| What is your background, in terms of agencies, accounts, and client-side experience? | |
|---|---|
| Dave Stump, VP Business Development | Owned my own agency (marketing consulting/copywriting); 4 Guys Interactive (digital agency); ContentActive (digital agency) |
| Kent Sholars, Account Supervisor | Previously with a large WPP agency and also worked in B2G marketing at a medium-sized PE-owned firm. Primarily lead accounts in fintech, technology, health care Specialities: public affairs, corp comm, strategic reputation mgmt and crisis |
| Sylvester Palacios, Jr Account Supervisor | with Pierpont since 2010, started as an intern, have helped service accounts in a wide variety of areas, primarily in PR and media |
| Dori Ludwig, Director of Marketing | I have 10+ years' experience...client side then 2 agencies (one of which was Grey WW) then 2 client sides (one of which with managing USA Marketing for Pirelli Tires) and now back to the agency side only doing Marketing at a PR firm which is something new for me. |
| Stacy Armijo, Executive Vice President | I've spent my entire professional career at Pierpont, actually beginning as an intern in college. My clients include state & national associations, the largest hospital system in Austin, Tesoro Corp (large oil & gas companies) as well as many professional services firms in sectors such as law, engineering, financial services, HR and others. I'm also very active in charitable and professional organizations, currently including a role on the national Board of Directors of the American Marketing Association and as past chairman of the American Red Cross serving Central Texas. |
| clint woods, COO | 18 years of experience, worked at pierpont for 18 years and paid intern at advertising agency. worked at publicly traded software company |
| Krystal Patout, Supervisor | I've worked at Pierpont for over six years and started as an intern. Prior to joining the firm, I interned for a Top 40 radio station and the Children's Museum of Houston. I have public relations, marketing, community relations and civic engagement experience and have delivered results for a wide range of clients from entrepreneurs to global companies. My clients include/have included BP, BHP Billiton, Denham Capital, Daikin/Goodman, Total Wine & More, Huntsman Corporation, OliverMcMillan/River Oaks District, Walmart, ARAMARK and Verizon Wireless. |
| James Savage, SVP General Manager, Pierpont Dallas | James Savage is the SVP General Manager of Pierpont Communications in Dallas As an experienced marketer and communicator with global corporate and agency healthcare experience, Savage joined Pierpont after successfully leading the corporate practice as SVP of Edelman in Dallas, where he contributed to the brand and reputation success of Texas, national, NAFTA-wide and global private and public sector clients such as BNY Mellon, Citigroup and SWIFT. Prior to joining Edelman in January 2014, he was Managing Partner of Reputation Leadership Group (RLG), an international communications and reputation management consultancy. He earlier served as Executive Vice President of Corporate Communications and Brand Marketing at Canada’s Western Financial Group, a division of Group Desjardins, the world’s largest financial co-operative (credit union), leading rebranding and M&A communications following several years as Vice President of Public Affairs and Corporate Communications at the Federal Reserve Bank of Cleveland (FRBC). Savage led the Bank’s issues and reputation management programs and policy communications initiatives through the 2008-2011 financial crises. Along with an array of new communications programs such as the pioneering use of social media, educational and community outreach, a new online magazine (Forefront), and proactive launches of Fed research and policy work. Savage’s department sharply increased the measured levels of awareness, reputation and understanding of the Fed’s important work, and was also head of System-wide communications for the Financial Services Payments Committee (FSPC). Before joining the Fed Savage led corporate communications and brand marketing at Philips Healthcare’s national Canadian division. Savage’s programs more than doubled Philips domestic market brand awareness and favorability measures. He developed Philips first public affairs/advocacy, healthcare and corporate social responsibility initiatives, as well as shepherding the company through labor disputes, large-scale restructuring, health crises, M&A activities and environmental challenges. Before joining Philips, he led RainCoast Group, a global tech communications and marketing consultancy, serving as lead international advisor to Canada's inter-governmental National Broadband Task Force, the Asia-Pacific Economic Cooperation Council's (APEC) Internet committee, and the Canada-Texas Business Council. Prior to founding his own company, Savage was Vice President, International Corporate Communications for Verizon, having also served the firm in communications, marketing and strategic planning roles supporting the company’s expansion in Canada, Latin America, the Asia-Pacific region and Europe. Early in his career Savage was Associate Director of the Pacific Telecommunications Council (PTC) and founding editor of the Pacific Telecommunications Review. He also served as an international policy analyst specializoing in multilateral relations for the Canadian Federal Department of Communications. He began his career as a research associate at the International Institute of Communications (IIC) in the United Kingdom focusing on EU trade and public policy negotiations, and is the author of The Politics of International Telecommunications Regulation (Westview Press/University of Colorado). Savage has an M.Sc. from the London School of Economics (LSE) and a BA from the University of British Columbia, Canada. He serves as a Commissioner with the Institute for Public Relations (IPR) and has been a member of the Board of the Canadian PR Society and the Convergence Council of the S. I. Newhouse School of Communications (Syracuse University). |
