copywriting

Hydrogen versus Bernoulli

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People often wonder where ideas come from.

I like to think that all ideas are just sitting there, waiting to be discovered rather than created out of thin air as one might suppose.

Creative people just spend more time looking for them.

We’re like those people who suddenly got obsessed with Pokemon-Go and were out walking round parks at 2am.

The thrill of finding one is addictive and you get better at it, the more you do it.

And by creative people I mean inventors, research scientists and entrepreneurs too.

Ideas tend to be the meshing of two seemingly disconnected concepts to make a third new one.

Shop mannequins and suicide. Ear inspecting devices and human trafficking, country citizenship and trash.

(And in the case of Pokemon, gaming and treasure hunting.)

When you see a really great idea, one that you’ve either done or wished you’d done, it’s partly a feeling of elation but also recognition that makes it so thrilling. Like, damn, of course, it had to be that idea.

Like that moment on Long lost family, when a daughter finally finds her mother who gave her up as an infant. It’s kind of instant and overwhelming.

In advertising our particular species of idea usually rely on a universal insight, which are similar in that we recognise something familiar in it. When a comedian remarks on something about your life in a way that you’d never considered before but had seen every day and a thousand times, its partly funny because you recognise it, but also because you hadn’t recognised it.

They didn’t invent it, they just found it by looking through a different lens to yours.

Which brings me to flying, boats and hydrogen.

When I was a child my parents great friends, David (RIP) and Carolyn Ezekiel, owned a yacht which they kept in Chichester.

They’d sail around the Solent, the stretch of water between Portsmouth and The Isle of White, most weekends and would take longer holidays in it down to the Mediterranean in the summer and when they eventually retired they would live in it six months of the year in warmer climbs.

My recollection of it was always on a cold, wet weekend in March.

My father loved being invited to spend weekends on it, my mother hated anything that floated apart from possibly the ice in her Bacardi and Coke, so Dad would often take me or my brother or sister.

I do like boats and the sea, but unfortunately they won’t tolerate me. I would usually be a queasy shade of green before we got out of the harbour.

But I remember one weekend when I was about twelve, sat in that small cabin moored up to all the other yachts somewhere in the Cowes marina, listening to the mast ropes clang in the wind, when David asked me if I knew how they discovered flight?

The Marina at Cowes, Isle of white

No, I replied.

Basically it’s sailing.

Wait, what?

The same principle that drives a boat forward, (Sails and keels, like airplane wings, exploit Bernoulli’s principle), is exactly the same principle that lifts a Jumbo jet in to the air, albeit with more thrust.

Don’t quiz me on details.

This was an idea that had been sitting there for thousands of years, obvious really, but nobody- not Columbus, the Vikings or the great British Naval fleet or De Vinci had figured it out.

Because they weren’t looking the right way at the problem. That is to say, the wrong way.

The scientists got to air-ships filled with Hydrogen, because hydrogen is lighter than air, then helium took over, before they got to the principle of a sail turned on its side.

They realised hot air was lighter than cool air and that could maybe get us round the world in 80 days. That was pretty clever.

But not so much flying like a bird as a weather balloon.

It took the invention of the combustion engine combined with Bernoulli’s principle to get man off the ground like a bird.

This revelation completely blew my mind.

How could we not have seen what was right in front of our eyes for centuries?

That’s how we need to think of creative solutions. People often say ‘look at it sideways’, in the case of flying that was literal.

The problem is we too often settle for hot air balloons, or huge inflammable zeppelins for our concepts. They’re not a bad solution to being in the air, but they don’t have that sublime simplicity of flying like a bird.

And clients can be wary of bird flight, they prefer the scientific certainty of a balloon filled with helium.

So the question is, is that idea sat on your desk going to get your brand to soar or tootle your way round the world in a top hat?

 

 

 

Judgement day

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For those of you who’ve sat on the PM society jury in the past you’ll recall a big drafty room at the BMA in Russell Square and two days out of the office, walking round a room peering at rounds and rounds of cardboard.

This year, like many awards shows, most of the judging took place online, streamlining the process in to one day of robust opinions with the location transferred down the M4 to the Crown Plaza Hotel at Heathrow.

