Click here to preview the new Fast Company

Want to try out the new

If you’d like to return to the previous design, click the yellow button on the lower left corner.

The Wacky Ad Firm: Am I Being Too Conservative?

wacky-and-conservativeQ: I run marketing at my company, and our ad firm is always coming up with really over-the-top concepts. Sometimes the concepts are fun but more often they are wacky or outright embarrassing. This has become a constant source of tension. I feel like I'm always reining them in, and they always tell me we've got to be edgy if you want to generate word-of-mouth. Am I being too conservative, or should I find another agency? - The Reiner

A: Dear Reiner, I bet I can out-wacky you. I once worked at a startup where we offered online tutoring help to college students (with courses like calculus and biology). We had an ad agency that we'd hired to help get the word out. After months of creative brainstorming, the agency's creative director pitched the following concept: "So you're a college student. You open up your dorm mailbox and there's a mysterious postcard in it. It says '' There's nothing else printed on the card. So you're intrigued and later you type in the URL, and a video launches. You see an attractive coed taking a shower, though you can't see anything naughty. Suddenly, just when you think you'll get a peep, she turns around and looks straight into the camera and says, 'Why are you studying anatomy when you should be studying calculus?' And then—POOF!—you're redirected to the calculus tutoring site!"

True story. And it would have been the perfect campaign, too, if it weren't for a few small details, like our aspiration to have the occasional female customer, and also our hope of respecting the basic norms of human decency. (Nor did it seem particularly fair to the poor people who responded to the ad, hoping for some hot shower action, only to be redirected to the Central Limit Theorem.) We fired the agency the next week and hired a different agency that ended up doing great (and porn-free!) work.

So back to you. Advertising has to walk a tightrope between unexpectedness and credibility. You need bold, surprising creative to get attention, but if you get too edgy, you lose credibility. I think most of the time, it's the clients that are too conservative—they are too quick to blunt the edge of an agency's creative. But it sounds like your agency might be pushing things too far—"edgy" and "provocative" might be okay, but I don't like the sound of "wacky" and "embarrassing." I think what you've got to ask yourself is this: If their handiwork did indeed generate WOM, would it be the kind you'd want? If not, don't feel bad about pushing for a new direction (or a new agency).

[Photo of Man in Suit: Nelson Pavlosky]

Question for Dan?

Add New Comment


  • Greg Robertson

    Overall, I agree with your answer, Dan, although the first thing I would ask is, "Do these wacky and embarrassing concepts reflect an agreed-upon strategy?" If so, Mr. Reiner should probably take another look at the input and direction he has given the agency before cutting off the livelihoods of people who are trying to help him out. If not, then he has good reason for firing them and moving on, not just the usual lame "creative differences."

    Either way, all good creative – wacky OR conservative – starts with a solid strategic premise and circles around to reflect it in different ways throughout the execution. That's also what makes it a good measuring stick for client-agency relationships.