertinti reklamos idėjas ir tik pagal tai daryti sprendimus. Reklamos ar marketingo skyrius kompanijoje turi turėti daugiau teisių spręsti kokia reklama turi būti paleista, o produktistų su pardavėjais neturi būti reikalaujama tapti reklamos ar marketingo ekspertais. Juk visiems būtų daug paprasčiau jei visi darytų savo darbą, ir už jį būtų atsakingi.
Is dalies tas tiesa, bet produktisto indelis juk irgi reikalingas. Jis yra produkto "savininkas", todel jam rupi apie ka kalba reklama ir ar teisingai kalba. Tada pasidaro sunku rasti balansa tarp reklamos kokybes ir kalbejimo apie produkta vertinimo.
Tikra tiesa. Svarbu planavimo procese susiformuluoti tikslus, žinutes, o tada bus paprasčiau.
Galima klausti "kur žūsta GEROS reklamos"?, bet tas žodis GEROS yra labai subjektyvus. Kas atrodo "gera" kūrybinei agentūrai nebūtinai atrodys "gerai" produktistams. Kas iš jų teisus - abu ir nei vienas. Viskas šiame biznyje subjektyvu.
Produktistas visada norės, kad viskas atrodytų kuo paprasčiau, kad net ir durniausiam klientui viskas būtų aišku kaip 2×2. Kūrybinė agentūra visada siūlys meniškesnį sprendimą, nes kaip žmonės jie dažniausiai bus meniškesnės prigimties.
O rezultatas - mano nuomone - visada bus geresnis tais atvejais, kai tiek produktistai, tiek kūrybininkai bus linkę tartis ir bus "protingesni" žmonės. Jei nors vienas užsispirs dėl savo nuomonės teisingumo - nieko gero nesigaus.
O tiek agentūros, tiek produktistai, deja, užsispiria vienodai dažnai. Tik to niekada nepripažįsta :)
… ot kad taip is tavo lupu dievui, atsiprasau, klientui i ausi, nasa …
kiekvienas turi daryti savo darbą. vieni padaryti aiškų 'bryfą', kiti pagal jį (arba dar geriau nuo jo) kūrybą ir t.t. ir pan.
antraip. pakuočių gamintojų nuomonė irgi svarbi - juk jie daro pakuotes!
Jau nuo tokiu agenturu verkslenimu bloga darosi: niekas ju neklauso ir nesupranta… Jus geriau pasiziurekite, kas tose agenturose darosi, o po to tik kelkite klausima, ar ne pagristai klientai jumis nepasitiki. Paziurekite, kas dabar vadovauja projektams agenturose (jei isvis yra kam vadovauti) - jaunikliai projektu vadovai, kurie keiciasi kaip kojines ir tik viena pramokyk per kelis metus dirbti, tuoj jis pasikeicia ir ateina kitas. Dar daznesne tendencija - projektu vadovas aklai paklusta menininkams-kurybininkams, persiuntineja ju argumentus tiesiai klientams net nebandydamas tam kurybininkui apginti kliento pozicijos. As suprantu, kad tiems menininkams pardavimai isvis nerupi, bet ir idejas pasiulo kartais tokias, kad neparukes zoles nesuprasi.
Gal Dienos duona galetu kada nors pateikti pavyzdi apie idealu agenturos ir kliento bendravima? Gal vis delto yra Lietuvoj situaciju, kai abu partneriai patenkinti tuo bendradarbiavimu? Ar tera vienintelis pasitenkinimas - pilti mesla vieniems ant kitu?
o kas čia rašo? įmonės "all stars" marketingo vadovas? :) kartais, kai paskaitau kliento pusės "argumentus" (pats esu arčiau agentūros), prarandu norą diskutuoti, nes jaučiuos ne savo vietoje - tai, kas sakoma apie agentūros darbą man taip svetima, kad net blogiausioje agentūroje, kurioje teko dirbti, to nėra. pavyzdžiui, agentūra atneša neva tai 'afygienų' idėjų, kurios "ne į bryfą" ir pan. gal būtų įdomiau, jeigu varydami vieni ant kitų minėtume pavadinimus? o tai dabar kažkas pavaro ant uab "gera reklama" kūrybininkų, o kai kas ima ginti visų padorių agentūrų garbę :)
Nezinau, nei kokiose agenturose, nei pries kiek metu esi dirbes, bet pasnekek siandien su bet kurios TOP10 agenturos vadovu del personalo - isitikinsi, kad siandien situacija liudna sitoje rinkoje.
