| What is your background, in terms of agencies, accounts, and client-side experience? | |
|---|---|
| Thomas Sutton - Executive Director of Client Management | My first job out of university was in the oil and gas industry. Lead by my creative urges I decided to become a copywriter in a local Singapore agency for a few years. I moved to another local agency where I gradually transitioned to account management, realising that was my real calling. In 2001 I moved to JWT Singapore where I worked on the Standard Chartered Bank business for 3 years and HSBC for 2 years. I also handled the regional Samsung business for a year. I was approached by Publicis Singapore to handle the local CItibank business, where I spent almost 2.5 years before moving to my current role in Leo Burnett Indonesia. I've spent the past 9 months there, and love it! |
| What is the total number of employees at your office: | |
| Thomas Sutton - Executive Director of Client Management | 200 (approx) |
| What is the number of employees you have nationally: | |
| Thomas Sutton - Executive Director of Client Management | 200 (approx) |
| List your clients, grouped by category/industry (no older than 3 years): | |
| Thomas Sutton - Executive Director of Client Management | Telkomsel (Indonesia's largest telco) Carrefour (Retail) Indofood (FMCG packaged goods) Paseo (FMCG Household tissue products) Coca-Cola (FMCG Minute Maid brand) Holcim (Cement manufacturer and housing developer) Samsung (Consumer electronics) |
| What percentage of your revenue growth over the last 12 months has come from: | |
| Thomas Sutton - Executive Director of Client Management | 5-10% |
| As if you were writing to a prospective client, describe the agency in no more than 3 sentences: | |
| Thomas Sutton - Executive Director of Client Management | We’re Indonesia’s leading communications Agency - #1 by headcount and best new business record and the largest digital agency among international networks. # 2 creative ranking in Indonesia with impressive wins in local and international shows and Indonesian Agency of the year 3 times in the last 8 years. Our key people have varied yet complimentary skills enabling us to comprehensively deliver at different points of contact. |
| List the top few agencies that you do/will compete against most often. | |
| Thomas Sutton - Executive Director of Client Management | Ogilvy DDB Lowe JWT Leading local agencies (e.g. Coleman Handoko, Mentari) |
| In the eyes of clients, what do you provide of value, that none of your competitors do? | |
| Thomas Sutton - Executive Director of Client Management | 360 integrated offering Tried and tested by leading global and local brands |
| Are there any negative perceptions that prospects might have about the agency that could hold you back in new business? | |
| Thomas Sutton - Executive Director of Client Management | That the telco client may always be the Agency's priority Cost Relatively foreign Not willing to bribe or give kick-backs |
| What new business activities have you conducted over the past 12 months? (ie, any proactive outreach, competitive pitching, PR, etc.) | |
| Thomas Sutton - Executive Director of Client Management | Pitched and won: Telkomsel Paseo Samsung 3D LED TV campaign Coca-Cola (MInute Maid campaign) PR: Wildfire presentation to the Indonesian advertising community at the Citrapariwara Awards show. |
| The following is a list of potential roadblocks that hold you back with your overall new business efforts. On a scale of 1- 10, rate each on how much it is a road block (1 being not a road block, 10 being a significant road block): | |
| Thomas Sutton - Executive Director of Client Management | 3 |
| 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) | |
| Thomas Sutton - Executive Director of Client Management | |
| How many competitive pitches have you participated in over the past 12 months? (based on having engaged in a pitch in any way) | |
| Thomas Sutton - Executive Director of Client Management | 5-7 |
| What percentage of those did you win? | |
| Thomas Sutton - Executive Director of Client Management | 60-70% |
| Bottom line, what do you think the agency most has to do to improve at new business? | |
| Thomas Sutton - Executive Director of Client Management | We need to "speak the Client's language" by engaging with them. Client to find out where their thinking is and present our ideas in a way that they understand and that makes sense to them in the light of how they see their objectives. |