When I remember the first time I rolled up at the PM Society lunchtime bash at the Grosvenor Hotel a few years back, it was mostly print with a few digital pieces starting to creep in here and there. A documentary was seen as breaking important new ground.

This year I was lucky enough to be the PM head judge, and I must say I think the standard of work has steadily improved year on year and reflects a steady growth of creativity in what we do every day at the coal face.

The PMs has always suffered in a lot of creatives minds for having less prestige than some other shows.

Why?

Because there must be a winner in each category, so it removes the possibility of the Craft judges only awarding (what would have been in most other shows a bronze) a bronze.

Sometimes that’s hard to get your head around.

Fortunately this year the Golds popped out, I can’t recall a single discussion in any category about what was Gold.

These days there are quite a few high production films, both animation and live action, that wouldn’t look out of place in a consumer show, some exquisite digital design and even social media campaigns.

This year’s jurors also numbered several previous Cannes judges, which might have seemed unlikely a few years ago.

Nevertheless, some entrants still do themselves no favours.

Let me give you some tips.

If you are preparing work for any awards jury, I ask you to consider that usually those juries are curated from the industry’s Creative Directors.

That means….

We don’t need to see the shoot, most of us are familiar with a set, editing software and lights. It’s less impressive than you might hope.

Unless of course, the technique is part of the idea.

But don’t include the whole story of how you came up with it and how much effort it took to produce, no timelines please. It might impress clients and new biz prospects, but save the backroom insights for them.

Why? because I don’t care. I’m judging the idea and the craft.

So get to the problem and then the idea as fast as you can.

If you have a digital piece, like say even an idetail, don’t just upload all the pages as a series of jpegs. Trust me, nobody has the time to try and figure out what the UX was. Make it as painless as possible and help us love it as much as you do.

As a rule, people presenting the idea to camera, be it agency CDs or Clients is really boring.

Imagine something really boring, then imagine something more boring than that.

You can say it’s a fantastic new idea that people loved but it won’t help. We’ll be the judge of that thank you very much.

I say this with all the genuine understanding of the difficulty that making case history films involves.

And I know not all entrants are agencies, but all entries are equal when it comes to the jury room.

So anyway, I hope this helps.

My thanks to all the jurors who gathered at the Crown Plaza this year, I hope we did all our entrants, organisers and sponsors proud.

And if you got nominated, congratulations. I’ll see you in January.

Have a fab non denominational seasonal holiday break and a happy New year.

 

 

 

 

 

When your concept is taken Hostage

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So you have a great idea and you’re all excited to present it, this could be the big one! The meeting goes well enough, they like it, you high five anyone who’s passing the meeting room.

A couple days pass and then come the list of amends.

They’ve shown some key stakeholders, they’ve shown their team, the guy in the canteen and a passing doctor and a medic. And they want to see some changes and they want them done now!

It’s like someone’s taken your idea hostage.

The client is hold up inside the bank and they want a helicopter now or the idea gets it.

Now comes the drawn out negotiations and just hoping your idea survives and no one gets hurt.

The one time chief hostage negotiator for the FBI, Chris Voss, writes in his book ‘Never split the difference’ about some of the methods he uses to get the outcome he wants without compromise.

He calls it Tactical Empathy.

This intrigued me, he makes it clear a lot of the skills are transferable to business, but advertising and creativity?

Well, why not.

Like all human interaction his premise is based on empathy, not sympathy or agreeing, but listening more than talking and making the hostage taker feel like they are in charge and making all the decisions.

Sound familiar?

I recently had an experience where I could have done with Chris when dealing with what I can, with absolute certainty, call my worst client experience ever.

I couldn’t see the other side of the story as it seemed just pure lunacy, but with hindsight I wish I had.

To cut a long story short, we’d pitched and won with a particular idea that all the stakeholders liked.

Bingo, an idea straight from pitch to production. Never happens. We’ll get right on it.

Then the main client climbed aboard our concept and took the whole process hostage. He wanted his photographer and his CGI guy to do it all and he assured us he knew what he was doing.

His guys were cheaper and good enough.