"tai, kas sakoma apie agentūros darbą man taip svetima" - galbut per tuos laikus, kai tu dirbai agenturoje jau daug kas pasikeite? Kiek siandien dirba tu paciu projektu vadovu, su kuriais buvai kolega? Paklausk Svyturio, kiek per paskutinius 2 metus jiems pakeite DDB projektu vadovu. Busi maloniai nustebintas :)
Laba diena! Galima pagalvoti, kad ŠUA rokiruotės nevyksta? :) Tik prisijaukink vieną "brand manager'į", o jį jau keičia kitas :D Judėjimas/ "promotinimas" (atleiskit, tik iš tingėjimo neverčiu, bet labai dėl to gailiuosi) vyksta visur ir visada. Žinau, kiek iš agentūrų išeina žmonių ir, žinau, kas ateina. Būna įvairių variantų, bet bent pusė atvejų - migracija iš agentūros į agentūrą. Matyt visur skirtingai - tam tikra prasme išėjau iš šios srities vis prieš kelis mėnesius, tad..
cia gal bus idomu - apklausa apie lietuviu poziuri i vizualini dizaina: http://www.apklausa.lt/answerform.php?form=13539
o kai uzpildote dar ir rezultatus parodo
būtent taip, kaip aš ir rašiau - užsispyrimas, kad "būtent mano pozicija teisinga" ir jokio noro suprasti vienas kitą ar surasti kažkokį kompromisą.
kol "agentūros projektų vadovus keis kaip kojines", o "klientai nesugeba užpildyti briefo", tol tokią situaciją ir turėsime.
ir niekas nesikeis…
Idomi diskusija uzsimezge tarp kliento ir agenturos. Tokia is amzinu diskusiju serijos:) nesusilaikau ir iterpsiu ir svao trigrasi.
Pats darbuojuosi agenturoje. pakankamai stambioje, kad galeciau kalbeti apie top klientus, pakankamai ilgai, kad galeciau kritiskai pasiziureti tarpusavio santykius, ir pakankamai aukstose pareigose. Ir sad but true, kliento argumentai stipresni nei pauliaus. pauliau, sorry, bet kol kas tavo argumentacija yra is serijos "patys jus tokie".
Visoje Lt siandien nemaza kadru kaita, bet agenturose is tiesu dazniau nei pas klientus pasitaiko atveju, kai dirba zmones be dideles patirties - ypac zemesnese grandyse. ir nieko nuostabaus, kad jie ne itin sugeba klientui pateikti itikinamu paslaugu.
Pasitaiko ir tokiu atveju, kai klientai gauna pasiulymus, paruostus per valanda - nors agentura turejo darbuotis prie to menesi. Pasitaiko atveju, kai agentura zutbut gina sao pozicijas - vien del to, kad investavo labai daug laiko i pasiulymo parengima, ir px, kad klientas sako ne - projektu vadovas zino, kad ideju daugiau nera, kad ju gal ir atsiras, bet teks sugaisti trigubai daugiau laiko o spaudzia dar 10 dedlainu, kad darbas taps nepelningas, kad virsininks reks - ko nepardavei…
Bet tai is tiesu nera vien agenturu problema. Tiesa sakant, tai yra klientu problema - nes juk klientas finale skaiciuoja, kiek uzdirbo. ir nuo to, kaip jis dirba su agentura, priklauso rezultatas, kuri jis gauna. o bendram darbe kaip seimoje - turi stengtis abu.
Pabandziau apzvelgti kelis tips & trics, katrie padetu isspresti gera puse problemu.
1. Klientas visada teisus.
Ne del to, kad jis moka babkes, o del to, kad jis asmeniskai atsakingas uz produkto sekme. Agentura tiesiogiai uz tai neatsakinga ir jos neisdulkins virsininkas, akcininkai ir dar kas tik nori uz tai, kad kampanija nepasieke planuotu pardavimu. O marketingo zmogeli isdulkins, ir todel butent jis dienos gale turi priimti lemiamus sprendimus. tuos sprendimus priimti daznai buna sunku, todel reikia suprasti vargsa klienta ir jei jis pasake ne, ne tai ir reiskias ne. Nes jis tam turi priezasciu. Agneturos darbas - jas issiaiskinti, geriausia is anksto.
2. Ar tikrai zinom, ko norim?
Agentura turi visada prisiminti, kad klientas neteisus tada, kai jis formuluoja uzduoti. Pasitaiko, kad uzduotis buna suformuluojama per 15 minuciu - ka gi, visai imanoma, kad tokias atvejais prapuola kazkas svarbaus. Pasitaiko, kad uzduotis buna neissami arba sunkiai suprantama. Dar pasitaiko, kad klientas formuluoja viena dalyka, taciau is tiesu jam reikia visai ko kito - bet yra zmogiska uzsiciklinti savo problemose ir nepamatyti viso paveiksliuko. Agenturos darbas tada turi buti simple - klausineti tol, kol uzduotis ir tai, ko klientui reikia, taps clear kaip 10 dievo isakymu. Ir ne tik agenturai - lygiai taip pat svarbu, kad tai butu aisku ir paciam klientui. Kartais tai reiskia, kad kliento uzduotis po detalaus aptarimo visiskai pasikeicia. Bet jau geriau tegul ji keiciasi meeting roome pries tai, kai parengtas pasiulymas, o ne po menesio darbo.
