Hello, we are social. We are a conversation agency. We help brands to listen, understand and engage in conversations in social media.
We’re a new kind of agency, but conversations between people are nothing new. Neither is the idea that ‘markets are conversations’.
We’re already helping Coca-Cola, Ford, Unilever, Microsoft, Tesco, Orange, Eurostar, Absolut and WWF.
If you’d like to chat about us helping you too, then give us a call on +44 20 7851 7560 or drop us an email.
As you may already know, Eurostar, who are a client of ours, had a major disruption today. Five Eurostar trains suffered electrical breakdowns in the channel tunnel, leaving passengers stuck on trains in very unpleasant conditions, and even more were left stranded as all of today’s Eurostar services were cancelled. As you would expect with any event of this nature, this very quickly became big news on Twitter and elsewhere in social media.
SomehavequestionedbothEurostar’sandourown handling of the situation, with a particular emphasis on Twitter, so I thought it worth giving some insight from our perspective.
We’ve been working with Eurostar since the summer, creating online word of mouth around their ‘Little break, Big difference’ campaign. As part of our campaign, we designed, built and are managing the Little break, Big difference blog, along with the accompanying Facebook page and Twitter account. This has primarily been a social media marketing campaign, with conversations centered around things to do in Paris, Brussels and Lille and the difference a ‘little break’ can make.
When we first met with Eurostar, as we do with all of our clients, we talked to them about the need to put a real-time social media monitoring and responding programme and crisis plan in place, and proposed a conversation audit and consultancy project to help them implement such a programme. As is common with any business in the early stages of coming to terms with social media, they could see the long term benefits of such a strategy. However, as adapting their existing processes had wider implications across the business, they needed to investigate the options and their impacts. Meanwhile, they decided to move forward with the Little break, Big difference campaign and learn from the experience of engaging in conversations in social media.
When discussing 2010’s activity with the Eurostar team last week, we again discussed a listening and responding programme (and about taking action to claim the unoffical @Eurostar_UK twitter account), and after the positive experience from Little break, Big difference, we agreed to include this in our proposal for next year.
Fast forward to this morning, and I was awoken by a call from our Account Manager, Sarah with news of the crisis. Despite not having a formal arrangement in place, we’re pretty good at keeping an eye out for our clients, even at weekends. Since then, Sarah, Seb, Nathan and myself have been working flat out to help Eurostar deal with the situation.
This is an unprecedented situation for them so it’s been challenging, to say the least. Richard Brown, Eurostar’s Chief Executive and the rest of the team at Eurostar have been working through the night and today, with their priority to get those people that were stranded on trains overnight home and then to minimise the disruption for everyone else.
Since lunchtime, we’ve been sat in Eurostar’s St Pancras offices alongside Emma Harris, their Sales & Marketing Director. As things were changing so fast, we had be very careful not to communicate incorrect information, which restricted how much we could say, but we did pass on via Facebook and Twitter any news we could the minute we received it.
We also managed to grab a moment of Richard’s time, in between various operations meetings and television interviews, to write this blog post and record this embedded video message apologising to Eurostar’s affected customers:
Most importantly, we’d been feeding back into Eurostar’s team the questions that people had been asking in social media throughout the day, and once confirmation of the answers came through we were able to get this FAQ post live and spread the word about it via Facebook and Twitter.
Crises of this nature are not new to us here at We Are Social, and in fact we helped Skype successfully deal with a comparable crisis. We put in place a real-time social media listening and responding programme and crisis plan when we started working with them in June last year. When their crisis occurred in October ‘08, the listening and responding process was working like a well oiled machine and the crisis plan we had in place worked well. We tracked all of the online conversations relating to the crisis, helped Skype’s President write a series of blogposts in response and got the word out to everyone who had written about the crisis with Skype’s side of the story. Here’s the case study I presented about this at Monitoring Social Media ‘09.