This was one of the situations that Chris Voss calls a ‘Black Swan’. Most hostage negotiations follow a similar pattern, but occasionally you get someone who wants to ‘die by cop’ and doesn’t follow any normal pattern.

We were suddenly camped outside the bank with a loudhailer and a sweaty Al Pacino threatening to kill everyone. (Extra points if you get the film reference)

We said we’d consider these guys for sure, we’re all about collaboration, so we’d talk to them.

When we called we discovered he’d already briefed them anyway.

One hostage down.

I usually pride myself on being able to talk a client round to my way of thinking a lot of the time, but on the day of the big ‘powwow’ when we were politely putting our case for using an agency for what they’re good at, I could have done with a little more of Chris Voss’s technique and less of my performance as a scandalised prima donna.

I have a lot of patience and it takes a lot to anger me, but wilful disrespect of our creative skills and process will kinda push my buttons, I must say.

But there must have been a way round it, I just couldn’t see it.

Could a hostage negotiator have faired better?

So here are some of his techniques, in a very brief and inadequate list which I’ve tried to translate in to a pharmaland scenario.

  1. Deference, don’t make it all about you. let the client feel they are the expert and play down your own expertise. People love to talk and they will give you nuggets of information that you may not know about but could help your negotiation. This will give you leverage.
  2. Establish rapport by mirroring what they say, not their physical actions. “I want you to make the data bigger”…”the data bigger?” This can be surprisingly effective at just making people feel you are on their side and understand their issues.
  3. Re-burden the client with their own problem. So if they ask that you do an impossible change, ask ‘how am I supposed to do that?’ Or if it’s an impossible deadline request, “how can we do that?” This keeps them feeling they are in charge but with only the illusion of control.
  4. Instead of saying a flat NO to a request, illicit a more positive response by labelling the problem.”it sounds like you don’t like this idea.” People are inclined to answer with a “no, no…I do like it” rather than outright trashing it. Or “it seems like you want this idea to be all about the data” “No, that’s not it” This style of question has the benefit of leaving you and your personal feelings out of it, it’s not about you, because ‘me and you’ can make it quite combative and we’re not looking for combat.
  5. Don’t go for a YES. Sales people and sales books often are about getting to yes but people often say yes to things without meaning yes (think of how you might get a salesman off the doorstep by saying yes, then cancelling right after) get them to say NO. “It seems like somethings holding you back.” “No, not all” People often will let their guard down if they feel understood.
  6. Get emotional permission to allow them to buy. What you don’t want to hear from your client is ‘you’re right’. Think about it, when you tell someone they’re right it’s usually because you want them to shut up or go away. Real buy-in comes from ‘that’s right’. Think of when you hear a politician you agree with, you point at the TV and say ‘that’s right’.
  7. People are wired to be loss averse, so losing is a safer bet than winning. $5 gained is meh. $5 loss is terrible. Think what the client stands to lose by not buying your idea or your services.

There’s a ton more stuff in his book, which even if you have a passing interest in psychology you should read. Maybe you can find ways of applying it to your creative meetings and get that idea past all the hurdles.

The hardest part of what we do is getting our work from concept to the finish line in recognisable form, with the idea intact, so if we can empathise more with our clients, not necessarily agreeing with them, together we can turn a hostage situation in to a peaceful exchange.

Of course, occasionally we may need to deliver a holdall full of cash to a secret location and a helicopter to Cuba, but hey, that’s advertising.

 

 

 

How you see the Gillette ad is like how you see Ferris Bueller. Kind of.

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I love an online furore, me.

Have you see the new Gillette advert? Boys will be boys? It’s been hard to miss.

After all the campaigns empowering our mothers, sisters, and daughters – from This girl can to Like a girl to Blood normal us chaps finally have our own bonafide ‘purpose’ campaign.

Except this one is for Gillette and the other campaigns were for um…bodyform? I dunno.

But let’s leave aside whether purpose based campaigns are worthwhile for now. In Healthcare we take a brands purpose as a given, improving lives, saving lives, but in consumer it’s still a point of contention.

Either way, Gillette has 50% of the razor market, which ordinarily would make this kind of decision – to get stuck in to a political arena – unthinkable, because why risk that massive brand leadership position to virtue signal?

