We have that with two key companies we work with. One, aptly named Aperto One. They work in media with Advertisers and Agencies to drive, among other things, better ways of working. Perfect for the frame that we find ourselves. If we can take nothing else from this plague, in my humble view we need better ways of working. (This has been personally and professionally my focus for over 15 years.) Their CEO, Scott, believes in technology and also of rapid, discovery and better ways of working. It’s a great fit!
Together we’ve been investigating moving from the outdated FTE pricing model and antiqued scoping methods to looking at deliverables based pricing (or DBS as we call it – Deliverable Based Scoping). This is about aligning the scope on things – not roles and people. The focus is on the activities or assets that media teams need or deploy. Roles and hours, especially in the current market, can’t have ROI’s but activities or assets do. This is the power. It allows you to change a plan with clarity and communicate faster – all things that in the rapidly changing environment of today is key. And even more so in the next few months when the ‘shock’ fades to become the new normal.
Everyone is now talking about the thing the team will produce – the mechanism and the value. Not how they cut the team by 80% to match the declining sales.
With Scott and his team, we have been modelling this for media. Scott has a black belt with his team at Aperto One on media and agency performance and driving better collaboration and success – for both agencies and advertisers. Back to my core point in this post. It seems like the perfect partnership for us … on many levels.
Personally, my background has been launching enterprise level tools to challenge better ways of working; to allow us to all progress to better business, better relationships and more wins. Together! We at The Virtú Group have a pedigree of doing this in creative and marketing realm but not media – Aperto One – a Ying for our unknown Yang.