| What has been your role in the new business efforts of the agency? | |
|---|---|
| Mark Miller, VP Biz Dev | Primary biz development lead |
| John Hall, VP, Group Creative Director, Director of Communications | Heavy involvement. Pitching in person, preparing others for pitches, writing RFPs, helping with pitch decks, etc. |
| brittany barefoot-mcginnis, creative director | my role is somewhat limited. i'm pulled in from time to time when creative or creative thinking/strategy is involved. |
| Mike McCartin, COO | Resourcing, criteria, advising capacity in approach, acting as client in walk-throughs. |
| Stacie Bon; Manger, Business Development | My role is to screen new business opportunities, networking, prospecting, manage and coordinate pitches, etc. |
| Rob Beckley - VP Decision Support | Participation in response for analytics section, a few pitch presentations |
| Todd Winters, Creative Director | To convince prospective clients that Javelin does more than just TALK about numbers, but that we actually have the strategic/creative chops to CREATE them as well. I help produce creative spec work that visually demonstrates what the hell all those charts we show actually mean to consumers. Unfortunately, we don't get to do that nearly enough. |
| Satnam Singh, VP, Analytics | My professional expertise and experience is in setting up analytic programs for different Fortune 500/1000 clients; my academic background is largely in analytics (Operations Research and Statistics). The combination has allowed me to contribute towards evaluating the marketing performance activities of candidate clients, designing new solutions and presenting this in the most effective and persuasive manner to candidate clients - all within the context of ESM - for Javelin's new business activities. |
| Leigh Ober, VP - HR | Minor; sit on New Business Council |
| Andrea Armusewicz VP, Client Service | In the past, leading Healthcare new business pitches with partner Omnicom agencies and more recently assisting on new business in other industries |
| Are there any negative perceptions that prospects might have about the agency that could hold you back in new business? | |
| Mark Miller, VP Biz Dev | Size of the agency, dedicated AT&T |
| John Hall, VP, Group Creative Director, Director of Communications | We're not flashy and can be seen as a rather plodding, one-client agency. We tend to over-think pitches and feel that we have to show everything, including diagrams of the air-conditioning system. We have tended to allow process and client service tactics to overshadow big strategy and creative. |
| brittany barefoot-mcginnis, creative director | This may not be the case anymore, but we did have some hurdles early on because we were a spin-off of Rapp Collins and we were a relatively young agency. Today, the fact that AT&T is such a large client of ours could also be a deterrent |
| Mike McCartin, COO | We are too tech/data heavy, too much of a focus on analytics versus the insights, we clearly demonstrate we are dependable and trusted but we fall short in our ability to excite and energize the client. Meaning, we certainly have the substance, but we need to get better at the style. Our tone of voice is targeting "substance with style" |
| Stacie Bon; Manger, Business Development | We do not have the brand awareness some of our clients do. |
| Rob Beckley - VP Decision Support | Small, lack of diverse experience |
| Todd Winters, Creative Director | 1. We're a one-client agency. If the prospect and AT&T call at the same time, which phone will be picked up first? 2. We're a support agency. We put 1-800 numbers and strong CTAs on creative work done by mass agencies. 3. We're a direct mail agency. If the plan calls for anything beyond a stamp and mailbox, we may not be a right fit. |
| Satnam Singh, VP, Analytics | Weak in interactive work. |
| Leigh Ober, VP - HR | Relative size of agency; lack of specific category experience |
| Andrea Armusewicz VP, Client Service | Never heard of Javelin, older case studies (2-3 years), limited staff with healthcare experience now |