Which makes their decision all the more brave, stupid or smart, depending on whether you see the ad as half full or half empty.

Because whether you identify with the men being ‘corrected’ or the men doing the ‘correcting’ determines how you see the film.

If you don’t see how identifying with characters makes a difference to your interpretation (of anything) try watching a favourite film from your youth, thirty years later. When I first saw it I, like you I dare say, thought Ferris Bueller was the coolest kid ever. Thirty years on and all I can feel is the horror of a father whose precious Ferrari is trashed by some spoilt kids who aren’t taking their education seriously.

I was first made aware of this new Gillette campaign over my porridge when an incensed Piers Morgan had a tantrum on ITV, here on UK breakfast TV.

It’s my own fault, but BBC breakfast is quite the snore-fest.

Of course, Piers spectacularly missed the point of the commercial and thought it was about not being masculine. He was in the glass half empty camp and only saw men being corrected. How very dare they.

In terms of identifying, make of that what you will.

Because Piers (and quite a lot of other online-people too apparently) clearly thinks evolving from a pre #metoo male in to any kind of aware human being means being all weedy and not beating up softy types and not being able to pinch girls bottoms, catcall and mansplain all over the place.

Clearly some of his favourite things to do and a definitive mark of a man* (*Old Spice strapline 1970’s BTW)

I quickly started scanning twitter responses. The anger was pretty substantial, it must be said.

“I will never use Gillette products again!”

“it’s an attack on manhood and masculinity”

Were just some of the comments I’ve made up, but accurately sum up the reaction.

But does that mean it was universally hated?

Have you been on twitter recently? As someone in my office pointed out, the kind of people who get incensed about this kind of thing all live on Twitter and the comment section of Youtube.

So is there a silent majority who would actually champion this kind of brave and purpose driven marketing – or at least the message at its heart – but who just don’t tend to bother shouting in to the internet’s infinite void about it?

Maybe.

Going online this morning (the day after) and the tide seems to have changed. The supporters have come out in force. Yesterday it was 10 attackers to every 1 defender in terms of thumbs up or down on Youtube. This morning it’s down to 2:1.

Not a knock out punch but a definite bounce back. (assuming there’s not been any shenanigans with the numbers)

So, call me controversial, but I want to show Gillette some love.

They’ve taken a sensitive issue and been brave enough to nail their colours to its mast. Good for them. What better brand to do this?

And what better time?

Three years ago this campaign would have been unthinkable. Today it’s controversial, in twenty years time it will seem quaint.

I mean think of how far we’ve come since the 50s.

Advertising has always reflected our society. Always made semi political statements, even without knowing. After all, there was a time when these ads were perfectly acceptable and seen as funny even.

When brands realised they were out of step, they changed. Perhaps this is what Piers thinks appeals to real men and mourns these campaigns?

I doubt it.

Okay, the Gillette ad is a little cheesy for my British palette, it looks a little like the agency presented the mood reel for the strategy and the client pointed at the screen and said let’s run it!

And I found parts of it a little patronising. Plus I wish it had been handled with a lighter touch. It is quite a blunt instrument with no nuance or subtlety.

But I must admit I identified with the men trying to do the right thing more than the men who weren’t.

But it wasn’t always so.

In my youth I’m not sure I was as aware of what I said and did as I am today, more through ignorance than malice. Age, experience and this whole movement has made some of us question our actions, but more importantly see what we hadn’t seen before.

Maybe I won’t comment on what she’s wearing. Maybe I won’t make a dick joke. Maybe I will listen more and not interrupt.

Most men try to do the right thing. But also most men are a product of their upbringing.

I grew up in the seventies, when it really was a man’s world, admen were men, clients were men, and so were the women (to paraphrase an 80’s Leagas Delaney Timberland ad). Today’s young men have the benefit of a somewhat more balanced media world and have been exposed to opinions and messages that emanate from a more diverse range of voices.

The seventies and eighties style Gillette ad, glossy women fawning over square-jawboned men would simply not resonate with our sons today. They’re as outdated as those 50s print ads.

