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DMA Awards unplugged


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DMA Awards Unplugged

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DMA Awards unplugged

  1. 1. DMA Awards Unplugged Wednesday 13 August 2014
  2. 2. Welcome Mark Runacus, Karmarama and Chair of the DMA Awards Committee
  3. 3. 09.30am Registration 10.00am Welcome Mark Runacus, Karmarama and Chair of the DMA Awards Committee 10.15am How best to present your creative Cordell Burke, Creative managing partner, Balloon Dog 10.30am How best to present your strategy Heather Westgate, Managing director, We Are Marketing UK 10.45am How best to present your results Heather Westgate, Managing director, We Are Marketing UK 11.00am Categories overview: Which to enter and why Mark Runacus, Karmarama, and Chair of the DMA Awards Committee 11.15 Questions 11.30 Closing comments Mark Runacus, Karmarama and Chair of the DMA Awards Committee Agenda
  4. 4. Sponsors
  5. 5. About this workshop It’s interactive
  6. 6. The basics 12th September Early-bird – Friday 1st August
  7. 7. The basics Sign-off
  8. 8. The basics Work that ran until 31st July 2014
  9. 9. The basics Anonymity
  10. 10. The basics Samples
  11. 11. About
  12. 12. Why enter? • Winning a DMA has real value – For the company. For the agency. For an individual career. • The DMAs are viewed by the marketing community as one of the most respected awards schemes • More robust, more business-driven
  13. 13. Thought leadership • Category winners are well-publicised • DMA provides winners with assets for promotion • Winners become case histories in business and education – The marketing equivalent of winning a gold medal • If you win – shout about it
  14. 14. Insight • Developing the entry – “Like holding up a mirror to your marketing strategy” • Identify areas for future improvement
  15. 15. Developing people • Developing the entry is a collaborative process – Winning recognises the whole team – Also to identify and reward outstanding contributions from individuals
  16. 16. Attracting talent • Ambitious young marketers use the DMA Awards as part of their research process when deciding who they want to work for • A business that has entered – and won – DMA awards has engendered a culture of excellence
  17. 17. Is it worth it? • Difficult to measure ROI, nevertheless . • Proven direct correlation between brand’s awards success and business performance • Effective organisations win DMA awards
  18. 18. DMAs • Always been associated with effectiveness • Judged on strategy, creativity and results • Each year over 600 agency and client awards entries
  19. 19. The best clients, agencies, and businesses enter the DMAs to prove they can make a significant difference to the bottom line.
  20. 20. Judging
  21. 21. The judging process • Three days of evaluation • Each category is judged by a jury comprising industry experts, client, creative, planner • Silent evaluation to produce short list • Confidentiality maintained relentlessly
  22. 22. The judging process • Open and robust discussion of shortlisted entries • Secret voting throughout • Any interested parties must abstain and not comment • Dedicated Grand Prix judging day
  23. 23. Get involved
  24. 24. Get involved • Enter some work • Recommend someone or apply to be a judge • Consider or recommend sponsorship
  25. 25. Tips • Use the DMA help –See contact details • Make your submission interesting and enjoyable –The judges have a lot to read! –Tell a story with passion and conviction
  26. 26. Good luck!
  27. 27. How best to present your creative Cordell Burke, Creative managing partner, Balloon Dog
  28. 28. CREATIVE
  29. 29. 3 areas to look at: • Presentation Form • Presentation Board • Presentation Video
  30. 30. Presentation Form
  31. 31. Give your campaign a title
  32. 32. Herculean problem, enlightened solution
  33. 33. Set the context, tell the story
  34. 34. More facts, less waffle
  35. 35. Any soundbites?