We had our hands full today, but nonetheless I apologise to those who have been asking questions of We Are Social which we weren’t able to respond to at the time. Hopefully this post goes some way to answering those questions.
Robin, thanks for sharing this - some useful lessons for everyone I'm sure although to be honest, I think any criticism levelled at the lack of a social media response is more symptomatic of a society that is suffering from a massive case of "daddy buy me a pony" than good vs. bad crisis management. A few critics out there would do well to spare a thought for passengers actually stuck on the train.
I'm a big believer in solid crises management contingencies from the point of pitching for work. As you never know when situations like this will come along and ultimately trash or change the course of any well indented campaign efforts.
Hope you managed to get some decent crimbo time in for yourselves.
All very interesting however the MOST important thing is that Eurostar put in place safety measures which include on the spot communications for passengers in future Eurostar crises. Good PR can only do a certain amount... I must say the CEO looks shattered in that video clip...
I am no a sycophant and I believe Robin has a genuine point here.
Our clients do very often turn deaf ears to our pleads for online&social media crisis plans and online crisis scenarios training initiatives, etc until it is only too late to mount the appropriate response.
I really hope that online crisis plans are taken more seriously by major customers after the Eurostar debacle.
What I want to know is where Eurostar's comms team is. They have quite a large internal team, so how come they haven't a crisis comms plan already in place? Especially after last year's problems.
A "conversation company" should not be driving a crisis plan; it should, of course be part of any plan and feed into it at planning stage. Social media should be part of the plan, not driving it - that's knee jerk.
The final plan should be the responsibility of the head of comms in-house. Where were they?
I also think it's a bit strange that you are washing your client's dirty laundry in public, but perhaps you have permission?
I know that neither I nor any of the companies I have ever worked for would push the blame back to the client unless we were threatened with being sued for something that wasn't our fault.....
Robin - it seems to me like you and your team at WAS have done all you could to help the client in their time of need - and it does strike me that the sniping at you by others has largely been petty and unjustified. The personal attacks are not too pleasant either - though to your credit you have allowed these to remain on the blog.
What concerns me slightly is how your defence has in some way incriminated your client as not listening to your advice and recommendations. Whilst you have defended your agency's reputation, are you not now doing some of your client's dirty washing in public here?
If they are okay with you discussing your discussions then fine, of course - and maybe it will mean that - just like Dell after 'Dell Hell' - Eurostar will become the very watchword for social media excellence. They would be crazy to attach blame to you for your handling and I have no doubt you are in a great place to advise them moving forward from this.
The way in which the general public use social media has always been a step or two ahead of most brands, organisations and - let's be honest here - most in-house and agency PR people! Unfortunately not every brand or communicator is as progressive as we'd like them to be, and it often takes a massive shock to the system like this to catalyse real change and get the customer service/corporate comms/social media dots joined up properly. I'm sure the We Are Social team would have had discussions on monitoring, crisis planning etc with their client well before this. But as anyone that's worked agency-side will know, clients have the luxury of paying agencies to ignore their recommendations...
Well done guys for hanging in there and doing what appears to be a stirling job over the weekend!
I'm not sure why this blog post became a place to snipe at Robin and the We are Social team.
Why can't this conversation be more about the role social media can play in an integrated crisis comms plan, and less about personal attacks? That would be something I'd actually like to read and we'd all stand to gain a lot more value from.
Hats off to Robin and the team for handling this when it wasn't what they were contracted to do. They would have had a lot of internal processes to adhere to and lots of red tape and I can appreciate it would have been difficult to get information through Twitter etc.. as it likely wasn't prioritised as an 'official' channel by Eurostar themselves. Which is why we should try and learn something from this and hope for more streamlined processes in the future.
Social media clearly needs to play a bigger part in the PR strategy and crisis comms and now hopefully more brands will realise this. It's no longer just a nice 'extra' if you have some leftover budget. It's moved beyond that, as this weekend proves.
