ters and designers were given their head; they were allowed to do whatever their guts told them was right; and the resultant advertising was, without a doubt, the best that has ever been produced before or since.

So it was in my story that a large London agency,

The story I am about to tell you is thought to be apocryphal, which is why I shall refrain from naming names. Nonetheless, it is a classic example of what advertising is - or, rather, should be - all about. It demonstrates that good promotional concepts, the ideas that sell product, are based wholly and solely upon (a) the product story, (b) the benefits of owning said product and (c) the image of the product in the eyes of its potential customers.

Step back with me, then, about 40 years, when advertising agencies were less dependent than they are now upon market research, consumer panels, think tanks, marketing strategies, consumer profiles, computer-based market analyses and all the pseudo-scientific claptrap with which agencies are these days lumbered. We are returning to a time, the late 60s, when creative people (writers and designers) ruled the ad agency roost. Indeed, many of the better UK agencies were then run by creative people and not by accountants as so many of them today are. And because of this there was a kind of freedom in the air. Writers and designers were given their head; they were allowed to do whatever their guts told them was right; and the resultant advertising was, without a doubt, the best that has ever been produced before or since.

So it was in my story that a large London agency,

t sell product, are based wholly and solely upon (a) the product story, (b) the benefits of owning said product and (c) the image of the product in the eyes of its potential customers.

Step back with me, then, about 40 years, when advertising agencies were less dependent than they are now upon market research, consumer panels, think tanks, marketing strategies, consumer profiles, computer-based market analyses and all the pseudo-scientific claptrap with which agencies are these days lumbered. We are returning to a time, the late 60s, when creative people (writers and designers) ruled the ad agency roost. Indeed, many of the better UK agencies were then run by creative people and not by accountants as so many of them today are. And because of this there was a kind of freedom in the air. Writers and designers were given their head; they were allowed to do whatever their guts told them was right; and the resultant advertising was, without a doubt, the best that has ever been produced before or since.

So it was in my story that a large London agency,

ependent than they are now upon market research, consumer panels, think tanks, marketing strategies, consumer profiles, computer-based market analyses and all the pseudo-scientific claptrap with which agencies are these days lumbered. We are returning to a time, the late 60s, when creative people (writers and designers) ruled the ad agency roost. Indeed, many of the better UK agencies were then run by creative people and not by accountants as so many of them today are. And because of this there was a kind of freedom in the air. Writers and designers were given their head; they were allowed to do whatever their guts told them was right; and the resultant advertising was, without a doubt, the best that has ever been produced before or since.

So it was in my story that a large London agency,

ate 60s, when creative people (writers and designers) ruled the ad agency roost. Indeed, many of the better UK agencies were then run by creative people and not by accountants as so many of them today are. And because of this there was a kind of freedom in the air. Writers and designers were given their head; they were allowed to do whatever their guts told them was right; and the resultant advertising was, without a doubt, the best that has ever been produced before or since.

So it was in my story that a large London agency,

ters and designers were given their head; they were allowed to do whatever their guts told them was right; and the resultant advertising was, without a doubt, the best that has ever been produced before or since.

So it was in my story that a large London agency, headed up by a brilliant writer, was invited to pitch for the British Rail account. As I've said, the MD of the agency was brilliant with words. He was also flamboyant in dress and in manner; and his reputed attitude towards clients was one of take it or leave it. As the rumours go, he would back his creative team to the hilt, and he would actually fire clients who did not express a generous enough attitude towards his agency's work.

Anyway, accepting the offer to pitch, the agency invited the Advertising Manager of British Rail, along with his entourage, to its offices in salubrious Mayfair. On the appointed day, as the visitors filed in, a catalogue of events unfolded.

They were greeted, first, by an indifferent receptionist who had a cigarette poised between her lips. She barely acknowledged them, but pulled herself away from a magazine long enough to direct them towards an ante-room, telling them that the agency MD would be along in a moment.

Inside this ante-room, the d?cor was somewhat grubby and there were not enough chairs to go rou