| Specifically regarding pitches/RFPs, when you lose, what are typically the top 3 reasons? Consider both the client's expecations and how you compare to your competitive set. (check only 3) | |
| Mark Miller, VP Biz Dev | |
| John Hall, VP, Group Creative Director, Director of Communications | |
| brittany barefoot-mcginnis, creative director | |
| Mike McCartin, COO | |
| Stacie Bon; Manger, Business Development | |
| Rob Beckley - VP Decision Support | |
| Todd Winters, Creative Director | |
| Satnam Singh, VP, Analytics | |
| Leigh Ober, VP - HR | |
| Andrea Armusewicz VP, Client Service | |
| When you win a pitch, what do you think are typically the top 3 reasons? (check only 3) | |
| Mark Miller, VP Biz Dev | |
| John Hall, VP, Group Creative Director, Director of Communications | |
| brittany barefoot-mcginnis, creative director | |
| Mike McCartin, COO | |
| Stacie Bon; Manger, Business Development | |
| Rob Beckley - VP Decision Support | |
| Todd Winters, Creative Director | |
| Satnam Singh, VP, Analytics | |
| Leigh Ober, VP - HR | |
| Andrea Armusewicz VP, Client Service | |
| What format do you primarily use to present the content of your pitches? | |
| Mark Miller, VP Biz Dev | PowerPoint |
| John Hall, VP, Group Creative Director, Director of Communications | PowerPoint |
| brittany barefoot-mcginnis, creative director | PowerPoint |
| Mike McCartin, COO | PowerPoint |
| Stacie Bon; Manger, Business Development | PowerPoint |
| Rob Beckley - VP Decision Support | PowerPoint |
| Todd Winters, Creative Director | PowerPoint |
| Satnam Singh, VP, Analytics | PowerPoint |
| Andrea Armusewicz VP, Client Service | PowerPoint |
| What do you believe are the strongest elements of your current pitch presentations? | |
| Mark Miller, VP Biz Dev | Team experience |
| John Hall, VP, Group Creative Director, Director of Communications | I don't believe our pitch presentations are strong at all. |
| brittany barefoot-mcginnis, creative director | our people: javelin has a lot of smart and talented people -- and we have a lot of chemistry within the agency, so i believe this shows through when prospective clients meet with us |
| Mike McCartin, COO | Substance |
| Stacie Bon; Manger, Business Development | Dedicated team, Chemistry. |
| Rob Beckley - VP Decision Support | Don't know |
| Todd Winters, Creative Director | We present like Vulcans; like people devoid of emotion who rely solely on data-driven logic. The analytical portions of our presentations are without equal. We demonstrate a thorough understanding of how data is gathered, how it can be manipulated and how it can be leveraged to improve ROI. It's a safe assumption to make that our numbers guy in the pitch is usually the smartest guy in the room. |
| Andrea Armusewicz VP, Client Service | Analytics |
| What do you believe most holds the agency back with its current pitch presentations? | |
| Mark Miller, VP Biz Dev | Too much detail, not a dynamic pitch team, lack of a cohesive story |
| John Hall, VP, Group Creative Director, Director of Communications | Lack of focus, lack of confidence, lack of excitement. |
| brittany barefoot-mcginnis, creative director | Javelin gives more information about us than clients care to know We present what we want to present (and not necessarily what the clients asked for) We bog them down with details, details, details -- not fresh and exciting NOTE: my answers (below) are based on 10 being a high mark, 1 being a low mark |
| Mike McCartin, COO | Style |
| Stacie Bon; Manger, Business Development | We are unable to make decisions regarding the content until the very last hour and then we are left little time for rehearsal. When we go back and forth on content development for so long no one knows what they are presenting very well and they are not confident in what they are presenting. |
| Rob Beckley - VP Decision Support | Relying on the standard format, process oriented. Not strategic enough. |
