| What is your background, in terms of agencies, accounts, and client-side experience? | |
|---|---|
| Amelia Gulick, Directory Growth Strategy | After one internship on the strategy side of the business and one in account service, I have been in business development my entire career. |
| Scott Morris, VP Brand Strategy | GSW VP Brand Strategy (2014-present): Currently, I am the lead strategist for Astellas zolbetuximab (Gastric/GEJ cancer), CTI pacritinib (Cytopenic Myelofibrosis), the Neulasta Onpro, Parsabiv, Aranesp/Epogen brands for Amgen, and Exo imaging Other brands: Lilly Insulins (Humalog, U-500, KwikPen), Trulicity, Lilly Oncology (Alimta) Foamix (Amzeeq), LEH (eyemax mono), Omeros (Omidria), Amgen (Evenity) SVP, Group Creative Director 2003-2014 Notable GSW efforts: The global rebranding of Lilly GEMZAR (advanced NSCLC). ALIMTA Global and US launches for the advanced NSCLC blockbuster. Global development and launch of the LIlly Oncology Franchise. Global development and launch of the Lilly Diabetes Franchise. Relaunch of Humalog family of insulins. Biogen Tecfidera consumer launch. TM Advertising (Temerlin McClain) VP, Associate Creative Director 1995-2003 Launched the Subaru WRX in the US market, inspiring street and rally racers everywhere to contribute extra funding to their local law enforcement agencies. I’m still car sick from the shoots. Co-traveled with NationsBank as they executed the largest acquisition strategy in history at the time, ultimately emerging as the new Bank of America. Other AOR accounts: Nationwide Insurance, Quaker State, Paramount Parks, JCPenney, Nortel Networks. Wolf Blumberg Krody Sr Art Director 1992-1995 Some nice regional work, but it really felt like it was time to leave after I did an ad for Cincinnati featuring a beer museum. Tepe Hensler Westerkamp Art Director 1990-1992 A tiny Cincinnati shop that appreciated good creative work. But, it was very, very tiny. Won a local Best in Show with a hair salon announcement. The Martin Agency (Stenrich Group) Jr Art Director 1987-1990 |
| Kimberly Vale SVP, GAD | 18 years of ad agency experience. Prior agencies include TBWA, Ogilvy, The Bloc, Saatchi. Have worked almost exclusively in oncology and rare disease since 2011. Accounts include global and US, mostly AOR, and range from big pharma (eg Pfizer, BMS, GSK, AZ, Merck. Novartis, Sanofi) to mid-size/small pharma (eg Amylin, CTI, Astellas, Genzyme, Gilead, Genentech). Client side experience was in R&D as a research scientist. |
| Wayne Fassett SVP, GCD Managed markets | I've worked at a variety of agencies for the past 20+ years. Both consumer and healthcare. I've focused on Market Access for the past 5 years. In pharma, clients have ranged from big to small. Pfizer, GSK, Amgen, Gilead, Lilly, Takeda to one-product startups. Wide range of disease states and populations. No client-side experience. |
| Whitney Long, VP Account Director | Over 13 years of agency experience with 6 years in healthcare/pharma (at CDM LA & GSW LA), I have worked in cardiovascular, oncology, and rare diseases spaces. My healthcare experience ranges HCP/DTC work for both North America and Global teams, with focus on drug launches, field force materials, and media support. |
| Cynthia Vredenburgh EVP/Client Services, GSW New York | I have worked since 2005 across agencies within Publicis/Digitas, WPP and Syneos. The majority of my experience comes outside of healthcare. |
| Rob Roth, SVP Account Services | Been in the industry for about 20 years working at both companies that are independent and holding companies. Worked on everything from DTC, HCP only, Caregiver, Unbranded, Branded and have some access experience. I also sold for a little while on the client side so I understand what it takes to be a sales rep. |
| Lisa DeNivo, SVP Group Account Director | 22 years agency experience. Spanning IPG (FCB, Area23), Omnicom (Biolumina), WPP (ghg, Ogilvy), and Havas (H4B). Accounts span from OTC to Oncology. Have been mainly high-science/oncology focused prior to joining GSW. I have experience across new product/indication launch to patent expiration. |