Fair play to you guys. Seems like you went above and beyond the agreed scope of your project so hat tip for that.
Coming back to Mat M's point though- what client's needs and wants in this space are, need to be interrogated and challenged. We need to use weekends like this one to demonstrate the gap that Mat has rightly highlighted.
Objectively, from across the pond where Winter typically mucks up the best-laid plans of gazillions of holiday travelers, this appears to be a tutorial of sorts:
First lesson: there is never a shortage of finger pointers immediately following a misstep of this nature. The human proclivity for transferring grief, anger or blame pre-dates Twitter by hundreds of thousands of years.
Second lesson: Twitter is not magic fairy dust that makes us impervious to harm or that immediately provides pain relief. When cell phones were still a novelty, people would wander into the wilderness ill-prepared for even the slightest inconvenience, thinking that salvation was but a phone call away. Wrong.
Third lesson: You can lead a client to logic but you cannot make them think long-term, especially if the short-term promises income.
Fourth lesson: "Shoot the messenger" still works when you're irrationally angry.
Fifth lesson: As good as we try to be with the best tools at our disposal, we are often only as good as our clients. That's how this marriage works sometimes.
Sixth lesson: This is how clients - and the communications firms that try to help them - learn. As it is allegedly written on the corporate walls of Twitter, "Let's try to make better mistakes tomorrow."
I'm not sure what the 'usual sychophants' would actually gain from giving Robin a bit of a reacharound, especially as most appear to be competitors.
I think some of the criticisms from Milo are just - certainly the Twitter feed appears a bit suspect. However, i still don't agree with using the Eurostar incident as an excuse to snipe at We Are Social. If anything they've actually come off in a much better light - how they have reacted has been quite impressive. It wouldn't come as much of a surprise if they got more business from Eurostar from it to be honest.
I have no response to the snipes at Robin's personal character, everyone's entitled to their own opinion - I'm just not sure if using the the Eurostar story is the right way of doing so.
Sean
Fair point Tim. This is not the place or the medium for tittle tattle and personal jibes.
You're right on the overall impact of this too, they have done well to make the best of a very poor situation for a client that doesn't appear to know what they're doing.
I'd still be keen to hear more in response to Milo's Twitter question though!
Sean
What a surprise. The usual sycophants and self-promoters are trotting out to give We Are Social a quick handjob of support. Hey there guys!
Milo is right in his criticisms and questions. This company has a serious lack of experience across its employee base. Employing young people is obviously cheap which is great for margins, not so great for clients. Anyone that's met Robin will know that he's a cunning salesman. Sadly I don't think he has the team to back up the volume of wins he's achieved in such a short space of time.
I'd put a lot of the general sniping (including this) down to Robin's heavy handed approach to selling himself and the business in the UK. People just plain don't like Robin's cut throat sales tactics in the UK industry. Remember when it emerged he was bidding for top search position for competitor 'Nixon McInnes' on Google Adwords? Not exactly ethical.
great to have documented what went on very soon after it happened, so hats off to we are social for doing that. but in terms of process excellence, i was a little disappointed to read that all it amounted in effect to was setting up a monitor and respond team in place to handle real-time social media mentions, and getting the CEO to say sorry in public. feels like the emperor's new clothes rather than anything exciting or new
Lots of good comments above. How many other "traditional" agencies without a "brief" and a budget would roll up their sleeves on the weekend and help out a client in a pickle as the We Are Social team has clearly done.
By its very nature, social media is all about getting in there and getting the job done, being honest and admitting shortcomings – all which We Are Social and Robin has done well above.
This will become a benchmark case study for other brands to consider, should they ever feel themselves in the middle of a “Eurostar moment”.
I have blogged on this over at London Calling » How to prevent your own “Eurostar moment” http://bit.ly/eurostarmoment
I think there are two issues here which have been unhelpfully merged into one by some commentators.