| Phil Morabito CEO | 35 years in the agency business |
| David Gonzalez, Account Supervisor | Have been with Pierpont for six years; work primarily in the public affairs practice of the firm albeit I am multipurpose team member servicing clients on the public relations side. Current roster of clients are in the consumer, engineering, transportation and logistics, and technology and manufacturing industries. I also provide support to industry associations, nonprofits, public sector agencies, and lead the firms Latino communications platform. |
| Kristen James, Digital Strategist | I've worked for a large agency (Cohn & Wolfe), a tech company as a marketing manager and at Pierpont for three years. At Pierpont, I manage digital accounts, support new business and serve on the firm's internal marketing team. |
| Danielle Urban, Account Supervisor | Seven years at Pierpont (Austin office), leading a wide variety of public relations projects for real estate, health care, energy, infrastructure, and nonprofit/association industries. |
| Shannon Campbell, Account Supervisor | Worked for several PR agencies Corporate/financial PR |
| Nancy Sims, Senior Vice President | With Pierpont for 15 years. Prior to that, have a hstory in political and governmental affairs work. |
| Tracy Price, Art Director | Savage Design (Now Savage Brands) — Worked directly with clients on a project basis for 5 years for both print and interactive Gilbreath Communications (Ad agency) Worked directly with client on a project basis for about 5 years Pierpont Communications (Public Relations firm) Work with project managers and have recently been work directly with a few clients (usually produce a better product) I have work for Pierpont since 2008 Over my career, I have work on small and large projects with team and solely for over 20 years |
| Sally Ramsay, Senior Vice President | I have worked on the client side, in-house communications and now PR agency. I am not only a senior leader within the firm but I also have account management responsibilities. My clients tend to be Fortune 50 to 500 companies and high-growth entrepreneurial companies. |
| Victoria Cook, Account Supervisor | Prior to working at Pierpont, I worked for another PR agency in Austin. I've spent my entire career on the agency side. |
| Lara Zuehlke - Director of Content | I started out 20 years ago as a telecom reporter for several years before moving in-house, working in higher education for nearly 9 years. I then moved into agency life and have been on this side since 2006. At my previous boutique copywriting firm, I worked largely for large B2C brands (L'Oreal, Trane/American Standard, Corner Bakery, Purina, etc.). I've been at Pierpont since 2013, first in account management, and since Jan 2016 as content director. |
| Elysa Nelson, Sr Account Supervisor | 13 years of experience in nonprofit (healthcare, education and arts), politics, agency and corporate communications. |
| Pierpont Communications | 29 years of public relations agency experience |
| Chris Jones, VP Energy Practice, Crisis Practice | 20+ yers on corporate side with energy companies, much of that time in communications, IR, etc. |
| Brian Banks, Contrller | N/A |
| Brittney Garneau, Senior Account Supervisor | Fleishman-Hillard, Acxiom (in house), Pierpont |
| What has been your role in the new business and organic growth efforts of the agency? | |
| Dave Stump, VP Business Development | I lead the business development efforts |
| Kent Sholars, Account Supervisor | Active role in new business; no min required but encouraged to network and seek out clients; very involved once a lead is established in writing proposals and pitch meetings (and ultimately servicing new accounts). Very involved in understanding when there are opportunities to offer current client more or expanded services. |
| Sylvester Palacios, Jr Account Supervisor | just started to get a full taste of new business, having recently networked, secured a client and now servicing them |
| Dori Ludwig, Director of Marketing | I go networking weekly and try to pitch clients. I am new (Feb 1, 2017) so it's been slow for me to bring in leads but I also attend new biz pitches and craft the proposals so I have a big part in it and it will only grow. |
| Stacy Armijo, Executive Vice President | I'm responsible for the Central Texas region for Pierpont, which includes Austin and San Antonio, and have been the primary driver of new relationships in those markets for the last 5-6 years. I've been active in new business since the early says of my Pierpont role, both from an organic and new business perspective. I'm also responsible for marketing services across the firm, including Pierpont's own marketing efforts, so I oversee all of our online channels for driving new business opportunities along with other members of the marketing team. |
| clint woods, COO | sales team leadership, goal setting, sourcing and closing leads, pitching biz |
| Krystal Patout, Supervisor | In 2016, I participated in only a handful of new business pitches. I have contributed to organic growth with existing clients. |
| James Savage, SVP General Manager, Pierpont Dallas | I lead new business efforts in my geo and for selected agency-wide initiatives . I have overall responsibility for growth in my geo, although our new biz efforts are undertaken collectively as a firm (we are one P&L) |