| Lacey Jae EVP, ECD (CCA & GSW LA) | Advertising Agencies: Medicus Lifebrands, Grey Group, Saatchi & Saatchi Wellness, Carling Communications, Fishawack Health Current accounts: BioMarin, Edwards, Astellas, Gore, Saluda Medical, Thermo Fisher, MannKind, Gurbet Past Accounts/Clients: Bausch & Lomb Rx products, Alcon Surgical Devices, OrthoDerm (Corporate, Retin-a-micro, Onexton, Duobrii, Bryhali, Jublia, Altreno, Luzu), Humira, Eli Lilly (Cialis, Axiron, Diabetes Portfolio, Humalog, Humulin, Trulicity, Basaglar, Glucagon), Premarin Oral, Premarin Vaginal Cream, Somatuline Depot, Onivyde, Heron, Upsher Smith, Akebia, Tersera, UCB (Cinzia), Santen, United Therapeutics, Travere, Alnylam, Aurnia, MTPA, Janssen (Darzalex/Carvykti) Jazz Pharma, Geri/Gavi - EMD serono fertility technologies Rare Disease Experience: Acromegaly, Severe Primary IGF-1 Deficiency, Amyotrophic Lateral Sclerosis (ALS), Hereditary ATTR Amyloidosis, Erythropoietic Protoporphyria (EPP), Lupus Nephritis, Focal Segmental Glomerulosclerosis (FSGS), Acute Lymphoblastic Leukemia (ALL) and Lymphoblastic Lymphoma (LBL), Therapy-related Acute Myeloid Leukemia (t AML), AML with myelodysplasia-related changes (AML-MRC), Pulmonary Arterial Hypertension (PAH), Oncology Experience: Gastroenteropancreatic Neuroendocrine Tumors (GEP-NETs), multiple myeloma, acute lymphoblastic leukemia (ALL) and lymphoblastic lymphoma (LBL), newly-diagnosed therapy-related acute myeloid leukemia (t AML) or AML with myelodysplasia-related changes (AML-MRC), Launch Experience: Men’s Health (Low-T), Diabetes, Rare Disease, Rheumatoid Arthritis, Dermatology (Psoriasis, Acne, Eczema), Women’s Health, Immunology, Device Therapeutic Categories: Antifungals, Allergy, Blood Glucose Regulators, Cardiology, Diabetes, Device, Dermatology, Endocrinology, Immunology, Oncology, Ophthalmology, Rheumatology, Women’s Health, Fertility, Men’s Health, Neurology, Vaccines |
| Allison Pignatelli - VP Account Director | I have 10 years expereince on the agency side managing a number of different clients across many different disease states. I also have 14 years expereince in retail marketing working with Limited Brands and DSW Shoes in Marketing roles. All of the roles I have had are centered in building and nuturing teams to deliver world-class expereince for the customers we serve. |
| Scott Page, Group Managing Director, West Coast Communications | 25+ years ad agency experience across consumer brands and healthcare |
| Sharon boyden VP business development strategy-market access lead | - 16 years agency experience (11 at GSW 5 in retail/cpg/e-commerce/digital IBM IX) |
| What has been your role in the new business and organic growth efforts of the agency? | |
| Amelia Gulick, Directory Growth Strategy | I lead our pitch response efforts. From written submissions to live meetings, I lead story and business strategy development by organizing cross-discipline teams around any given opportunity. |
| Scott Morris, VP Brand Strategy | Strategy lead and/or support when tapped. |
| Kimberly Vale SVP, GAD | Organic growth is a critical part of my every day role. I have been involved in 3 new business pitches since I started in March 2021. |
| Wayne Fassett SVP, GCD Managed markets | Since 2018, I've been the lead creative for all of the GSW MM pitches (including joint efforts with Syneos Health Managed Markets/Spherico). Organically in MM it's meant doing good work to get more business. |
| Whitney Long, VP Account Director | Minimal role in new business pitches but the key stakeholder responsible for organic growth with current clients, ensuring forecasts are met and surpassed by identifying ongoing work and finding new opportunities with current clients (pitching the idea, scoping the project and securing the SOWs, getting projects started). This is my current role with 3 accounts I'm on currently. |
| Cynthia Vredenburgh EVP/Client Services, GSW New York | I have played a role in New York driven pitch work as well as organic growth. I spearheaded the development of our Strategic Account Reviews (organic growth plans) across GSW offices. The spirit of this was to define growth opportunities in context of client's business challenges and LCM. |
| Rob Roth, SVP Account Services | I have been involved with a number of agencies while people the person who responded to the RFP as well as doing internal investments to help spot organic growth. To me its all about the idea and strategy we are trying to achieve while helping clients meet their business goals. |