And literally nobody ever talked about Gillette ads back then. They were sometimes parodied or spoofed, but as advertising campaigns they were like toilet roll or cat food, just something glossy to reassure you they worked well enough.

Now suddenly Gillette is relevant. Topical and has purpose.

Suddenly it’s the number one trending topic on Twitter.

As any adman will tell you, getting noticed is the first and most important thing any ad has to do. Without that, everything else is meaningless.

So are the predictions of brand suicide without merit?

Mark Ritson in Marketing week:

“…But in Gillette’s case there is a bigger price to pay. There is a special place in marketing hell for companies that not only waste their marketing budgets but actually invest that money into things that ultimately make their situation much worse. That’s going to be the cost of this foray into brand purpose for Gillette.

It has spent its own money to make its still excellent commercial situation indelibly less positive at a time when it can ill afford the misstep, given the many alternatives vying for its sales. And for that we should stand back and appreciate what might turn out to be the worst marketing move of the whole year.”

It’s an interesting article and I can see his point, but I for one will be renewing my purchase of their blades. They work well enough, so what’s not to like?

We’ll see how Gillette sales do over the coming weeks and months.

But bear in mind this:

People always hate change, when Heineken famously dropped doing beer campaigns with ‘busty barmaids’ ( a phrase that’s all but died out it’s just occurred to me) their research groups were up in arms. Heineken refreshes the parts that other beers cannot reach??? what a load of bollocks, they said, bring back our barmaids!

And yet, it became one of the greatest ad campaigns of all time – at least in the UK.

So, if the Gillette ad makes someone think twice before saying or acting inappropriately and link that action back to the brand, then all well and good.

And so what that it’s a mere razor brand who is doing that. Their brand relies on ‘The best a man can get’ and if that meaning has to change from adoring women and fast cars to a higher standard of behaviour, then that’s moving positively with the times.

And I suspect that the customer base that Mark Ritson worries will desert Gillette on point of principle will un-ruffle their feathers soon enough when they realise that not being an asshole is actually an ok thing to be.

Apart from Piers Morgan obviously.

 

 

 

 

 

 

 

 

 

 

 

Confessions of an awards tart.

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I’ve been honoured and lucky enough to have been asked to sit on three awards juries this year. Cannes Pharma, LIAs Health and I’ll be attending Clio Health in November. I was asked to be on the Globals but although … Continue reading →

The Bieber guide to pitching.

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The approach is this:

You simply do whatever you need to, present the kind of work you suspect they will like and then get the client round to an idea you like once they are through the door and you are fully appointed.

So why Justin Bieber?

Think of it like dating.

If you want to woo a girl (for the sake of this blog) and she likes Justin Bieber you say you love JB too – how amazing! and you buy two tickets for his next show because, you know, you are sooo all about the Biebs.

You go to the concert, put up with the music and the screaming girls, but woo her with the whole ‘we have so much in common’ pitch, and as she gazes in to your eyes longingly, you kiss her to the sound of ‘As long as you love me’ in the background and then, theoretically, you live happily ever after.

Simples.

Until the next time she suggests Justin is in town and she has got some tickets.

Aaahh crap.

Greeeeaaaat. Can’t wait.

You can’t now say you actually can’t stand him, she would consider you a complete fraud, so you go and keep going and buying the albums and listening to him on long car journeys and then one day it all gets unbearable and you get very drunk and admit, in a slurred yet frenzied mental breakdown, that you always HATED him and if you have to go to another concert of his or listen to one more bar of his you will literally cut off your own ears and stuff the remaining ear-hole with parts of disused flip flops!

In floods of tears she can’t believe she has been so stupid as to fall for this sham of a relationship and she storms out leaving you heartbroken.

That’s one way to pitch.

So it might have just been better in the first place if you’d just explained that actually Ed Sheeran is more your cup of tea and risked not winning her over.

Or maybe she actually had never heard Ed Sheeran and actually quite likes him now that you made her a playlist.

So, fellow pitch losers, when you receive that ‘you came a close second’ call or email, maybe it’s ok.

Maybe you just dodged a bullet.

Sooner or later you would have cut your own ears off and had no flip flops.