Firstly I don't think that anyone is disagreeing with the fact that Eurostar failed to effectively communicate to its passengers over the weekend. My heart goes out to all those who were stranded and I guess I'd be pretty fromaged off it it were me in that situation.
However, the role of communicating the chaos SHOULD NOT FALL UPON THE SHOULDERS OF EUROSTAR'S AGENCY. As Robin states above, We Are Social was taken on to manage the Little Break, Big Difference campaign, and from what I've seen have done a brilliant job. In fact, a few months ago I took a Eurostar to Paris for the weekend for my girlfriend's birthday and on my way back as I tweeted about my fab trip I received a message back instantly from @little_break. This blew me away. The tone was pitched perfectly and made me feel good about the Eurostar brand.
I've often pitched against We Are Social in an agency capacity and have been frustrated with how often they win great clients. I can only put this down as a testament to the quality and diligence that goes into their campaign execution.
It irks me that clients think that by hiring a conversation/social media agency they have ticked a box on a marketing checklist and in effect wipe their hands of engaging directly in communications. The responsibility of customer updates should be firmly with the customer support team and I feel a little disappointed that Eurostar failed to see this. Conversely, hats off to Robin, Nathan and the team for attempting to steer the client in the right direction.
Also, Richard Brown's statement was something that Eurostar should have thought up but didn't. Luckily We Are Social were at hand to make it happen.
If anything, We Are Social should use this as a case study on how they go the extra mile for clients even when it clearly falls well outside of an agency's remit.
Finally, people have commented unfairly on the inexperience of the team at We Are Social. I disagree totally with this as I have had the pleasure of meeting some of the newer recruits who actually live, breath, eat and sleep social media. A really strong agency.
A spirited and credible defence, Robin, as I mentioned in my own post about this sorry affair earlier this morning.
Yet that doesn't count for much, really, if you have an issue that's standing on such a shaky foundation as this one is: apologies, talk of refunds, free tickets in the future, etc, are all well and good but aren't t addressing the specific questions people are clamouring for answers that are directly related to their awful experiences stuck on Eurostar trains in the Channel Tunnel on Friday night.
It also looks as though this present situation is bringing to a head much simmering anger about what's generally happening with travel over the Christmas holiday: not only Eurostar staff threatening strike action but also other things well outside the company's direct control, eg, BA cabin crew, UK Border Agency, postal workers, you name it.
A crisis in my view, one that Eurostar looks ill prepared to deal with effectively. Certainly little indicator otherwise that I can see. Tell me what I'm missing.
Hope the decision pays off; brave move to do crisis PR and customer service when you're paid to run promotional messaging/marketing campaigns in social media. But a friend in need...
Yes, the Techcrunch article missed the point - it's not that Eurostar didn't care about Twitter, it's that the message received was that Eurostar didn't/doesn't care about it's customers - partly because it didn't respond to questions in a timely and useful manner. But the point that social media communications is primarily about responding, not messaging - should be food for thought for us all.
Fair play folks, the post is a great example of how clients can 'comparmentalise' communications and put off key decisions like monitoring social media until it is too late. Your blog was honest and open and I am delighted to see you are standing up for your corner where too often agencies would receive the kicking.
Having worked in PR for 15 years, I've handled quite a few crisis situations. I'd make a couple points; firstly, fair play to Wearesocial who stepped into the breach when many other agencies wouldn't have. Secondly, as with many crisis PR events, the crisis reveals genuine issues within the business that have to be sorted out. Effective crisis management is about transparency, speed of response and authenticity but above all it's about learning from the problem and FIXING it (in this case the shocking lack of communication with the poor customers stuck in the tunnel). Despite the fact that the immediate crisis is over, the real work starts now. If it doesn't then it's just delaying the inevitable.
Hats off to you and the team Robin. Given your relationship with Eurostar I think you've gone above and beyond in how you've supported them through this difficult time, going well beyond your remit.