| Lisa DeNivo, SVP Group Account Director | Have been part of new business teams pretty steadily since 2012. Organic growth has been a part of my R&R for the past 10 years or so, I've had success in gaining incremental growth within my existing account and obtaining RFIs for other brands. |
| Lacey Jae EVP, ECD (CCA & GSW LA) | I've brought in 1 pitch through past client relationships and continuing conversations with old clients on prospective new opportunities. For RFPs that have come in at this agency I've participated as creative director, in my past I've helped pull together RFI docs, fill out excel file questions from procurement, run, organize, & design the deck with support from a ppt designer; helped pull through agency story/creds, case studies, etc. Organized all "pitch theater" with a print producer - room dressings, swag, booklets, pre and post email, pitch site repository, pre-pitch video, etc. |
| Allison Pignatelli - VP Account Director | I have participated in several new business pitches over my time at GSW. I take a lot of time with my businesses to identify organic growth opportunities throughout the year. |
| Scott Page, Group Managing Director, West Coast Communications | Client prospecting, pitch team leadership, pitch content creation |
| Sharon boyden VP business development strategy-market access lead | Lead pitches Develop pitch story and selling strategy Brand strategy/brief dev Growth plan for Spherico Development of process and best practices (playbill) |
| List the agencies that you do/will compete against most often in competitive reviews/RFPs. In the eyes of clients, what do they provide of value that you do not? | |
| Amelia Gulick, Directory Growth Strategy | Most often, we lose because of chemistry with client (lack thereof) and/or creative solution firepower (lack thereof -- lack of connection between experience ideas and creative platform). Our biggest competitors are Omnicom agencies, McCann Health agencies, Eversana, InTouch, among others. |
| Scott Morris, VP Brand Strategy | FCB Area 23 McCann Health Grey Health Klick Health Evoke CDM Fingerpaint 21 Grams Each has a well-defined value proposition, and the large agencies have Broadcast reels and departments that we cannot compete with for DTC considerations. |
| Kimberly Vale SVP, GAD | FCB, Grey & InTouch are probably the biggest competitors for Astellas business. Other agencies showcase stronger strategic and medical leadership. |
| Wayne Fassett SVP, GCD Managed markets | Precision for Value Kinetic McCann Managed Markets Havas Gemini 1798 They often have a stable of strategists they trot out so if clients are unsure of strategy or relatively new to the field, they want strategists. |
| Whitney Long, VP Account Director | - Havas SF - more competitive pricing and stronger strategic outputs, also stronger PM support - Harrison & Starr - more competitive pricing for value of work delivered - CDM Princeton - more case studies/analogs to sell new work |
| Cynthia Vredenburgh EVP/Client Services, GSW New York | Havas - DTC / Creative AOR Omnicom - Media Harrison and Starr - "Digital" Finger-paint - patient/consumer Creative |
| Rob Roth, SVP Account Services | its been smaller agencies that will go beyond the ask in an RFP and will be super aggressive with pricing |
| Lisa DeNivo, SVP Group Account Director | I've been with GSW for ~2 months, I do not know who we compete against here but will give my previous perspective. I think Real Chemstry/21 Grams is one to watch in regards to innovation. For smaller clients they seem to gravitate to Create NYC. |
| Lacey Jae EVP, ECD (CCA & GSW LA) | varies depending on where I am, newer to GSW so not sure. Havas, FCB, networks |
| Allison Pignatelli - VP Account Director | It seems that we compete the most with agencies like McCann, Grey, Area 23, FCBHealth and it typically boils down to 'better creative'. However, I don't believe it is about better creative, it is about a 'better experience'. |
| Scott Page, Group Managing Director, West Coast Communications | Evoke - Large West Coast presence Havas - Dependable launch success FCB Health - "More creative" Area 23 -- "More Creative" |