| Todd Winters, Creative Director | We present like Vulcans; like people devoid of emotion who rely solely on data-driven logic. We seem to forget that decisions are made using both the left AND right side of the brain. You can't form a connection with a client through algorithms or proving a judicious use of past marketing dollars. You form that connection, that bond, in a 2-hour pitch by showing strategy/creative/ideas that evokes an emotional response. "Holy crap that's great stuff. And it's measurable? Damn. Can you start next week?" |
| Leigh Ober, VP - HR | Resources spread too thin and pitch team is not enabled to focus on pitch. |
| Andrea Armusewicz VP, Client Service | Current experience and strategic leadership |
| On a scale of 1-10, how well do your decks set up the creative idea/concept/program with an irrefutable logic trail? | |
| Mark Miller, VP Biz Dev | 3 |
| John Hall, VP, Group Creative Director, Director of Communications | 2 |
| brittany barefoot-mcginnis, creative director | 5 |
| Mike McCartin, COO | 4 |
| Stacie Bon; Manger, Business Development | 2 |
| Rob Beckley - VP Decision Support | 3 |
| Todd Winters, Creative Director | 5 |
| Satnam Singh, VP, Analytics | 6 |
| Andrea Armusewicz VP, Client Service | 6 |
| On a scale of 1-10, how well do you orient your presentation around a new and unexpected consumer insight (vs. a predictable strategic set-up): | |
| Mark Miller, VP Biz Dev | 3 |
| John Hall, VP, Group Creative Director, Director of Communications | 1 |
| brittany barefoot-mcginnis, creative director | 5 |
| Mike McCartin, COO | 4 |
| Stacie Bon; Manger, Business Development | 2 |
| Rob Beckley - VP Decision Support | 3 |
| Todd Winters, Creative Director | 5 |
| Satnam Singh, VP, Analytics | 4 |
| Andrea Armusewicz VP, Client Service | 3 |
| On a scale of 1-10, how well do you demonstrate the business impact of your recommendation? | |
| Mark Miller, VP Biz Dev | 8 |
| John Hall, VP, Group Creative Director, Director of Communications | 2 |
| brittany barefoot-mcginnis, creative director | 3 |
| Mike McCartin, COO | 3 |
| Stacie Bon; Manger, Business Development | 3 |
| Rob Beckley - VP Decision Support | 1 |
| Todd Winters, Creative Director | 8 |
| Satnam Singh, VP, Analytics | 7 |
| Andrea Armusewicz VP, Client Service | 5 |
| On a scale of 1-10, how much do your decks rely more on visuals to "tell the pitch story" vs. text oriented pages? | |
| Mark Miller, VP Biz Dev | 2 |
| John Hall, VP, Group Creative Director, Director of Communications | 1 |
| brittany barefoot-mcginnis, creative director | 1 |
| Mike McCartin, COO | 3 |
| Stacie Bon; Manger, Business Development | 3 |
| Rob Beckley - VP Decision Support | 5 |
| Todd Winters, Creative Director | 1 |
| Satnam Singh, VP, Analytics | 4 |
| Andrea Armusewicz VP, Client Service | 5 |
| On a scale of 1-10, how strong is your agency team chemistry during a presentation? | |
| Mark Miller, VP Biz Dev | 9 |
| John Hall, VP, Group Creative Director, Director of Communications | 5 |
| brittany barefoot-mcginnis, creative director | 8 |
| Mike McCartin, COO | 4 |
| Stacie Bon; Manger, Business Development | 6 |
| Rob Beckley - VP Decision Support | 7 |
| Todd Winters, Creative Director | 8 |
| Satnam Singh, VP, Analytics | 7 |
| Andrea Armusewicz VP, Client Service | 5 |
| On a scale of 1-10, how well are your team presentations rehearsed? | |
| Mark Miller, VP Biz Dev | 8 |
| John Hall, VP, Group Creative Director, Director of Communications | 10 |
| brittany barefoot-mcginnis, creative director | 7 |
| Mike McCartin, COO | 5 |
| Stacie Bon; Manger, Business Development | 2 |
| Rob Beckley - VP Decision Support | 3 |
| Todd Winters, Creative Director | 10 |
| Satnam Singh, VP, Analytics | 6 |
| Andrea Armusewicz VP, Client Service | 8 |
| On a scale of 1-10, how well do you rehearse handling questions from the prospect? | |
| Mark Miller, VP Biz Dev | 7 |
| John Hall, VP, Group Creative Director, Director of Communications | 8 |
| brittany barefoot-mcginnis, creative director | 6 |
| Mike McCartin, COO | 5 |
| Stacie Bon; Manger, Business Development | 3 |
| Rob Beckley - VP Decision Support | 3 |
| Todd Winters, Creative Director | 8 |
