| What is your name and title? | |
|---|---|
| Hannah Paramore Breen | |
| What is your agency name? | |
| Paramore | |
| What is the total number of employees at your office and nationally? How has this changed over the last 2 years? | |
| 25 locally. 140 nationally. We've been at 25-30 people for several years until the acquisition in 2016 by O+B | |
| What are the total revenues for your office (substitute & indicate billings if this is the only available number): | |
| $2,685,000 | |
| List your clients for the past 2 years (grouped by industry category, indicate past/current client). Cut and paste from another document if this helps. | |
| Our list is huge because we have many project clients. I'll have to send it as a separate document. | |
| Bullet point the services you offer your clients: | |
| Website design and development Content strategy and development Digital media planning, buying and reporting Analytics | |
| What percent of new revenue comes from the following sources: | |
| 71-80% | |
| Expanding on your answer above, how has most new business come in? | |
| We have generated most of our business over the years from speaking engagements (Hannah), visibility in the community, networking and referrals. We also had an aggressive PR strategy that kept us in the press locally, regionally and nationally which added to our credibility. We also launched an educational series called Paramore University which was industry thought-leadership. Invitation only. Always a huge success. | |
| What methods have your team been using for proactive prospecting? Please provide a brief summary. | |
| We used to market aggressively at tradeshows and then seek speaking opportunities for Hannah. Then we'd market aggressively as a lead-up to the tradeshows and as a follow-up to attendees. We used Paramore University to prospect, inviting people wanted to do business with. It was an exclusive invitation. | |
| Do you use any CRM. Marketing or project management software for any of your new business activities? | |
| No. | |
| How many people are regularly involved in your new business and proactive prospecting efforts? (Also list names and titles). | |
| In the past we had two VPs of Business development plus the President (Hannah) plus a new business coordinator. Pitch strategy involved the VP of Creative, Blake Allen and the VP of Strategy, Matt Burch, and the VP of Media, Amy Kaczynski. We were all in. Now it's just Hannah Paramore, EVP, and Alyson Bennett, New Business Manager. | |
| How aligned would you say your management / new business team is as it relates to a new business approach? | |
| Paramore is pretty tight in the past but since the acquisition there is more disconnection. Knowing how to integrate OB into the new business process (Not John, the rest of the company) has been a struggle. | |
| Please describe all resources your agency uses to support proactive prospecting efforts. | |
| In the past, our email database, our website and social channels, a capabilities deck, tradeshow booth, custom events, media relations (we outsourced PR), speaking engagements. | |