I don’t want to work on another project again, where my team end up riding the rough waves of a client’s reluctance to let go of their ego and give the reins to a consultancy who will put their business first. Fudgey projects are hard to service because they ALWAYS take up more time than you estimated. Then a point comes where sweat labour is written off just to get the project over the line. Tension mounts in the studio between my team members and sometimes things get heated because I have to balance the client’s demands over what the team signed up to do. Normally, I end up taking cash away from the margin, which is not fair.
The solution is brutal but fair, it sorts the men from the monkeys, the gold from the fool’s gold and the women from the ladies.
My new solution is to stamp all potential client proposals and RFPs with my stamp of the trust and integrity. Even if it means they read something they don’t agree with and walkaway. At least they know I’m not going to help them fudge their work up; and they WILL REMEMBER my brand if such a time comes when they want to combine their potential with our unstoppable creativity and problem solving.
Here’s an example of part of our latest RFP:
Our conclusion contained within the RFP dives into the following speculation derived from our experience:
‘If suppliers price up the whole proposal with the current information that’s been given, they will be giving you what you think you need. Rather than you utilising their expertise helping you maximise your objectives. The result will not be controlled, therefore sloppy work and lapse of processes will occur.’
Why would a company be seeking outside help if they can do it internally? And why would a company want to end up with these kind of conflicts with their supplier?
1. Poor Performance or Service
2. Poor Communication
3. Unrealistic Demand by the Client
4. Personality Conflicts
5. Personnel Changes
6. Changes in Size of the Client or Agency
7. Conflicts of Interest
8. Changes in the Client’s Marketing Strategy
9. Declining Sales
10. Conflicting Compensation Philosophies
11. Changes in Policies
Time for a change
The client/supplier relationship has to change, it’s generally woefully challenged with at least a few of the above problems. It’s what’s led to to the advertising industry’s dramatic drop in revenue – The cloak and daggers mentality on both sides playing with cash and resources they don’t own.
Businesses that seek to maximise their supplier relationships are the ones becoming more successful, as they’re more agile. Just last year working for a global brand, I forecasted that if they didn’t dramatically change their creative and operational processes; and the way they administered their online presence, they’d lost a fortune… They called me aggressive and then lost 2 territories. The reality was that I cared more for their brand and operation than they did. My sacrifice was that I lost out on time with my family and the things I enjoy to service their requirements. The line in the sand is drawn. I’m not one for business etiquette or the ‘way’ to do things. This simply doesn’t wash anymore for businesses that want to advance at light speed. Drop your ego and we can do good business together.