1. Introduction: How can we raise the status of marketing?
In this introductory episode of MAD//Masters, Rory Sutherland sets out the focus of the course and
the challenge to marketers - to raise the influence of marketing in business and wider society. Key
discussion points include:
- Why human perception and reality can be two different things
- The essential role of experimentation for the ambitious marketer
- The power of data and statistics - and their limitations
- How behavioural models help us to understand why people do what they do
- The importance of taking a creative leap of faith
- How marketers can combine data, behavioural science and creativity to be more successful and
2. Beware marcomms! Why we need to change the perception of what marketing is and how it works
In this second episode, Rory explains why classic marketing phrases can be self-limiting and why
businesses should recognise the value of creativity, experimentation and instinctive leaps that do
not necessarily fit neatly into 'scientific' data-driven decision making. Rory also introduces the
'Broken Binoculars' concept in which our lens for seeing the world can actually distort reality and
cause us to attribute incorrect meaning to customer behaviour.
- Why the notions of 'marcomms' and 'proposition' are limiting for marketing and marketers
- Why breakthroughs in business and marketing are often irrational, accidental and serendipitous
- The problem with marketing and why it doesn't fit into 'scientific' business practices
- The need for creativity, experimentation and instinct in business
- Why just because something makes sense it doesn't necessarily mean its true
- 'The broken binoculars' - why your business lenses can sometimes provide a distorted picture of
what is actually happening
- How the opposite of a good idea can be another good idea
- Why doing the obvious thing may not be the best solution and why business culture doesn't reward
bravery or eccentricity
- Why following market research and mainstream economics can be a risky business and rarely lead
to major breakthroughs
- The importance of using a 'third eye' of creativity and behavioural science
3. Getting to know how your brand smells, heuristics and why you need to learn to talk to the elephant
This week Rory introduces the concept of heuristics - imperfect but generally sound rules that help
us to make decisions quickly that are right most of the time. Rory goes on to talk about why
thinking marketers can control the behaviour of customers ('the elephant') can be a risky
- The peril of 'met un-needs' and how focusing on them can lead to the misdirection of effort
- Why the deluded conscious brain thinks its the Oval Office, when in reality it's more like the
- The difference between factual information and emotional stimulus
- The importance of heuristics: why making good decisions quickly is sometimes more effective than
making perfect decisions
- Why famous brands are in the eyes of consumers to be less likely to make rubbish products
4. Should you trust data? Why we need to experiment + embrace discovery if we want to get lucky
This week, Rory nerds out on data, which he considers to be a vital component of creativity and
marketing innovation. But are we using data in the right way? Should we reappraise our relationship
with data? Is an overreliance on making decisions based on data - which may look like sensible
business practice - attributing incorrect meaning and limiting our ability to discover marketing
- Why marketers need to exercise caution when attributing meaning to data
- Why the model of efficiency means you're less likely to 'get lucky'
- What marketers can learn from bees - the importance of maverick discovery roles and the
'explore, exploit trade' off
- The measurement trap - how it over values behaviour that's close to the point of purchase and
undermines long-term activity
- How representative is your data? Why most data is a poor reflection of reality and reflects the
past, not the future
- 'The Wolford paradox': why digital advertising models can lead to misdirected spend and effort
Why need to get better at understanding non-linear complex systems
5. Finding your competitive advantage + gain theory: why failing fast can be a risky strategy
In Episode 5, Rory discusses the limitations of 'snapshot data' + why looking at long-term
behavioural trends can be a more valuable source of competitive advantage.
- Defining your source of competitive advantage + gain theory
- The pros + cons of 'fail fast' as a business strategy
- Why brands + psychology are essential for innovation
- The benefit from pursuing ideas that you know will annoy the finance director
- How data has a subjective meaning based on how you're looking at it
- Why distinctiveness + brand really matters - but only if your product is good
- Why people in marketing are weird + don't represent customer behaviour
- Repeat purchase + usage - more reliable indicators than overall sales growth?
6. Dare to be different + annoying! The importance of creativity + diversity in elevating your offering
This week Rory discusses why distinctiveness, creativity and occasionally being annoying can help
boost your brand and business.
- The relationship between creativity + innovation
- The vital importance of creativity in answering a question to which you don't know the answer in
- Why it is important to reframe + redefine a problem in an interesting way
- How to 'dare to be different'
- Why having a diverse team will aide solving problems creatively
- How you can elevate your product of service in a way that resonates with consumers
- Why creativity is not a magic bullet but is the key ingredient in making a breakthrough for all
- How you and your product can gain attention
7. Herd behaviour - How behavioural economics can help you speak to your board + help you become a better marketer
In episode 7, Rory examines the role of behavioural economics in marketing and how it can enable
marketers to communicate effectively with both senior business decision makers and consumers.
- Understanding how behavioural economics + nudge theory are the missing links between data +
- Why creativity needs to be anchored in data
- Understand why marketers should worry more about how the world feels and not how it looks
- How to employ behavioural economics to gain a key insight and solve a problem
- How you can inject the psychology of perception + behaviour into the c-suite
8. Maximising your relationship with your consumers - why it pays to understand your customers
As the great magazine publisher Malcolm Forbes said, “the best vision is insight”. This week Rory’s
attention shifts to how brand marketers can reap rewards by building relationships with their
customers and understanding the way they behave.
- The MINDSPACE framework + how to integrate it into your marketing strategy
- The SCARF model + how you can use it to maximise relationships with your customers
- The COM.B model of behaviour + how you can identity what needs to change consumer behaviour to
- Two way brands + relational capitalism: How you can make your customers care about you
9. Mind readers - How behavioural science can create better + more exciting innovation
This week focus is on how marketers can leverage behavioural science to innovate. Discussion points
- Maximising the potential for future + exciting innovations by using behavioural science
- Understanding how innovation can help sustain the environment
- Premiumisation: why status is important
- How to better understand innate unconscious human motivations + needs
- Why understanding that value is created in the mind is the key to success
- Why you should use choice architecture to change people's behaviours
- How to translate corporate ambition in to individual behaviours
10. How to reassert the influence of marketing within your organisation + think like a human, not a consultant
In the final episode of the course, Rory digests his view on how marketing can regain its influence
by embracing a more humanistic approach. Discussion points include:
- How marketers can elevate their status in their own organisation
- Understanding why human behaviour trumps technology
- Why thinking differently about how humans think opens up a new array of more creative and
effective solutions for marketers.
- Being able to have language to talk credibly about marketing to non-marketers
Rory Sutherland meets Ritchie Mehta, CEO, School of Marketing: How to get ahead in marketing.
Drop-in session with Herdify’s CEO & Founder, Tom Ridges, to enhance the perspective on applying behavioural science in the day-to-day.
Inside the mind of the challenger: Shamil Thakrar, Co-founder, Dishoom.
Inside the mind of the challenger: Alexandra Depledge MBE, Founder and CEO, Resi.
Live with Rory at MAD//FEST London.
+ Many more!
Live Mad//Fest London masterclass
Come along to MAD//Fest London on 2-4 July 2024 and you can attend a special in-person masterclass
from Rory Sutherland focused on how businesses can apply innovation, creativity and behavioural
science to marketing challenges.