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We Landed a Medtech Account—Now What? 3 Understandings

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Bollixed and castrated and then we begin

Advertising agencies and marketing firms are eager to land medical device accounts. These prestigious accounts are much desired and would seem to enlarge the status of an agency because of the exacting, rigorous work that helps the human condition. It doesn’t hurt that they seem to pay on time. But having worked with a number of ad agencies once they land such an account, there are a few common threads that surprise principals and employees:

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  • You’ll need experts: people who know how to work within a regulatory framework (“Claim this.” “Never claim that.”). People who know the words that soothe lawyers while still making sense to humans. And especially people who know their sinus node rhythm from their rhythm method. You will stay on message and every claim must be neatly tied to an article from a respected (first or second-tier) journal.
  • Your creatives are (already) wringing their hands. That’s because creative solutions lie on the other side of a legal/regulatory/corporate culture grinder.
    • Yes: the company has come to you for creative solutions.
    • No: they cannot/will not back-off their own internal legal/regulatory controls. Their own internal machinery will bind and castrate many of those solutions you have used in the past. What a great beginning point!
  • There will be rounds of changes. Many rounds. Way more than you are used to. Far more than you can reasonably put in your bid. They will seem…unmanageable. Taming revisions will take your best customer service manners and may take you deep into the internal relationship structure of the firm. But that is exactly the kind of partnering that is needed

If your agency can come to grips with these three understandings without imploding or driving sane people mad, you’ll begin to build a reservoir of expertise.

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Image credit: Kirk Livingston

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