Your SlideShare is downloading. ×
0
Data protection 2013
Friday 8 February
#dmadata
Supported by
Agencies and procurement:
towards a model that works
Tuesday ...
Welcome from the Chair
Will Hamilton, Managing partner, Hamilton
Associates
#dmacips
4.00pm Registration
4.30pm Welcome from the Chair
Will Hamilton, Managing partner, Hamilton Associates
4.40pm Agencies per...
Paying the
Agency…
There are
Differing
Remuneration
Models
Good Reading Remuneration Guides
The Dilemma
• We have moved from the age of commission to the
age of fee, time based schemes, to the era of ‘what
on earth...
The key questions
• Are we really moving away from time based
remuneration models
• Is there any further future in commiss...
No Sacred Cows
No Silver Bullets
No Black Boxes
No “one size fits all”
Lets hear a perspective from:
• Advantages (Pro)
• Disadvantages (Cons)
Agencies perspective
Gavin Wheeler, Chief executive, WDMP
#dmacips
Market in growth
Rising costs
The perfect storm
Pitching
• Retained
• Strategy Retained
• Project Costs
• Performance
Related Fees
• Value Based Pricing
• Commission
• Equity
Agencies perspective
Samantha Nolan, Chief client officer, RAPP
#dmacips
So, this is the way I see it..
3 things……..
Relationship Value
Bravery
£
3 things……..
What are we?
Supplier or Partner?
Looking upwards
2. Value over Cost
Being brave……..
Procurement perspective
Tina Fegent, Director, Tina Fegent Limited
#dmacips
Finance perspective
Colin Fleming, Chief operating officer, AMV BBDO
#dmacips
My 5p’s worth
Panel discussion
Samantha Nolan, Chief client officer, RAPP
Gavin Wheeler, Chief executive, WDMP
Tina Fegent, Director, Ti...
Closing comments
Will Hamilton, Managing partner, Hamilton
Associates
#dmacips
Ten Step Process to Success
• Client provides agency with goals.
• Negotiation on extensive scope of work.
1. PREPARATION
...
Ten Step Process (6-10)
• Both sides agree level of agency remuneration…At
the point where cost provision and the cost of ...
Drinks and networking
#dmacips
Agencies and procurement
Agencies and procurement
Agencies and procurement
Agencies and procurement
Agencies and procurement
Agencies and procurement
Agencies and procurement
Agencies and procurement
Upcoming SlideShare
Loading in...5
×

Agencies and procurement

173

Published on

Published in: Marketing, Business, Career
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
173
On Slideshare
0
From Embeds
0
Number of Embeds
3
Actions
Shares
0
Downloads
3
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Transcript of "Agencies and procurement"

  1. 1. Data protection 2013 Friday 8 February #dmadata Supported by Agencies and procurement: towards a model that works Tuesday 10 June 2014 #dmacips
  2. 2. Welcome from the Chair Will Hamilton, Managing partner, Hamilton Associates #dmacips
  3. 3. 4.00pm Registration 4.30pm Welcome from the Chair Will Hamilton, Managing partner, Hamilton Associates 4.40pm Agencies perspective Samantha Nolan, Chief client officer, RAPP Gavin Wheeler, Chief executive, WDMP 4.50pm Procurement perspective Tina Fegent, Director, Tina Fegent Limited 5.00pm Finance perspective Colin Fleming, Chief operating officer, AMV BBDO 5.10pm Panel discussion Samantha Nolan, Chief client officer, RAPP Gavin Wheeler, Chief executive, WDMP Tina Fegent, Director, Tina Fegent Limited Colin Fleming, Chief operating officer, AMV BBDO 5.50pm Closing comments Will Hamilton, Managing partner, Hamilton Associates 6.00pm Drinks and networking Agenda
  4. 4. Paying the Agency… There are Differing Remuneration Models
  5. 5. Good Reading Remuneration Guides
  6. 6. The Dilemma • We have moved from the age of commission to the age of fee, time based schemes, to the era of ‘what on earth are we going to do next?’ • Commission was predictable, and linked agency fortunes to the success of a brand – But had nothing to do with scope of work or agency costs • Fees reflect scope of work and agency cost – But are difficult to negotiate – And do not relate to whether the marketing communications are working – Or marketplace success – Some agencies like more risk/reward than others
  7. 7. The key questions • Are we really moving away from time based remuneration models • Is there any further future in commission? • How well is Payment by Results (PBR) working? • Paying by value? • Are there any new ideas?
  8. 8. No Sacred Cows
  9. 9. No Silver Bullets
  10. 10. No Black Boxes
  11. 11. No “one size fits all”
  12. 12. Lets hear a perspective from: • Advantages (Pro) • Disadvantages (Cons)
  13. 13. Agencies perspective Gavin Wheeler, Chief executive, WDMP #dmacips
  14. 14. Market in growth
  15. 15. Rising costs
  16. 16. The perfect storm
  17. 17. Pitching
  18. 18. • Retained • Strategy Retained • Project Costs • Performance Related Fees • Value Based Pricing • Commission • Equity
  19. 19. Agencies perspective Samantha Nolan, Chief client officer, RAPP #dmacips
  20. 20. So, this is the way I see it..
  21. 21. 3 things…….. Relationship Value Bravery £
  22. 22. 3 things…….. What are we? Supplier or Partner? Looking upwards
  23. 23. 2. Value over Cost
  24. 24. Being brave……..
  25. 25. Procurement perspective Tina Fegent, Director, Tina Fegent Limited #dmacips
  26. 26. Finance perspective Colin Fleming, Chief operating officer, AMV BBDO #dmacips
  27. 27. My 5p’s worth
  28. 28. Panel discussion Samantha Nolan, Chief client officer, RAPP Gavin Wheeler, Chief executive, WDMP Tina Fegent, Director, Tina Fegent Limited Colin Fleming, Chief operating officer, AMV BBDO #dmacips
  29. 29. Closing comments Will Hamilton, Managing partner, Hamilton Associates #dmacips
  30. 30. Ten Step Process to Success • Client provides agency with goals. • Negotiation on extensive scope of work. 1. PREPARATION • Agreement on tenure 2. TENURE • Vital to establish the territory covering the appointment 3. TERRITORY • Agency prepares costs on agreed scope of work • Prepares work plan based on people hours 4. FIRST SUBMISSION ON AGENCY COSTS • We feedback ranking only - and then agency makes Second submission to form agreement5. SECOND SUBMISSION
  31. 31. Ten Step Process (6-10) • Both sides agree level of agency remuneration…At the point where cost provision and the cost of people hours intersect 6. AGREEMENT • Client confirms KPI’s to Agency. The two sides agree PBR terms (which may involve ratcheting the profit margin) 7.KPI’s • At this point Client and Agency come to terms on how much Client is going to pay the Agency 8. TERMS AGREED • Client and Agency agree how performance is going to be evaluated…and remuneration reviewed in a year’s time. 9. PERFORMANCE EVALUATION • The final step: definitive discussions on exactly how the agency is to be paid and on the form of contract to be used 10. FINAL TERMS
  32. 32. Drinks and networking #dmacips
  1. A particular slide catching your eye?

    Clipping is a handy way to collect important slides you want to go back to later.

×