| Phil Morabito CEO | Networking Generating leads Helping to close deals |
| David Gonzalez, Account Supervisor | Pitching new business, whether that is as part of a pitch team or individually; leading account teams with an emphasis on organic growth; and taking on online sales leads. |
| Kristen James, Digital Strategist | I regularly support new business (typically 2 proposals per month, sometimes up to 5 per month). In that role, I'm responsible for drafting proposals and serving on the pitch team. I also lead the internal marketing efforts for lead gen via paid social, PPC, website content and sales materials. |
| Danielle Urban, Account Supervisor | Strong client retention; participating in new business initiatives as appropriate. |
| Nancy Sims, Senior Vice President | Personally drive new business through relationships and connections. Created and have grown the public affairs practice at the firm. Work on new business every day but in a different way. |
| Tracy Price, Art Director | I am currently developing a proposal and presentation template for sales to maintain our brand and give a more consistent level of professionalism. |
| Sally Ramsay, Senior Vice President | The majority of my time is developing new business and organic growth within my clients. |
| Victoria Cook, Account Supervisor | I've joined senior leadership in new business meetings and helped prepare proposals. Through client service and results, I've been able to help grow current accounts. |
| Lara Zuehlke - Director of Content | I have been supporting new business since my first day at Pierpont - first in support roles through proposal development, scoping, etc. Now as content director, I'm responsible for revenue generation for the content practice, including prospecting, relationship development, scoping, proposal development and pitching. |
| Elysa Nelson, Sr Account Supervisor | I support new business efforts both in bringing in leads, growing existing business and helping with RFPs/proposals. |
| Pierpont Communications | Pierpont is the first and only public relations agency in which I've been asked/required to contribute to "sales" efforts. |
| Chris Jones, VP Energy Practice, Crisis Practice | My focus ha been on the crisis practice and the firm's energy clients. |
| Brian Banks, Contrller | N/A |
| Brittney Garneau, Senior Account Supervisor | Participate in new business RFP responses and pitches (research, writing, presentations), use network to bring in new business, grow existing business through strong client relationships and great work |
| As if you were writing to a prospective client, describe the agency in no more than 3 sentences: | |
| Dave Stump, VP Business Development | Pierpont Communications is one of the largest independent integrated communications firms in the U.S., bringing you a rich history of [industry] knowledge, a team of seasoned, passionate professionals, and an unmatched level of success over our 30-year history. Our team of specialists are fluent in the language of your employees, customers, partners, media, and investors. Grounded in industry, we are a credible partner whose deep [industry] category expertise informs our strategies, results-driven creative, and daily execution. |
| Kent Sholars, Account Supervisor | Pierpont is an experienced, mid-sized regional marketing and PR agency focused on the Texas market. We specialize in several leading industries such as energy, technology, health care and professional services, and we offer strategic experience in corporation communication, media relations, crisis, internal comms and public affairs. |
| Sylvester Palacios, Jr Account Supervisor | We're a full service communications agency from Texas with an international reach. We provide PR, marketing, digital, crisis and public affairs services for a wide variety of clients in energy, retail, finance, non profits, and more. |
| Dori Ludwig, Director of Marketing | Pierpont Communications is a fully integrated PR and Marketing agency, which means we thing about your business from a holistic approach...how we use earned, owned and paid media to reach your strategic business goals. |
| Stacy Armijo, Executive Vice President | Pierpont Communications is an integrated public relations and marketing firm with offices across Texas. We connect Texas-based brands to their audiences all over the world and we help organizations outside the state reach Texans to accomplish their goals. Our services include public relations, marketing, digital and public affairs with expertise across a wide variety of industries, such as energy & power, real estate, healthcare, financial services and others. |
| clint woods, COO | Clients partner with Pierpont because of our expertise and singular focus on delivering against their business outcomes. Combining PR, Public Affairs/govt relations and data-driven creative marketing, we advocate for clients, their causes, products and services in a way that compels people to action. |
| Krystal Patout, Supervisor | Pierpont is a full-service, integrated communications firm. Whether you're looking to announce a new product, host an event, build a new website or lobby for a cause, we have a team that can help you meet your goals. |
| James Savage, SVP General Manager, Pierpont Dallas | We’d welcome a conversation about our unique, expert-driven approach to brand development and reputation growth. We do the following for enterprises across Texas and elsewhere: we increase awareness for brands and enterprises; we build, preserve and defend brand/corporate reputation, and manage risk across the enterprise; we drive the favorability of brands (i.e., likelihood of potential clients considering/choosing/ favoring your brand (or your ideas) over competitors). |