  36. 36. Presentation Board
  37. 37. Measure of Pleasure
  38. 38. Presentation Video
  39. 39. DMA Grand Prix Winner 2013: Monarch Airlines
  40. 40. The sweet smell of success:
  41. 41. Thank you and good luck
  42. 42. How best to present your strategy Heather Westgate, Managing director, We Are Marketing UK
  43. 43. Strategy
  44. 44. Ten top tips for a top notch entry
  45. 45. Objectives, meet results 1
  46. 46. Assume no knowledge 2
  47. 47. Avoid jargon 3
  48. 48. Share your insights (and how you got them) 4
  49. 49. Justify your decisions Customer Creative Channel 5
  50. 50. Tell a story 6
  51. 51. Make the whole story flow 7
  52. 52. Write, re-write and re- write again (yep, you need to start now!) 8
  53. 53. Make your summary sell 9
  54. 54. Misuse of apostrophes and other such misdemeanors 10
  55. 55. How best to present your results Heather Westgate, Managing director, We Are Marketing UK
  56. 56. Results
  57. 57. The Importance of Results 1/3rd Varies by category – higher in data lower in creative
  58. 58. Often Hurried
  59. 59. Difficult to interpret
  60. 60. Different ways to show results
  61. 61. Scoring • An entry can be marked down or ignored if the results are not presented correctly OR not at all
  62. 62. Confidentiality All judges have signed confidentiality agreements
  63. 63. Remember YOUR clients have signed-off the entry
  64. 64. Be Clear • In the main body of the entry explain: – How will you be measuring the campaign? – What behaviour are you trying to change? • ROI • Value of sales • Uplift against control • Number of new registrations • Cots/ response, cost/click • Click through rate • Retention rates • Make sure your results section is consistent with this
  65. 65. Don’t make us guess • What is the definition of success? – Target was to reduce CPR of £1.16, achieved £0.95 • Ideally we need to benchmark against previous activity
  66. 66. Avoid “We achieved a 5% response rate better than last year” “ This campaign did better than expected” “ We doubled the number of enquiries” “ Brand awareness improved” “ The campaign achieved 10 million media impressions” “ We had 10,000 people like our Facebook page”
  67. 67. Real numbers please • Use actual results where you can • Try to avoid ratios
  68. 68. Categories overview: Which to enter and why Mark Runacus, Karmarama and Chair of the DMA Awards Committee
  69. 69. Which category?
  70. 70. If it’s worth entering . . . • Is the piece or campaign exemplary? • Will it make a great case study? • If so, it’s almost certainly worth entering in more than one category
  71. 71. Category selection Sector Channel(s) Craft e.g. Writing Design Strategy Technology Only one sector entry per piece Multiple entries permitted in relevant channels, especially digital Multiple entries permitted in relevant crafts Special e.g.: Integration Launch Creative solution Multiple entries permitted where relevant
  72. 72. Business sectors Only enter a piece or a campaign once in this section • 1 Automotive – Car sales, retention, motoring services, accessories. Automotive financial services should be in finance category. • 2 Travel, leisure & entertainment – Business and consumer campaigns, e.g. individual hotels, hotel chains, railways, ferries, cruise lines and travel companies, games, broadcasters and content providers.
  73. 73. Categories • 3 IT/Telecomms – Hardware, software, IT training. NOT web sites. Telecoms campaigns should promote the industry itself e.g. fixed lines, mobiles, broadband. Sales or leads. • 4 Retail – Online or offline shopping, catalogues • 5 Financial Services – Consumer or business to business, inc banking, savings, loans, pensions, insurance
  74. 74. • 6 Pharmaceutical and healthcare – For campaigns promoting OTC products, healthcare or pharmaceutical products. • 7 Public Sector – Not For Profit public organisations • 8 Charity – For campaigns raising funds and support for charities. • 9 FMCG – Direct marketing used to promote FMCG to consumers Categories
  75. 75. • 10 Business to business – Only if not covered by any other category. • 11 Business to consumer – Only if not covered by any other category. Categories
  76. 76. If you’ve already made a Sector entry, you can enter again here, where relevant, multiple times • 12 Best use of e-mail marketing – A single e-mail, a campaign or programme. NOT eCRM (separate category) • 13 Best digital destination – Excludes main brand and corporate websites, but CAN include micro-sites linked to the main site. Digital
  77. 77. – 14 Best use of mobile • Best use of mobile devices and/or mobile portals in a direct marketing campaign. E.g. mobile application, proximity-based campaign, mobile video, mobile TV ad. Digital
  78. 78. • 15 Best use of search, natural and paid – Search optimisation and search marketing to generate direct response. Organic search could include optimisation, link-building, content seeding (terms, phrases). Illegitimate or unethical search practices will be inadmissible. PPC entries could include creative bid management, creative integration with organic search Digital
  79. 79. Digital • 16 Best use of social media for brand building – Excludes offline word of mouth – Obviously include brand metrics • 17 Best use of social media for customer acquisition – Excludes offline word of mouth – Include ROI metrics • 18 Best digital performance – Best use of digital technologies from both a creative and strategic perspective. B2B or B2C.