Real success, both creatively and financially, comes when both parties like Ed Sheeran or led Zep, or Beyonce or whoever.

If you think what you are presenting is right – whatever the outcome, then losing a pitch is actually winning if you look at it the right way.

And when you actually win that pitch, well, it’s all the more sweeter.

Plus, as the Biebster would say, there’s one less lonely girl.

 

 

 

 

Pharma’s invisibility cloak.

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In the Harry Potter books, why we ‘muggles’ don’t see all the weird magical stuff happening around us is explained in one simple line.

‘Muggles see what they want to see.’

A similar myopia seems to pervade consumer advertising and Healthcare advertising.

Maybe I’m being sensitive.

Apparently, there were actually two whole categories at Cannes that happened the same week as the rest of Cannes, had work exhibited in the same basement as the rest of Cannes and actual agencies won golds and silvers and agency of the year awards and……noooooobody noticed.

You had to go through a door in an invisible wall to a strange alleyway, apparently.

How do I know this?

Well, in this month’s Campaign – the leading advertising publication in the UK – an article by the ‘Global editor-in-chief’, no less, Claire Beale, in a piece supposed to soothe our bruised English national pride after the world cup, and get us all fired up about the creative talent on our shores, pretty much confirmed it.

In the article she rightfully championed every achievement by our consumer cousins at Cannes. (It is comforting to know we were still good at something even if the football didn’t work out how we thought.) heaping praise on the awesome achievements of Adam&Eve DDB among other notable agencies.

But somehow we had our invisibility cloaks in full working order and there wasn’t a mention of any successes in the Health and Wellness or Pharma categories for some reason.

I think I’m definitely being sensitive.

But it’s not like she didn’t have her chance at inclusion:

“And UK agencies are strong across the whole bench, not just scoring in the traditional positions, such as Film, but taking gold (and above) Lions in Glass, Sustainable Development Goals, Titanium, Creative Data, Direct, Media, PR, Social and Influencer, Film Craft, Creative Ecommerce and Entertainment.”

Um…not quite the whole bench there Claire is it.

An English agency, Havas Lynx, won Healthcare agency of the year, you might not have noticed.

They even handed out a statue and everything

 

I’m almost certain that I am probably just being a touch sensitive.

It’s weird because a lot of the big agency networks are scrambling to get involved in the healthcare space. It’s where a lot of the exciting work is happening. They even won in some of these categories.

But in some quarters our presence at Cannes is still like we have just been let in the back door to a teenage house party because our older sister was in with the cool older boys and said we could gatecrash if we stayed in the kitchen and didn’t talk to anyone and only drank cider.

We’re the fucking Inbetweeners.

But it’s not just the journos at Campaign. During the Cannes judging I bumped in to a well known advertising Creative Director, with whom I had a passing and tenuous association with, via an old friend, and we work in the same building. She has been in the business a good thirty years.

“Oh, what jury are you on?” she inquired after I introduced myself.

“Pharma”

“Oh? What’s that?” she said.

It wasn’t meant in a mean or derogatory way, I could tell she just had literally no idea. All she heard was “Spells and Potions”.

I am aware this just all sounds like chippy, a little whiny and a little bitchy. Why do I care what Campaign thinks, I ask myself?

I don’t really know, to be honest. It’s this damn over-sensitivity I guess.

But for too long we have been meek and mild about what we do, embarrassed even. Our history of regulations, small budgets and lack of creativity takes a long time to fade and as we know, perception always trails reality.

We are so busy flying around on broomsticks and casting spells on people and talking in backward snakey-talk that the rest of the world is quite happy not being involved.

They see what they want to see.

So whatever Campaign thinks or doesn’t think, it’s time to start being proud of the work, the craft, the ingenuity that we have in Pharmaland and to ditch the sensitivity. Or as Claire puts it “ditch the negativity and self-flagellation…UK Healthcare agencies are creative world champions”.

Ok, I added the healthcare part.

It may be that they just don’t ‘get’ our world, so it’s easier to put us in the cupboard under the stairs and tell us to keep quiet.

Perhaps we should invite them to a big school in a castle in Scotland?

You never know, they might be surprised at what a little magic can do.