What you are buying
- Rented reach: paid search, paid social, display. Fast to start, immediate to stop, priced by auction.
- Owned reach: organic search, email lists, communities and content. Slow to build and durable once built.
- Most failing plans are all rented, because rented shows results inside a quarter and owned does not.
How it is priced
- 58%RetainerOngoing management across several channels.
- 27%Percentage of spendFee scales with media budget. Watch the incentive.
- 15%Fixed projectSetup, migration or a single campaign.
Rough share of engagements. A percentage of spend rewards spending more, which is fine when growth is the goal and awkward when efficiency is.
Running the selection
Ask what they would do if the media budget were halved. The answer separates channel operators from marketers.
Request a walk-through of a live account they manage, with the client anonymised. Structure, naming, and how experiments are recorded tell you more than a case study.
Find out who actually touches the accounts day to day and how many accounts that person carries.
Put these in the contract
| Blended and channel numbers | Both, always. One without the other hides the story. |
| Incrementality thinking | Whether the supplier has ever proposed switching something off to see what happens. |
| Creative refresh rate | Paid social decays fast; a plan with no refresh cadence is a plan to decline. |
| List growth | Owned reach going up, or an explanation of why it is not. |
| Account access | Yours, not theirs, with them invited in. |
Ask before you sign
- If the budget halved, what stays and what goes?
- How do you tell whether the spend caused the sales?
- How often does the creative get refreshed, and by whom?
- What are we building that keeps working if we stop paying?
- How many accounts does our day-to-day person handle?
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