  80. 80. Responsive communications If you’ve already made a Sector entry, you can enter again here • 19 Best multi-channel CRM programme – Best ongoing communications programme. • 20 Best use of film and/or audio – Consumer or business. Primarily for response, or part of a wider campaign? • 21 Best print advertising including inserts – Selling off the page, generating enquiries via print ads, loose or bound inserts, wraps, mailing inserts.
  81. 81. Channels • 22 Best use of door drops – Best unaddressed direct marketing campaign delivered to residential households, Newshare, Solus, Royal Mail. • 23 Best use of direct mail – Campaigns of any volume posted to a UK address. – A single mailing or a campaign
  82. 82. Craft awards If you’ve already made a Sector and Channel entry, where relevant you can enter again here multiple times • 24 Best writing in any medium – Excellence in copywriting for direct marketing – 60% creativity 20% strategy 20% results • 25 Best design or art direction – Excellence in design and art direction for direct marketing, judged primarily on creativity – 60% creativity 20% strategy 20% results
  83. 83. • 26 Best data strategy – Best use of data, analytics, targeting, proving the value of a direct marketing campaign, judged primarily on strategy and results – 40% results 40% strategy • 27 Best use of data in a multi-channel environment – Data has driven a campaign in an integrated way – Multiple digital or online and offline channels – 40% results 40% strategy Craft awards
  84. 84. Craft awards • 28 Best media-led campaign – For business and consumer campaigns where media has been the key element of driving the overall, strategy – 40% strategy 40% results • 29 Best brand building campaign – Best use of direct marketing to build brand awareness, perceptions and attitudes amongst prospects and customers in the long term
  85. 85. Craft awards • 30 Best customer acquisition campaign – An outstanding acquisition campaign, using direct marketing • 31 Best use of technology – Business or consumer, products or services, overall should demonstrate excellence in the use of any new technology – offline or online – delivering a direct marketing message
  86. 86. Craft awards • 32 Best customer journey – In a direct marketing campaign – Insights into key moments of truth for the consumer, how the campaign exploited them – How the entire journey brings to life the creative idea – Examples of online and offline touchpoints
  87. 87. Special awards Designed to award whole campaigns, you may enter work from other categories here again • 33 Best use of experiential – In a direct marketing campaign, at POS or in the field. • 34 Best integrated campaign – A direct marketing campaign using more than one medium (any combination of TV, press, radio, mail, digital) • 35 Best launch campaign – Direct marketing played a pivotal role in the launch strategy of a new product
  88. 88. Special awards • 36 Best creative solution or innovation – Excellence in creative thinking to solve a particular challenge in a direct marketing campaign, judged on the strength of the creative idea or innovation, with results to support.
  89. 89. Special awards • 37 Best loyalty programme or campaign – Direct marketing to build on-going relationships, build loyalty, and customer retention
  90. 90. Questions
  91. 91. Key dates Entries open Now! Close of entries 12 September Judging 14 to 16 October Awards night 2 December
  92. 92. Thank your for attending Please visit for more information