Scamp CD Simon Veksner: So You Think Your Client Is Challenging? Meet His Boss.
One of the fun things about going on holiday is you meet people you would never normally meet.Last week, on holiday, I met a guy who runs one of the country's Top 100 companies. His kids and my kids were hanging out, so he and I were kind of thrown together.
Naturally, I asked him what he thinks of his company's advertising (they are a heavy advertiser)...
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So true, so true. The Top Man is often deeply conservative, and in one case where I presented a very naughty idea, deeply religious and totally lacking in a sense of humour. Those reporting to The Top Man are always trying to second-guess this often-terrifying person. That's why they only have the power to say maybe (until they run it past him). He seldom if ever attends meetings where the advertising is presented by the agency. So his underlings have to present your work to him. It's a deliberate play. It's his way of taking the Prestige Position, of owning the Power Frame. It's just one of many set-ups designed to put you in your place and re-inforce his. You have to recognise and break these plays to have any chance to beat him at the game. I strongly suggest to anyone who wants to improve their chances against this impenetrable figure - and his minions- that they read a marvellous book I only recently discovered, 'Pitch Anything' by Oren Klaff. You'll recognise so many situations we've all been in in meetings. It's both amusingly and depressingly familiar.