| What is your background, in terms of agencies, accounts, and client-side experience? | |
|---|---|
| Ranil de Silva, Managing Director | I worked for JWT for 18 years in Sri Lanka, Indonesia and Singapore. At JWT I started in Account Management and rose to office management. I was mostly involved with clients such as Uni Lever, Nestle and BAT. For the last 11 years I have been running the Colombo office for Leo Burnett, my role is largely management but I engage heavily in client contact with clients in the telco, financial services and telco sectors. I am also engaged with brands in the ice cream, beverages, decorative paints and super market categories. |
| What is the total number of employees at your office: | |
| Ranil de Silva, Managing Director | 72 |
| What is the number of employees you have nationally: | |
| Ranil de Silva, Managing Director | 72 |
| List your clients, grouped by category/industry (no older than 3 years): | |
| Ranil de Silva, Managing Director | Telco : Hutch, Wataniya Food and Beverages : Minute Maid, Nestomalt, Maggi, Cargills Magic, Cargills Kist Jewellery : Vogue Social marketing : UNICEF, ICTA, National Science Foundation Leisure : Chaya Blu Education : APIIT |
| What percentage of your revenue growth over the last 12 months has come from: | |
| Ranil de Silva, Managing Director | 30-40% |
| As if you were writing to a prospective client, describe the agency in no more than 3 sentences: | |
| Ranil de Silva, Managing Director | A great team of passionate professionals across all disciplines and in every seniority. Understanding of Sri Lankans with insights into your market, supported by global knowledge of category. Creative leadership, respected and resourceful as a marketing communications partner. |
| List the top few agencies that you do/will compete against most often. | |
| Ranil de Silva, Managing Director | JWT Triad : A local agency Grant Mc Cann Phoenix Ogilvy Lowe LDB |
| In the eyes of clients, what do you provide of value, that none of your competitors do? | |
| Ranil de Silva, Managing Director | Overall quality of our people. Experience and ability of management Integrated communications competency Creative product. |
| Are there any negative perceptions that prospects might have about the agency that could hold you back in new business? | |
| Ranil de Silva, Managing Director | International and does not truly understand Sri Lankan consumers. Too big for the agency, we will not get the attention we desire. May be intimidating to the more junior team members. |
| What new business activities have you conducted over the past 12 months? (ie, any proactive outreach, competitive pitching, PR, etc.) | |
| Ranil de Silva, Managing Director | Proactive pursuits and relationship building activity, trying to open a door. Pitches at client invitation. Efforts to expand existing relationships. Communications with corporate materials Corporate hospitality Media presence but not targeting prospects but highlighting agency successes. |
| 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): | |
| Ranil de Silva, Managing Director | |
| 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) | |
| Ranil de Silva, Managing Director | |
| How many competitive pitches have you participated in over the past 12 months? (based on having engaged in a pitch in any way) | |
| Ranil de Silva, Managing Director | 8-10 |
| What percentage of those did you win? | |
| Ranil de Silva, Managing Director | 60-70% |
| Bottom line, what do you think the agency most has to do to improve at new business? | |
| Ranil de Silva, Managing Director | We need to be able to access the opportunities we have identified by opening some critical doors. Better management of the pitches and the presentation itself. Know what the client wants from the pitch. Pre dispose the decision makers towards the agency. |