| Phil Morabito CEO | Pierpont is a fully intergrated marketing and public relations firm with deep expertise in a number of different industries. We have global reach and offices in Houston, Austin and Dallas. We are independent, totally focused on customer service and results. |
| David Gonzalez, Account Supervisor | Integrated marketing communications firm with over three decades of experience providing clients - from entrepreneurs to global Fortune 500 companies - with efficient and effective strategies that influence the way stakeholders think. |
| Kristen James, Digital Strategist | Pierpont Communications is an integrated marketing communications agency. We support clients with the full suite of communications needs including PR, digital marketing, traditional marketing and content development. We're unique in that we know our clients' industries deeper than our competitors and seek to find tangible ways to win for you. |
| Danielle Urban, Account Supervisor | Pierpont Communications is an integrated marketing communications and public relations firm that brings a results-driven approach to support clients in elevating their brands, safeguarding their reputations and improving business performance. Founded in 1987, we have deep Texas roots and a wide, global reach with offices in Houston, Austin, Dallas and San Antonio. |
| Nancy Sims, Senior Vice President | As you may recall, I work with Pierpont, a strategic communications firm. It's my understanding that Harvey Builders is about to celebrate 100 years in business. This is such a success story for you, the family and the business. We want to help you shape the narrative and drive event management. |
| Tracy Price, Art Director | Pierpont is a Texas based creative, strategic agency that can support you with your companies grow, awareness and crisis. Pierpont has over 30 years of expertise in partnering with companies their quest to evolve in measured success. |
| Sally Ramsay, Senior Vice President | Pierpont Communications is the best independent firm where the best minds in communications collaborate to deliver smart, meaningful results for our clients. We spark and shape conversations for great companies and inspiring organizations. |
| Victoria Cook, Account Supervisor | Pierpont is the state's largest independent, strategic communications firm, and we help tell the stories for some of the world's largest brands. Whether it's PR, content strategy, marketing, digital or public affairs, we create campaigns scaled to meet clients' needs. The result is improved brand awareness and reputation blended with engagement of your most important stakeholders. |
| Lara Zuehlke - Director of Content | Founded in 1987, Pierpont is an integrated marketing and communications firm with deep Texas roots and a wide global reach. We bring depth of experience to plan, execute and manage integrated campaigns across PR, public affairs, marketing, digital and crisis management. Every day, we work with clients across diverse verticals to shape and share their unique brand stories to elevate their reputations and drive new business growth. |
| Elysa Nelson, Sr Account Supervisor | Pierpont Communications is a marketing and communications consulting firm, rooted in years of experience both in vast industries and employee expertise. We provide strategic advice and day-to-day account management, with a focus on quality and our clients' best interests always top-of-mind. |
| Pierpont Communications | Full service public relations and marketing firm, with strategic thinking that will impact business goals through an integrated approach to communications, wedding both traditional and digital communications to achieve client objectives. |
| Chris Jones, VP Energy Practice, Crisis Practice | Pierpont is a leading independent communications firm bringing deep expertise in public relations, public affairs, marketing, crisis and reputation management, as well as digital engagement to our clients. |
| Brian Banks, Contrller | N/A |
| Brittney Garneau, Senior Account Supervisor | Pierpont is an integrated communications firm that knows how to use the best in PR, marketing and digital to advance your business goals. Through strategic and targeted effforts, we get your messages and brand in front of buyers and decision makers to boost credibility, favorability and purchasing. |
| List the top few agencies that you do/will compete against most often. | |
| Dave Stump, VP Business Development | Edelman, MMI Agency, Black Sheep Agency, Fleishman Hilliard, Hill and Knowlton, Brand Extract |
| Kent Sholars, Account Supervisor | HC2K Cooksey Communications Spaeth SPM Bolt PR Social Revolt |
| Sylvester Palacios, Jr Account Supervisor | Cohn & Wolfe Edelman Fleshman |
| Stacy Armijo, Executive Vice President | Edelman; Hahn Public Communications; other local / regional PR and digital shops |
| clint woods, COO | edelman, mmi, brandextract, |
| Krystal Patout, Supervisor | Edelman and FH |
| James Savage, SVP General Manager, Pierpont Dallas | Edelman, Ketchum, SPM, Speath, Cooksey, HCK2 |
| Phil Morabito CEO | Edelman Other independent pr firms Firms from different expertise such as digital focused/design/marketing communications |
| David Gonzalez, Account Supervisor | MMI Edelman Hill & Knowlton (H&K) |
| Kristen James, Digital Strategist | Hahn Texas, Edelman |
| Danielle Urban, Account Supervisor | Hahn, Edelman |
| Nancy Sims, Senior Vice President | Hill & Knowlton ( absorbed Public Strategies) Specific lawyers at law firms Certain lobby firms |
| Tracy Price, Art Director | ??? |
| Sally Ramsay, Senior Vice President | MMI, Black Sheep, Edelman, Fleishman Hilliard, H&K and other mid-sized, regional PR/digital agencies |
| Victoria Cook, Account Supervisor | Edelman, Weber, Fleishman, Burson, KGB, MMI, Black Sheep |