| Sharon boyden VP business development strategy-market access lead | MArket access Precision for value Entree health 1798 McCann MM Mosaic Many hire payers, all provide similar strategic services. They fall short on execution and quality of creative |
| Overall, where have you experienced the greatest challenges with competitive reviews/RFPs? When you don’t win, what are the most common reasons? Consider internal challenges as well as external prospect challenges. | |
| Amelia Gulick, Directory Growth Strategy | The relationship management is the biggest challenge we face in competitive reviews/RFPs. We need to better equip and empower our client services folks to own the relationship, to invest in it from the moment we decide to go for the opportunity. How can we develop chemistry and trust before, during, and after an RFP? Another significant challenge is team size. Rather than tight teams with clear roles and responsibilities, we tend to build big teams with individuals who specialize in specific pieces of the response, rather than a representative of many pieces consulting those specialists and bringing their thoughts to the table. |
| Scott Morris, VP Brand Strategy | na |
| Kimberly Vale SVP, GAD | One of the greatest challenges I've faced is not being included in strategy or creative discussions early on in the process. It's hard to say "most common" because I've only been involved in 3 pitches. One reason given for one pitch was that the winning agency presented and experience that excited the marketing team. For another pitch, they narrowly went with a different agency because they seemed 'more excited' about the opportunity and I don't think the clients agreed with our strategy for unbranded work. On the third pitch, we only presented creative for unbranded work on a brand that was launching in just over a year. |
| Wayne Fassett SVP, GCD Managed markets | • Overcoming established relationships or reputations • Strategic perspective (what we bring v. what they're looking for) • Telling a thoughtful, compelling story every time in every presentation, whether we have 3 days or 3 weeks. |
| Whitney Long, VP Account Director | Internal challenges: team bandwidth and lack of support to manage both RFPs and current client work. Lack of internal process and agency communication of the workstreams External challenges: pricing models and lack of case studies, metrics to prove ideas |
| Cynthia Vredenburgh EVP/Client Services, GSW New York | Feels like our offering and specificity of story / solution is table stakes Pitch may not be winnable (i.e. decided before we get there) Internally, who's leading or who's on first? Agency depth/talent/staffing is a challenge |
| Rob Roth, SVP Account Services | Having enough time for creatives and engagement to pull through the story |
| Lisa DeNivo, SVP Group Account Director | Again, speaking to previous agency experience. Lack of chemistry between the pitch team, specifically thinking of larger cross network collaborations. Procurement's view on costs is also feedback I've heard. |
| Lacey Jae EVP, ECD (CCA & GSW LA) | reasons seem to always be different - creative, strategy, costs, engagement ideas |
| Allison Pignatelli - VP Account Director | The greatest challenges are typically having enough time to put a thoughtful experience together. I believe we are too deck-heavy in our presentations and not experience-heavy. We have opportunity to really bring forward experiences that make them feel like we are on the cutting edge of communications. Pulling our wonderful strategy through and bringing it to life in ways that really resonate and wow our audience is sometimes where we fall short because we never have enough time. Another observation is in how we pull new business teams together. We could benefit from creating a nucleus team that is always assigned RFP work and is well-rehearsed in a way that exudes confidence, electricity and comradery. The way we currently do things does not allow teams enough time to connect with each other, and build the good energy they need to be convincing in a room. |
| Scott Page, Group Managing Director, West Coast Communications | Alignment with client's undisclosed strategic plans |
