Archive for October 2009
23
Overhead – breakdown of client and PR company communication…
No comments · Posted by Charlotte Graham-Cumming in General, Marketing
In a crowded meeting place I recently overheard a very awkward conversation between a PR company and their client. The conversation went something like this:
PR company: We called this meeting as we are concerned that you haven’t paid your invoices for a few months
Client: that’s because for around six months we have not been happy. We haven’t seen any deliverables for that time. This is the first time we have had a meeting with you in that time.
Obviously this highlights a number of issues it illustrates that in a client/agency relationship it is extremely easy to fall into the trap of assuming:
1. What your clients want
2. How solid the relationship is
Reporting is important – but good communication is so much more than that. Someone in the senior team should always be accessible to a client, and the relationship should get as much attention at all points across time, not just at the beginning. Such as constantly suggesting ideas, having regular face to face planning sessions and being proactive. Sounds easy – but the above shows just how easy it is for things to get out of kilter…
Food for thought!
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1
B2B Marketing Survey reveals ROI is the key…
No comments · Posted by Charlotte Graham-Cumming in General, Marketing
Marketing Profs in conjunction with Citrix Online recently released a report evaluating the results of a large survey of B2B marketers. They survey examined the effectiveness of lead generation and how using ROI can impact the lead generation quality and the marketing team’s relationships with the rest of the business.
The whole report can be viewed here: http://learn.gotomeeting.com/forms/EMEA-G2MC-WP-MProfs-S?ID=701000000005DfH
It makes interesting reading in the sense that there are really no surprises (such as those companies that focused on qualitative not quantitative reporting were more successful) – but some great data to help justify the focus on ROI and improving the working relationship between sales and marketing.
Overall it supports the very sensible idea that leads should be more effectively qualified before handing over to sales, and that this improves overall conversions. However, until those that measure marketers accept lower lead numbers but higher quality, my fear is that this will remain a best practice for a few organisations brave enough to try it.
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