| Satnam Singh, VP, Analytics | 7 |
| Andrea Armusewicz VP, Client Service | 5 |
| How much interaction (dialogue) with the prospect do you typically have during the presentation? | |
| Mark Miller, VP Biz Dev | Some |
| John Hall, VP, Group Creative Director, Director of Communications | Some |
| brittany barefoot-mcginnis, creative director | A Little |
| Mike McCartin, COO | Some |
| Stacie Bon; Manger, Business Development | Very Interactive (50/50) |
| Rob Beckley - VP Decision Support | Some |
| Todd Winters, Creative Director | Some |
| Satnam Singh, VP, Analytics | Some |
| Andrea Armusewicz VP, Client Service | A Little |
| How much interaction (dialogue) does the agency create with the prospect throughout the pitch process (leading up to the final pitch presentation)? | |
| Mark Miller, VP Biz Dev | Limited and it is organic versus planned |
| John Hall, VP, Group Creative Director, Director of Communications | Some, but not enough. |
| brittany barefoot-mcginnis, creative director | not a lot |
| Mike McCartin, COO | Limited. Generally with everyone else, probably more listening than asking questions or taking control. |
| Stacie Bon; Manger, Business Development | We try to have interaction with them leading up to the pitch. We are pretty good at reaching out to them, following up, etc. It depends who is running the show (i.e. procurement, search consultant, etc.). |
| Rob Beckley - VP Decision Support | don't know |
| Todd Winters, Creative Director | Some but apparently not enough. |
| Leigh Ober, VP - HR | I am relatively new to engaging with pitches so please leverage others survey input. |
| Andrea Armusewicz VP, Client Service | Some interaction. Calls and email to ask questions. |
| Bottom line, what do you think the agency most has to do to improve at new business pitching? | |
| Mark Miller, VP Biz Dev | Delivery and story telling, demonstrating confidence versus trying to make a friend |
| John Hall, VP, Group Creative Director, Director of Communications | Grow some balls. Stop wasting time on RFPs, search consultants, sibling agencies, and pitches we know we probably can't win. Focus on laser-targeted, highly researched prospecting based around the solution to a client problem. Minimize use of PowerPoint. Pitch with relentless, infectious enthusiasm and create excitement and anticipation using big strategy, solid thinking, and eye-popping creative. |
| brittany barefoot-mcginnis, creative director | complete overhaul/change of mindset practice and implement what you (Mirren) preach |
| Mike McCartin, COO | Trugreen was an example we need to emulate. Style and confidence in ourselves and what we are presenting and how we present it. |
| Stacie Bon; Manger, Business Development | We need to define strong pitch leads that can make decisions about the content so that we are not weary and changing our response at the last hour. If we can make decisions on the outline/our approach/content from the beginning the pitch team will know what they are presenting and be comfortable with it. |
| Rob Beckley - VP Decision Support | become more strategic, solve business problems |
| Todd Winters, Creative Director | We must be more confident. In every way imaginable. From the moment a client first makes contact to the middle of the actual presentation filled with C-level executives, we must demonstrate a level of confidence that borders on arrogance yet never crosses that line. Why? Because clients need reassurance that we're experts, and reassurance isn't something you show in a process chart or illustrate in the NE corner of a PowerPoint slide. It's something you...radiate. We don't believe in ourselves enough. It's demonstrated in the number of times we over-engineer a response or rehearse six days before a pitch. We have the talent and experience. We just need to have more faith in both. |
| Leigh Ober, VP - HR | First; learn to turn down opportunities with low chance of winning. |
| Andrea Armusewicz VP, Client Service | Delivering Strategic Insights and creative based on the insights |