3. Decision makers.
Kalbetis reikia su tais, kurie priima sprendimus. Ne karta pasitaike, kad uzduoti formuluoja "marketingo mergaites" "megaiciai". no offence - cia ta termina vartoju apibrezdamas varykscius studentus, kurie nusipirko blizganti slipsa, isirepeckojo i madinga kostiuma ir dabar jauciasi igije valdzios. Rezultatas dazniausiai toks - jie retransliuoja agenturai tai, ko nori ju vadas, patys nepriima sprendimu, agenturos darbus ir argumentus retransliuoja savo virsininkui. Tu argumentu jie, kaip tarpininkai, dazniausiai nesupranta arba iskraipo, ir finale durniaus vietoj lieka agentura. Todel agentura briefinti arba dalyvauti procese turi marketingo skyriaus sefas arba jei tokio ner - pats imones vadas. tas pats tinka darbu vertinimui. Pats kazkada susiduriau su situacija, kai dideles imones marketingo berniukas per rezultatu aptarima i klausima, kodel darbai netinka, jei ir poreikius, ir eiga su juo suderinom, atsake "nieko as nederinau ir nieko netvirtinau". Nu ka su tokiu kalbet.
4. Pasiulymas klientui - jei nori, kad tave aptarnautu kietas projektu vadovas, tai ir mokek uz ji. As pvz agenturoje galiu rinktis - samdyti studenta uz 1 000 ar kieta speca uz sakykim 10 000. Bet jei finale man klientas moka uz studenta, tai jis ir gauna studenta. nes agentura, kaip pelno siekianti organizacija, turi ne tik algas ismoketi, bet dar ir mokescius, biuro islaidas ir bla bla bla pdengti, ir navaro metu gale gauti.
5. Galiausiai - tiek klientas, tiek agentura turi sneketis tarpusavyje. Nes buna, kad klientas duoda uzduoti (kuri nebutinai teisinga), gauna rezultatus (pagal uzduoti), lieka nepatenkintas ir bega keist agenturos. Bet finale - nesvarbu, su kuria agentura tu dirbi, top agenturos tau pagamins is esmes tos pacios kokybes produkta. gal skirsis ideja, gal kaina bus 10 % didesne ar mazesne, bet is esmes gausi ta pati.
Labai puikiai isdestyta problemos esme. Tik liudna, kad situacija negeres.
Budamas kliento (nors man norisi sakyti uzsakovo) puseje, kiekviena diena matau tokius marketingo berniukus/ mergaites, kuriems marketingas baigiasi lygiai 17 val. uzdarius ofiso duris. Jokio noro tobuleti, skaityti papildomai, suprasti kas reklamoje veikia, o kas ne, kaip briefinti, bendradarbiauti.
Toli grazu ne visi marketinge yra tie mergaites/ berniukai, bet ju labai daug.
nedaug ką galima pridurti - nebent pasakyti komentarą prie 4 punkto "studentas už 1000 vs. specialistas už 10.000":
aš pats nemažai laiko praleidau vienoje iš didžiausių ir aktyviausių marcomm'o požiūriu Lietuvos įmonių ir, mano nuomone, problema yra kiek kita.
Pasirenkant agentūrą ar priimant sprendimą strateginiame (svarstymo ką darysime) lygmenyje agntūrų projektų vadovas dažnai atsitempia savo bosą aka "specialistą už 10.000", jis kalba protingai, sugeba įtikinti, parduoti, patarti - to pasekoje agentūra ir klientas susitaria dėl strateginių krypčių. Abu patenkinti. Abu mano, kad bus puikus rezultatas, tereikia tinkamai įgyvendinti dalykus, kuriuos nusprendė.
Bet šio sprendimo įgyvendinimo metu "specialistai už 10.000" tiek iš agentūros, tiek iš kliento pusės į procesą įtraukia "studentus už 1.000". Ir įtraukia žymiai labiau nei reikėtų/planavo. Dėl milijono priežasčių. Ir rezultatas gaunasi toks, kokį sugeba padaryti "studentai" - ir ne dėl to, kad jie kažką specialiai daro neteisingai. Jie stengiasi, bet jų žinių ir patirties bagažas yra min. 5 metais mažesnis.
O tada "specialistams" galutinis rezultatas nepatinka - tai natūralu, nes kiekvienas pradinių derybų metu nesąmoningai galvojo, kad procese tiek jis pats, tiek kitos pusės "specialistas" dalyvaus (contributin's - atsiprašau ;)) žymiai labiau/daugiau.
Turbūt vienintelis vaistas nuo to - aiškiai tokius dalykus aptarti tikslų nustatymo ar pirminio susirinkimo metu.
Bet turbūt tai tik teorinis variantas - pats šiuo metu esu jau nebe kliento, bet agentūros pusėje. Ir matau, kad tai padaryti o kaip sunku.
Pauliaus argumentacija yra "ne kol kas", bet amžinai nekintanti - gauni tai, ko nusipelnei. Tai galioja ir agentūroms ir klientui. e.f.i. lyg ir pats/-i patvirtina tai punktu nr.4.
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