| Lara Zuehlke - Director of Content | Hahn Texas Edelman Boutique digital/specialized firms |
| Elysa Nelson, Sr Account Supervisor | Edelman (Dallas/Houston), Golin |
| Pierpont Communications | Edelman (Volmer); Saxom; Ammerman Group (media training); Hill & Knowlton; Fleishman-Hillard |
| Chris Jones, VP Energy Practice, Crisis Practice | Ammerman, Edelman |
| Brittney Garneau, Senior Account Supervisor | Fleishman Hillard, Edelman, boutique firms |
| In the eyes of clients, what do you provide of value, that none of your competitors do? | |
| Dave Stump, VP Business Development | Significant sector expertise, and regional media connections |
| Kent Sholars, Account Supervisor | more senior level account leadership |
| Sylvester Palacios, Jr Account Supervisor | responsiveness, results, strategic thinking and value to their business as well as a good rapport |
| Dori Ludwig, Director of Marketing | Truly fully integrated Mostly high level, experienced consultants Array of disciplines (I have a very different skill set than the person I sit next to) Been around Houston for 30 years |
| Stacy Armijo, Executive Vice President | Insight into their business + long-standing and trusted relationships with key executives (because many of our client relationships are very long in duration); ability to produce results where other agencies have not (such as actually securing valuable media coverage, completing quality marketing work the delivers business outcomes desired; etc.); a keen ability to craft messaging, both at a brand level and especially related to complicated issues and topics that could threaten their business |
| clint woods, COO | more senior talent, commercial and industrial experience, knowledge of our markets |
| Krystal Patout, Supervisor | Our experience, relationships and approach. In some instances its one over the other and sometimes its all three. |
| James Savage, SVP General Manager, Pierpont Dallas | Unique expertise based upon personal backgrounds of team members; big agency depth & breadth but mid-sized value; Texas knowledge. |
| Phil Morabito CEO | Outstanding customer service and strong results |
| David Gonzalez, Account Supervisor | Years in the industry; extensive industry knowledge; footprint across Texas and southwest |
| Kristen James, Digital Strategist | We truly get PR, marketing, digital and content. Our competitors do not fully grasp how each of those work together to create robust communications programs. |
| Danielle Urban, Account Supervisor | We have strong talent with diverse skill sets; we go farther than any other agency in the pursuit and delivery results; we actually KNOW the industry you're in; we know Texas better than anyone else. We also have offices in all four major cities in Texas. |
| Nancy Sims, Senior Vice President | Depth and knowledge of political landscapes We have the connections and process to achieve their goals |
| Tracy Price, Art Director | Years of experience and a drive to produce quality work. ?? |
| Sally Ramsay, Senior Vice President | Senior level managers actively engaged in account work; smart, strategic and creative ideas and results that drive sales and or align with over all business objectives |
| Victoria Cook, Account Supervisor | Direct access to senior leadership vs. an all junior team. More flexibility vs. a larger firm. Industry expertise and knowledge. Pride in our work product (quality vs. quantity) and client service. |
| Lara Zuehlke - Director of Content | A truly integrated suite of services that align with their business goals and outcomes. We aren't fluffy - we get stuff done but we have fun while we do it! |
| Elysa Nelson, Sr Account Supervisor | We are focused on quality account management every single day and strategic advice and counsel. |
| Pierpont Communications | Immediate response and flexibility that only an independently-owned communications firm can provide. |
| Chris Jones, VP Energy Practice, Crisis Practice | More experienced, senior staff who actually work on the team, not just the pitch. This allows us to provide a level of strategic insight that most firms cannot match. |
| Brittney Garneau, Senior Account Supervisor | Deep industry expertise, top heavy leadership, lower price points |
| In the eyes of clients, what do your competitors provide of value, that you do not? | |
| Dave Stump, VP Business Development | International and national networks, lower prices |
| Kent Sholars, Account Supervisor | Digital marketing |
| Sylvester Palacios, Jr Account Supervisor | national/international market presence |
| Stacy Armijo, Executive Vice President | Reasons for recent competitive losses include less compelling / sophisticated creative, lack of in-house development / perception of lacking depth on the technical side; we often feel we're caught in the conundrum of being too big to be "small" and too small to be "big" |
| clint woods, COO | scale, digital depth, creative services |
| Krystal Patout, Supervisor | National or global offices. |
| James Savage, SVP General Manager, Pierpont Dallas | National and global breadth; sometimes vertical knowledge. |
| Phil Morabito CEO | Certain expertise that we're not as strong in....design/data/digital |
| Kristen James, Digital Strategist | Our competitors are typically more creative and bring bigger ideas to clients. |
| Danielle Urban, Account Supervisor | Stronger creative focus and/or capacity; a "big" firm with a roster of name brand clients. |
| Nancy Sims, Senior Vice President | Legal advice People on the ground in Austin (while we have an office there, no PA staff) |
| Tracy Price, Art Director | ?? |
| Sally Ramsay, Senior Vice President | Stronger digital capabilities. |
