In this digital focused marketing minefield, it's becoming increasingly difficult to find and select an agency either for a long term relationship or to drive a special project – be it for website design and development, apps, mobile marketing, Search or Social. Post the RFP and the Response to it, or post the initial pitch, how does a brand manager make a choice? How does one appraise the agency?
Here's a quick guide – it's called the 6Ps to selecting an agency that will work with you on your 'digital' project.
6Ps of Selecting an agency for the Digital Age
Project:
Has the response to the RFP or the pitch presentation adequately demonstrated a clear understanding of what you need done – as per your brief or RFP? Is there clarity on how the project will be managed, who will work on it, how much time it will need, will it be tested, will it be done in-house or managed via outsource etc. Most importantly, is there a clear understanding of the scope of work, and at least an outline of the content map, or project definition has been provided.
Process:
Does the agency understand what you need and are able to process that information correctly? Or did they go off brief? Are they able to put a thorough and rigid process in place to follow through and deliver on your project requirements? Have they defined how and who will work in that process, what your involvement is as a brand? Has the agency outlined who delivers what and when? Who is responsible for which bits of content – who manages all the assets (all the things that make up the content)? Is there a clear dependency guideline – and an indication of what costs are included, what costs may come up as extras? When you get 'everything' is included thrown in, look again.
People:
Who is going to be your key team? Who was in the pitch or the RFP document? Google them accurately. How long have they been in the business? What is their LinkedIn profile? Are they well established and well known? What is their experience? Have they worked on similar projects? Check out people's credibility. You're not handing over your dream project to an agency brand, you're going to work with people. Check them out. In this digital age, a lot of people have suddenly gone 'digital'. Avoid the people pitfall. Work with the best. And always ask about who's going to work with you. Agencies often fly in top guns just for the pitch. Watch out for the fly squad. Ask for real people with real creds.
Pitch:
Was the Response to the RFP or the actual pitch interesting? Was the pitch professional? Detailed? Looked good? Or was it prepared and put together last moment? Did it look high quality? If the pitch looks good, your work will; usually look good. If the pitch or RRFP is strategically sound, your project will reflect that. The team that puts in a lot of effort into the pitch documet, and shows you high quality near-finished work is the one that will work best.
Price:
This is the most difficult one to tick the box on, but pricing is often seen as the number one decision point. That's wrong. Pricing should be fair, deliver on value, and be in the ballpark that you think is right in the market trend. Keep wiggle room in pricing. Allow to add 10-15% for experience and expertise value. There's always a cost to someone who has years of experience on projects – and you'll get ROI on that in your project. Take away 5% if the agency has given extras that are expensive. This means they're making money on it. Finally, watch out for the all-inclusive, we will do everything deal. This means the agency is making money on everything! The best submissions are ones that have pricing broken down and explained, and all extras mentioned separately and costed.
Passion:
You cannot put a price on this. Did the team show passion for the project or the brand? Were they enthusiastic? Did they go beyond the brief? Did you see details that show care and value addition? Did the team look hungry and keen for your piece of business? Did they follow up? Was the response to your request prompt and courteous? Did you feel the right chemistry? Passion makes a big difference. Seek it out. Reward it.
Here's a quick guide – it's called the 6Ps to selecting an agency that will work with you on your 'digital' project.
6Ps of Selecting an agency for the Digital Age
Project:
Has the response to the RFP or the pitch presentation adequately demonstrated a clear understanding of what you need done – as per your brief or RFP? Is there clarity on how the project will be managed, who will work on it, how much time it will need, will it be tested, will it be done in-house or managed via outsource etc. Most importantly, is there a clear understanding of the scope of work, and at least an outline of the content map, or project definition has been provided.
Process:
Does the agency understand what you need and are able to process that information correctly? Or did they go off brief? Are they able to put a thorough and rigid process in place to follow through and deliver on your project requirements? Have they defined how and who will work in that process, what your involvement is as a brand? Has the agency outlined who delivers what and when? Who is responsible for which bits of content – who manages all the assets (all the things that make up the content)? Is there a clear dependency guideline – and an indication of what costs are included, what costs may come up as extras? When you get 'everything' is included thrown in, look again.
People:
Who is going to be your key team? Who was in the pitch or the RFP document? Google them accurately. How long have they been in the business? What is their LinkedIn profile? Are they well established and well known? What is their experience? Have they worked on similar projects? Check out people's credibility. You're not handing over your dream project to an agency brand, you're going to work with people. Check them out. In this digital age, a lot of people have suddenly gone 'digital'. Avoid the people pitfall. Work with the best. And always ask about who's going to work with you. Agencies often fly in top guns just for the pitch. Watch out for the fly squad. Ask for real people with real creds.
Pitch:
Was the Response to the RFP or the actual pitch interesting? Was the pitch professional? Detailed? Looked good? Or was it prepared and put together last moment? Did it look high quality? If the pitch looks good, your work will; usually look good. If the pitch or RRFP is strategically sound, your project will reflect that. The team that puts in a lot of effort into the pitch documet, and shows you high quality near-finished work is the one that will work best.
Price:
This is the most difficult one to tick the box on, but pricing is often seen as the number one decision point. That's wrong. Pricing should be fair, deliver on value, and be in the ballpark that you think is right in the market trend. Keep wiggle room in pricing. Allow to add 10-15% for experience and expertise value. There's always a cost to someone who has years of experience on projects – and you'll get ROI on that in your project. Take away 5% if the agency has given extras that are expensive. This means they're making money on it. Finally, watch out for the all-inclusive, we will do everything deal. This means the agency is making money on everything! The best submissions are ones that have pricing broken down and explained, and all extras mentioned separately and costed.
Passion:
You cannot put a price on this. Did the team show passion for the project or the brand? Were they enthusiastic? Did they go beyond the brief? Did you see details that show care and value addition? Did the team look hungry and keen for your piece of business? Did they follow up? Was the response to your request prompt and courteous? Did you feel the right chemistry? Passion makes a big difference. Seek it out. Reward it.
