The Magician of Ogilvy
Rory Sutherland's career at Ogilvy has spanned more than three decades, and in that time he has become advertising's most articulate defender of a proposition that the industry itself often forgets: the goal of communication is not to inform. It is to change behaviour. And the most powerful behaviour changes come not from rational persuasion but from the systematic exploitation of human irrationality.
Sutherland is the Vice Chairman of Ogilvy UK, a TED speaker with multiple viral talks, a columnist for The Spectator, and the author of Alchemy: The Surprising Power of Ideas That Don't Make Sense. He is also, by his own cheerful admission, a contrarian of the first order — a man who has built an intellectual framework around the proposition that the opposite of a good idea can be another good idea, and that most of what passes for rational decision-making is post-hoc rationalisation of decisions that were actually made by the unconscious mind.
His great insight — the one that runs through every talk, column, and consulting engagement — is that human behaviour is governed by perception, not reality. A product that feels premium is premium, regardless of its objective characteristics. A service that feels fast is fast, regardless of its actual speed. A price that feels fair is fair, regardless of its relationship to cost. The implication for business is radical: you can often solve a problem more cheaply and more effectively by changing the perception than by changing the reality.
By the Numbers
The Sutherland Record
30+Years at Ogilvy, rising from trainee to Vice Chairman