It's inappropriate for any commentators to criticise an agency who are doing one thing for a client, for NOT doing something else, which they've never been asked to do. I'm with Dirk, Rachel and Danny on this one. How a client uses an agency is up to the client entirely...and if they want proactive campaigning rather than reactive responding - well that's what they want...
I'm just sorry for Eurostar's sake that it's only during and after this crisis that social media gets weaved into their crisis comms plans. Having said that though, in so doing, they'll pave the way for many other organisations to dust down their own crisis planning docs and consider how best to use social media within them.
Chris has pretty much taken the words out of my mouth. One thing to add is that in the social media arena it's not just the corporates who are held up to new standards of transparency, but their suppliers/contractors are too. This post is a good example of responding to that reality.
Great piece - thanks for being so open and transparent as it is rare to get an insight into what happens on the other side at times like this.
As we have both said, this is an unprecedented situation and a learning experience for all but most importantly for Eurostar themselves.
As Roger points out, any blame should clearly sit with the company itself. There is only so much agencies can do in situations like this and it sounds as though you guys went beyond the call of duty.
I'm a firm believer that, done correctly, social media can play an important part (and increasingly, will have to play an important part) in crisis comms. This unfortunate incident may well be the jolt that Eurostar and other companies need to put the plans in place so they are ready to act in future.
I was amazed by how well We Are Social and Eurostar handled the crisis, but what impressed me even more is how you did it: choosing transparency and "human" language to connect with people and help them go through a potentially difficult moment. I also liked a lot the way some negative posts had a positive and constructive answer. This way of setting up and managing conversations - even in a difficult time - is a real game changer and could bring a lot of benefit to Eurostar, IMO.
JDA
Are you KIDDING? "transparency and human language", my a***! Tell that to the people who were stranded who were given occasional scraps of contradictory or outright wrong information by the themselves overwhelmed staff on the ground. I was in the middle of this, and I am not impressed. (This is not directed at the we are social guys, clearly (most of?) the blame lies with Eurostar.
JDA, I see you and many other people had a very bad experience and I'm sorry about it. But I was just referring to the "social media" part of this crisis and to We Are Social job described in the post, which was handled like I wrote, in a human and transparent way. In general, I see there has been many communication problems, but in a crisis scenario, it's important to recognize something that works. Again, sorry you were in the middle of this.
Sorry but even the social media response has been utterly inadequate. It might have eventually have been honest, but some of it contradicted what was said by other channels, and it was far too slow - first tweets were a good 14 hours after this mess started. Seems this is largely the fault of Eurostar rather than We Are Social, but this is *not* a case study in good practice.
I say this as a web designer, active Twitter user, blogger, and ALSO as a Eurostar frequent traveller who was stuck in the middle of this in Brussels.
Alex24
I don't know about social media, but I was involved in the problem and all they told us when we disembarked was "thanks for your patience" and not even one "we're sorry". So what's been done on social media looks so much more in perspective. It could have been better, of course, but it always can.
Alex - I don't envy your situation at all. I was stuck in this, not in a train but at a station (Bruxelles Gare du Midi) and there too it was a complete mess, and messages given there were contradicting what was said at other stations and online. More at my website.
A fantastic case study for anyone working agency-side.
We also have the responsibility to say no to campaigns like Little Break, Big Difference if clients like Eurostar don't have other critical areas of their business set up to cope with almost inevitable customer service issues as thus one.
It is hard but as we are seeing here, external agencies will also take some if the blame too.
@RobinGrant -- good work, good article. You're in a tricky situation, but I think you've probably gone further towards getting this sorted than lots of other agencies have managed.
@timaldiss -- nice point for an ideal world. I don't see any other disciplines (say ATL, DM/CRM, conventional PR) really selling their stuff in or being criticised on that basis. Much as we'd all like to go on retainer for clients' reputation work, the reality is that we're all in business to sell people what they want, and not what they need.
Hi Robin, glad to see your story, pretty much what I expected. I think here you and your team stepped up to help a client over and above what was briefed and have done a great job.