| Victoria Cook, Account Supervisor | Resources and scalability. Global presence. Our competitors also sell a much "flashier" product and proposal, however that typically comes back to bite them in the long run. |
| Lara Zuehlke - Director of Content | It depends on the competitor. With the big guys it's the laundry list of clients of large/Fortune 500 firms we support as AoR. For smaller specialized shops, it's fresh creative ideation and execution - particularly in design, web development and digital. |
| Elysa Nelson, Sr Account Supervisor | The bigger firms have a lot more junior staff and can "churn and burn" some things that Pierpont can't do as quickly. |
| Pierpont Communications | Global or national reach; stronger consumer communications client history; deeper pool from which to compose "best practices" teams |
| Chris Jones, VP Energy Practice, Crisis Practice | Some of our competitors have done a better job of productizing their work and conveying its value. Also, they have mechanisms in place to provide research and market insights. |
| Brittney Garneau, Senior Account Supervisor | Measurement, research, analytics, big/flashy creative, video production |
| Are there any negative perceptions about the agency that might hold back your new business efforts? | |
| Dave Stump, VP Business Development | Perception that we are mainly and oil and gas agency, that we are a B2B agency |
| Kent Sholars, Account Supervisor | Caught in between being a boutique and a large agency. |
| Sylvester Palacios, Jr Account Supervisor | not sure about this one |
| Dori Ludwig, Director of Marketing | Not that I know of. Maybe we're too small? |
| Stacy Armijo, Executive Vice President | I'm not aware of any negative perceptions, but we have very low brand awareness in a few of our markets (Dallas and San Antonio) since we've been there for shorter duration with much smaller teams. Also, because we're a generalist firm, depending on what service line is of most interest to a prospect or what industry they operate in, they sometimes feel we lack depth in their specific area compared to specialist firms |
| clint woods, COO | being all things to all people, too big to be small, too small to be big reputation. regional agency that can't handle major national or global assignments. Not the safe choice for larger client engagements we seek. |
| Krystal Patout, Supervisor | None to my knowledge |
| James Savage, SVP General Manager, Pierpont Dallas | Uneven track record in North Texas over 10 years in market, but many competitors have same issues. |
| Phil Morabito CEO | Regional stigma .....not big enough. |
| David Gonzalez, Account Supervisor | Strong presence in Houston and Austin, growing Dallas and very little brand recognition in San Antonio. |
| Kristen James, Digital Strategist | Old, "stodgy", not on top of the latest trends, traditional PR shop, small, unknown |
| Danielle Urban, Account Supervisor | We've repeatedly been told that we are not creative enough or don't think big enough. |
| Nancy Sims, Senior Vice President | Sometimes, we are too big Sometimes, we are too small |
| Tracy Price, Art Director | ?? |
| Sally Ramsay, Senior Vice President | No, our reputation is incredibly strong in our statewide footprint. |
| Victoria Cook, Account Supervisor | Perceptions of "just being an oil and gas agency", however that has diversified in past years. We need deeper client case studies all areas. |
| Lara Zuehlke - Director of Content | That our age and focus on B2B makes us stodgy and lacking fresh, creative ideas. |
| Elysa Nelson, Sr Account Supervisor | Some people think we are just an energy firm or just a Houston firm, they don't realize we are statewide and have national and international clients. Or that we do marketing, content and digital work. |
| Pierpont Communications | If given a fair chance to compete for business, Pierpont can hold its own against firms three times its size |
| Chris Jones, VP Energy Practice, Crisis Practice | I'm not sure we are know for our full range of integrated services. |
| Brittney Garneau, Senior Account Supervisor | Too small/local player |
| On a scale of 1-10, how well do your presentations back up the agency’s recommendation with an irrefutable logic trail? In other words, how well do you typically build a strong argument for the agency’s recommendation? (10 = we are always strong in this area) | |
| Dave Stump, VP Business Development | 5 |
| Kent Sholars, Account Supervisor | 8 |
| Sylvester Palacios, Jr Account Supervisor | 7 |
| Dori Ludwig, Director of Marketing | 6 |
| Stacy Armijo, Executive Vice President | 5 |
| clint woods, COO | 3 |
| Krystal Patout, Supervisor | 4 |
| James Savage, SVP General Manager, Pierpont Dallas | 5 |
| Phil Morabito CEO | 7 |
| David Gonzalez, Account Supervisor | 9 |
| Kristen James, Digital Strategist | 7 |
| Danielle Urban, Account Supervisor | 6 |
| Nancy Sims, Senior Vice President | 7 |
| Tracy Price, Art Director | 8 |
| Sally Ramsay, Senior Vice President | 8 |
| Victoria Cook, Account Supervisor | 8 |
| Lara Zuehlke - Director of Content | 6 |
| Elysa Nelson, Sr Account Supervisor | 5 |
| Pierpont Communications | 8 |
| Chris Jones, VP Energy Practice, Crisis Practice | 7 |
| Brittney Garneau, Senior Account Supervisor | 7 |
| On a scale of 1-10, how well do you build your presentations around a new and unexpected strategic consumer insight vs. a predictable consumer insight? In other words, how well do you always have something brand new to share about the client's target audience? (10 = we are always strong in this area) | |
| Dave Stump, VP Business Development | 4 |
| Kent Sholars, Account Supervisor | 5 |
| Sylvester Palacios, Jr Account Supervisor | 7 |
| Dori Ludwig, Director of Marketing | 7 |
