1. r.i.c.kjamesmodel How to sell in innovative ideas by@juliancole 2. punkfunk rickjamescreatedanewgenreofmusic 3. ! motowndidntknowtheyneededpunkfunk butrickwasavisionaryandknewpeople wouldgetdowntoit! 4. thekingofsellinganideathatmotown didntknowtheyneeded rickjames 5. atthemomentweareseeinganincreasein demandfromclientsfornontraditional ideas. 6. howevertheyhaveahardtimebuyingit. nontraditionalideasdonthaveaholein theirmediaschedule. 7. unfortunatelycreative agencieshavealowstrike ratefortheseideas. rickisnothappyaboutthis. 8. ihavecomeupwithaprocessthatisgoingto overcomethesebarrierandgiveyouabetter hitrateofsellinginnovativeideas ! ther.i.c.kjamesprocess 9. r.i.c.kjamesprocess r-role i-idea c-cash k-kpis(keyperformanceindicators) ! 10. yallgotaprocessandnameditafterme! wegonedonemaderickproud! 11. CONCEPTING PRESENTING IDEAS GO LIVE POST WRAP UP CREATIVE BRIEFING PRODUCTION therearetwokeytimesintheprocessthat weneedtoconcentrateonther.i.c.kmodel 12. OLE ! R 13. rickalwayshada clearrolewhenhe gotonstage theentertainer 14. oneofthemistakeswemakewithideasis sometimeswedonthavearolefortheidea. 15. youneedtogettheclienttocommitearlyon theimportanceofanontraditionalidea.you needademand. ! soyouneedtoshowtheroleinthe4cs 16. ! whatistheroleinthecommsjourney? whatcommstaskisitsolving? whatistheroleinthecommsecosystem? wheredoesitfallintheircalendarof activity? ! 17. DEA ! I 18. rickjamesalwaysgave journalistssomethingto writeabout. 19. createideasforjournaliststocover. ! journalistsarethekeytoexponential growthnotconsumers.createideasfor them. ! 20. ASH/cost ! C 21. rickwouldnevergetonstage withoutseeingthecashfirst. 22. cash ! inmostcasesyoushouldseeabudgetbefore yougooffandconceptideas.thiswillhelp yourstrikerate. 23. cost ! youshouldalsopresentideasbackwitha pricetag.lettheclientknowhowmuchitis, don'tletthemguess. 24. PIs KEYPERFORMANCEINDICATORS ! K 25. RICKALWAYSHADA CLEARGOAL ! THISSONGISGOING TOMAKEMEMY NEXTMILLION 26. kpis(keyperformanceindicators) ! gettheclienttoagreeonbroad performancemeasures,thenwhenyouhave theideapresentitbackwithkpis 27. KNOWWHENYOURCLIENTISBUYING ! presentinginthegoldenwindow 28. CONCEPTING PRESENTING IDEAS GO LIVE POST WRAP UP CREATIVE BRIEFING PRODUCTION ! don'tforget; -agreeonroleandmeasures -dontleavethemeetingwithout thecash(budgetballpark) 29. CONCEPTING PRESENTING IDEAS GO LIVE POST WRAP UP CREATIVE BRIEFING PRODUCTION checklistforpresenting nontraditionalideas ! -role -idea -cost -kpis 30. nowgosellthepantsoutofthoseinnovativeideas andmakeyourboyrickjameshappy