I'm glad some of the responses to your post here have been positive.
The Techcrunch article and its feedback lack a little perspective. Putting what's happened to Eurostar passengers to one side, it looks from the outside like a company / service without a clear crisis comms plan... and a lack of communication internally as well as externally.
But that shouldn't make you guys a target. In my experience (we're competitors, right?) what you say about campaigns as learning curves is true and obvious. 2009 has seen a lot of this - big brands in 'prove it' mode with Social Media... before making commitments to wider strategies.
What folks tend to forget is that Social Media is a business in this respect. We all know that companies really ought to use it across most aspects of what they do... but I'm not expecting every CEO to take this line immediately. Eurostar may help the penny to drop, but we'll see… Despite what some reporters/consultants/etc expect, magic wands don't exist - pilot projects and a lot of *really* hard work are what will make companies embrace Social Media.
In other words, the negative reactions vs We Are Social strike me as a little silly…. Right now, do people expect Corp Comms agendas and crisis comms plans for Nine o'Clock news-style fallouts to be set and run (in real time) by agencies like yours and mine? I've run large (very large) PR teams in-house at multi-nationals. It doesn't work this way.
So, something needs re-wiring at Eurostar HQ. Good luck with helping them to shape some new policies… And thanks for this post - sensibly put indeed.
Hi Robin, I'm sure it's been an interesting 24 hours for you and one you'd care not to repeat!
On my part I'd assumed as much: That you guys had never formally been asked to do eurostar's crisis and issues management (much as you would have liked to) and were only ever given a brief around the whole short breaks thing.
As a result, comments here should really be directed at eurostar and eurostar only. I think it's entirely legitimate to question the situation as a whole as it is a learning for everyone. Less so to publicly point fingers at other agencies - and you'll notice my, and indeed Danny's post, makes no mention of you guys.
I mean after all, you are certainly not the only ones who've been given a social media brief that's primarily promotional in nature while the client is more reticent about the reputation management one.
Though I suspect that will change as many of us use this as a case study to show why exactly brands need to build this in now rather than (as you say eurostar did with you), put it on the drawing board for discussion at a later date.
So you're basically saying that responding on Eurostar's behalf about anything other than the "Little break, Big difference" campaign is outside your current remit? Well, fair enough. And good on you for supporting your clients when they had a crisis.
But I think some of the flak you've been getting today (on TechCrunch, for example) stems from pre-existing annoyances, e.g. what many perceive to be an inexperienced team at we are social that gives its interns/new hires fairly grand titles.
Milo, account exec and account manager are standard job titles for junior employees of marketing agencies, graduates with business/marketing degrees with up to 5 years experience. These are job titles are used throughout the world in the marketing industry (and also sales) and have been for years. It's not something new which We Are Social have just created. As far as I can see the junior members of the team are supported by an experienced team who, as in all agencies, are the ones driving strategy and planning.
It appears that strategic recommendations in this case have been ignored by Eurostar and fair play to We Are Social for picking up the pieces.
Completely agree with you on the job titles, Lindsay - it seems a pretty spurious complaint.
Real credit to We are Social for being so open about their role this weekend - from the outside this has been a fascinating comms case study to chew over, but it can't have been at all easy for the people on the ground.
reidcarr
It sounds like Eurostar felt that Sales and Marketing was the appropriate internal driver for their social media strategy. Unfortunately, this was a situation that spanned other departments. It sounds like, today, you were sitting next to the wrong person, their Sales & Marketing Director.
I totally appreciate the situation; I know how many of these decisions are made in the midst of budgeting, working with agencies, etc. Clearly it could have been handled better and many people who are involved in social media, content strategy and crisis communications hopefully learned some things today at the expense of some Twitterers, crying, hungry babies and some hapless executives. Our social media team definitely did by watching this situation evolve and, in many ways, degrade. Thank you for publishing this part of the story, as well. Again, a lot for all of us to learn.