| Stacy Armijo, Executive Vice President | 2 |
| clint woods, COO | 2 |
| Krystal Patout, Supervisor | 3 |
| James Savage, SVP General Manager, Pierpont Dallas | 7 |
| Phil Morabito CEO | 1 |
| David Gonzalez, Account Supervisor | 7 |
| Kristen James, Digital Strategist | 5 |
| Danielle Urban, Account Supervisor | 8 |
| Nancy Sims, Senior Vice President | 3 |
| Tracy Price, Art Director | 3 |
| Sally Ramsay, Senior Vice President | 7 |
| Victoria Cook, Account Supervisor | 5 |
| Lara Zuehlke - Director of Content | 2 |
| Elysa Nelson, Sr Account Supervisor | 5 |
| Pierpont Communications | 8 |
| Chris Jones, VP Energy Practice, Crisis Practice | 4 |
| Brittney Garneau, Senior Account Supervisor | 2 |
| On a scale of 1-10, how well do you build your presentations around a new and unexpected creative/concept/program/tactical idea? (10 = we are always strong in this area) | |
| Dave Stump, VP Business Development | 6 |
| Kent Sholars, Account Supervisor | 4 |
| Sylvester Palacios, Jr Account Supervisor | 8 |
| Dori Ludwig, Director of Marketing | 6 |
| Stacy Armijo, Executive Vice President | 2 |
| clint woods, COO | 6 |
| Krystal Patout, Supervisor | 3 |
| James Savage, SVP General Manager, Pierpont Dallas | 5 |
| Phil Morabito CEO | 3 |
| David Gonzalez, Account Supervisor | 7 |
| Kristen James, Digital Strategist | 7 |
| Danielle Urban, Account Supervisor | 7 |
| Nancy Sims, Senior Vice President | 5 |
| Tracy Price, Art Director | 2 |
| Sally Ramsay, Senior Vice President | 7 |
| Victoria Cook, Account Supervisor | 5 |
| Lara Zuehlke - Director of Content | 5 |
| Elysa Nelson, Sr Account Supervisor | 6 |
| Pierpont Communications | 8 |
| Chris Jones, VP Energy Practice, Crisis Practice | 5 |
| Brittney Garneau, Senior Account Supervisor | 4 |
| On a scale of 1-10, how well do you demonstrate the business impact of your recommendations? (10 = we are always strong in this area) | |
| Dave Stump, VP Business Development | 4 |
| Kent Sholars, Account Supervisor | 6 |
| Sylvester Palacios, Jr Account Supervisor | 8 |
| Dori Ludwig, Director of Marketing | 8 |
| Stacy Armijo, Executive Vice President | 6 |
| clint woods, COO | 3 |
| Krystal Patout, Supervisor | 6 |
| James Savage, SVP General Manager, Pierpont Dallas | 7 |
| Phil Morabito CEO | 3 |
| David Gonzalez, Account Supervisor | 9 |
| Kristen James, Digital Strategist | 7 |
| Danielle Urban, Account Supervisor | 7 |
| Nancy Sims, Senior Vice President | 8 |
| Tracy Price, Art Director | 4 |
| Sally Ramsay, Senior Vice President | 8 |
| Victoria Cook, Account Supervisor | 7 |
| Lara Zuehlke - Director of Content | 5 |
| Elysa Nelson, Sr Account Supervisor | 7 |
| Pierpont Communications | 9 |
| Chris Jones, VP Energy Practice, Crisis Practice | 6 |
| Brittney Garneau, Senior Account Supervisor | 4 |
| If you’re able to answer, how is most new business coming in to the agency (i.e., competitive reviews/RFPs, proactive prospecting, referrals, etc.)? | |
| Dave Stump, VP Business Development | Referrals, proactive prospecting, SEO/SEM/Website |
| Kent Sholars, Account Supervisor | Networking SEO in-bound leads |
| Sylvester Palacios, Jr Account Supervisor | website, referrals, networking and organic growth |
| Dori Ludwig, Director of Marketing | referrals, web leads and networking |
| Stacy Armijo, Executive Vice President | Our biggest source of new revenue each year is organic growth followed by new client acquisition, and our largest source of leads for new clients is our website (although note that I'm unsure of how our conversion rate on web leads compares to leads sourced through Pierponters' networks and / or referrals from other clients). That's a shift for us in the last year or two, as previously, the vast majority of new business came from our employees' networks. |
| clint woods, COO | by volume of leads it's through web site |
| Krystal Patout, Supervisor | I think it is a mix. |
| James Savage, SVP General Manager, Pierpont Dallas | Combination of proactive prospecting, relationship marketing, competitive searches. |
| Phil Morabito CEO | Referrals Web Brand |
| David Gonzalez, Account Supervisor | Online, referrals and proactive prospecting. |
| Kristen James, Digital Strategist | Website lead generation |
| Danielle Urban, Account Supervisor | For the first time ever, a majority of our new business is coming into the agency from our marketing efforts: website, paid search/social, etc. |
| Tracy Price, Art Director | ?? |
| Sally Ramsay, Senior Vice President | Currently, new business comes consistently comes to the agency via word of mouth from current and previous clients, our website and traditional prospecting. New business comes directly to me through relational selling. |
| Victoria Cook, Account Supervisor | Mostly referrals and organic growth of existing clients. Also networking. |
| Lara Zuehlke - Director of Content | Website leads Networking Referrals |
| Elysa Nelson, Sr Account Supervisor | I'm not 100% confident on how it breaks down but I know we get lots of web leads as well as asked to do RFPs. |
| Pierpont Communications | Networking and personal relationships from the very top of the organization. RFP wins are down the ladder from the most common ways Pierpont wins big assignments. |
| Chris Jones, VP Energy Practice, Crisis Practice | Web leads with aggressive, timely followup are contributing the most, I think. |
| Brittney Garneau, Senior Account Supervisor | Proactive prospecting, networking and web leads |
| Bottom line, what do you think the agency most has to do to improve at New Business? Any final advice for us as we prepare your training program? | |
| Dave Stump, VP Business Development | Presentation in proposals and in-person presentations |
