ISBA publishes report outlining payment by results mechanisms

Advertiser body ISBA has published a new report looking at payment by results mechanisms that can help clients and agencies get a fair deal in their negotiations.

The second Payment by Results report, commissioned by ISBA and conducted by the advertising research consortium (ARC), sets out to aid clients and agencies benchmark their remuneration arrangements.

Jonathan Lace, report author and ARC director, said: “Advertising accountability is even more important when times are tough and budgets are tight. This report provides a unique insight into characteristics of scheme design that are associated with success.

“It will help in designing PBR schemes that are mutually beneficial – ensuring the agency is paid on performance that matters.

“The market data, in-depth interviews and example schemes provide a rich resource for both reassurance and a new ingenuity in moving PBR forward.”

Debbie Morrison, ISBA’s director of consultancy and best practice, said: “The report is comprehensive indeed and will be of paramount help to any client or agency wanting to examine client-agency PBR mechanisms.

“It shows what a win-win outcome can look like, what’s truly motivating performance, what’s happening in other countries and how clients and agencies can understand each other’s point of view.”