| Kent Sholars, Account Supervisor | Have an honest conversation about what we do (well), what we don't (or need a partner to execute) and where we need to expand our expertise. |
| Sylvester Palacios, Jr Account Supervisor | be consistent across the agency in terms of values and traits and correlate reachable expectations and expertise at the onset |
| Dori Ludwig, Director of Marketing | Better sales skills when you at the proposal stage, in the meeting, how to verbally sell someone. |
| Stacy Armijo, Executive Vice President | I think we need a more crisp way of articulating our value proposition, particularly because as a generalist firm across industries and practice areas we often fall into the trap of sounding like "all things to all people." That approach is effective for us from a business stability / growth perspective as well as employee development and recruiting, so I don't feel we should seek further specialty, but I do think we must improve at telling a more personalized and compelling story centered around the client's interests (instead of our own). I also think we could benefit greatly from advice on how to source more meaningful information about business goals & objectives in the new business process so that we can better show the substance of our strategic approach (instead of just guessing at what we think clients want based on surface research, which is often what it feels like we have to do ). |
| clint woods, COO | develop a POV that is more provacative, yet defensible. Focus more on our clients and our client's customers to deliver recommendations that achieve their desired business outcomes--not simply the rote agency outputs with which we are comfortable. Our agency story, our processes and our presentations must be more tightly scripted. each pitch is different and we dont have a master blueprint that allows us to rally behind the clients needs. we cut, paste and wing it far too often. |
| Krystal Patout, Supervisor | Approach to proposals, specifically moving away from one size fits all. Also, bringing in more people to contribute ideas when preparing RFPs. The same team prepares them, so they sometimes have the same ideas in each one. |
| James Savage, SVP General Manager, Pierpont Dallas | Tangibly demonstrating business value to prospects; speaking the language of business; focusing on strategic business outcomes instead of tactical outputs; building research-driven knowledge-base and relationship with prospect in order to design a successful (for client and for the agency) proposal. |
| Phil Morabito CEO | We must present better, have better materials and get a new "wow" factor into every new business pitch. We also must do better preparation to show how we understand a client's business. |
| David Gonzalez, Account Supervisor | How to best look for RFP opportunities, how to best prepare for pitches, strategies for building your own brand. Our firm does great a bringing in entrepreneurs (that's our bread and butter) and we do a good job of bringing the middle market clients; however, we have ambitious goals (i.e., 20/20) and need to change our approach to securing clients that will help us reach our 20/20 vision. |
| Kristen James, Digital Strategist | We need to streamline our sales materials and bring more strategic recommendations to clients. We also need to get better at researching/planning ahead of time so we can better set client expectations at the onset. |
| Danielle Urban, Account Supervisor | We need a stronger, unified sales deck and for everyone at our company to speak on the same page about who we are and what we do. |
| Tracy Price, Art Director | Hire more sales people. Consistent professional look and feel of the proposals and presentations. |
| Sally Ramsay, Senior Vice President | Since we've recently rebranded, we need to sales materials, leave behinds and consistent presentation templates. |
| Victoria Cook, Account Supervisor | More sophisticated proposals and ideation rather than re-purposing existing content/ideas/tactics. Enhanced training for junior staff - new biz can feel secondary when you are focused on servicing existing clients.. |
| Lara Zuehlke - Director of Content | We need to consistently do a better job of ensuring the prospects we entertain are in line with our business goals. It seems when we were focused on 2020, we had a clear sense of who is and isn't a client. The past 12-18 months, we've been far less discerning taking on anyone from small (often 'crazy') entrepreneurs to global brands. This has posed problems in aligning client expectations, strategy and budgets (especially for the small start-ups). I also think we need to do a better job of looking like a modern, integrated agency. Our sales materials are, for the most part, very stale and boring. |
| Elysa Nelson, Sr Account Supervisor | I think our process isn't always the best, nor are our materials. Additionally we don't always focus on the what more about who we are as a firm, which backfires at times. |
| Pierpont Communications | More investment in vertical industry associations in which to network, speak and build personal connections; Individual presentation training on how exactly to "network"; Hire a second media relations sharp-shooter - it's tough to be a "department of one" and have any time to be able to get out of the office and meet people when the rest of the agency is calling you with "I need..." requests. |
| Chris Jones, VP Energy Practice, Crisis Practice | Better, more consistent proposals that convey our expertise, insights, and products in a professional and compelling manner. |
| Brittney Garneau, Senior Account Supervisor | Telling a cohesive and compelling story about why the client should work with us, backed by data and insightful creativity, and giving them something unique. |