| Sharon boyden VP business development strategy-market access lead | Written response too general - just followed rfp others are putting more into qualifying rounds including strategic thinking and creative. Pitch: Creative fell short or we failed to bring to life so client could not get a true sense of how their customers will experience the brand - they are looking for more beyond a philosophy on best practices and ability to target Cost |
| As if you were writing to a prospective client, describe the agency in no more than 3 sentences: | |
| Amelia Gulick, Directory Growth Strategy | We are a full service advertising agency that focuses only, wholeheartedly, on health. We connect the science of healthcare innovations to the people who need them most, when they need them most, by building brands with purpose in the realities of our world. |
| Scott Morris, VP Brand Strategy | Insight-driven brands that fill the true unmet needs of our customers and motivate behaviors. |
| Kimberly Vale SVP, GAD | I don't do proactive prospecting. |
| Wayne Fassett SVP, GCD Managed markets | If a product can't gain and optimize access, how much can it help? No one tells your story like we do. Together, we will provide the most value to patients, providers, payers, and your company. |
| Whitney Long, VP Account Director | GSW LA is at the heart of your healthcare needs, a full service creative and strategic agency, a consortium of Syneos Health, that provides global integrated solutions, from clinical to marketing. |
| Cynthia Vredenburgh EVP/Client Services, GSW New York | GSW is a fully integrated agency offering that sits within Syneos -- at the heart of health. [Need help with points of differentiation of GSW] |
| Rob Roth, SVP Account Services | No matter your business needs we have the experts at Syneos to help tackle them |
| Lisa DeNivo, SVP Group Account Director | Innovative, curious |
| Lacey Jae EVP, ECD (CCA & GSW LA) | GSW is an award-winning creative agency focused on health |
| Scott Page, Group Managing Director, West Coast Communications | Established, dependable launch agency partner Focused on ensuring motivational and loyalty-generating brand experiences Powered by the breadth and depth of SH |
| Sharon boyden VP business development strategy-market access lead | GSW market access is a division of a full service creative agency 100% committed to healthcare and powered by the largest healthcare company in the world, dedicated to delivering solutions from lab to life. We believe in the value of health and that access shouldn’t be just for those who can afford it, it should be for all who need it. Therefore, we device bold, clear cut solutions to even the most complicated and nuanced market challenges; define conventions to deliver behavior changing value stories, creative work that moves the market, and game changing tools that drive differentiation. |
| If you’ve participated in proactive prospecting, how would you define your most important prospects and prioritization of that list? | |
| Amelia Gulick, Directory Growth Strategy | I focus on reactive new business opportunities. |
| Scott Morris, VP Brand Strategy | HCP focused |
| Kimberly Vale SVP, GAD | N/A |
| Wayne Fassett SVP, GCD Managed markets | I have not. |
| Whitney Long, VP Account Director | N/A I have not participated in this for the agency. However, would prioritize former clients. |
| Cynthia Vredenburgh EVP/Client Services, GSW New York | We have not done this as strategically as we could. |
| Rob Roth, SVP Account Services | We are more than just an agency but really a solutions partner (we can do more than just ads) |
| Lisa DeNivo, SVP Group Account Director | Interesting Phase III pipeline that aligns with agencies core competencies, therapeutic areas we want to explore |
| Lacey Jae EVP, ECD (CCA & GSW LA) | n/a |
| Scott Page, Group Managing Director, West Coast Communications | Strategically valuable to the future of the agency |
| Sharon boyden VP business development strategy-market access lead | NA |
| How are you currently reaching out to your target prospects? For example, are you emailing, calling, sending messages through social media, etc.? If so, what has been most effective in generating a response? Please be specific. | |
| Amelia Gulick, Directory Growth Strategy | I focus on reactive new business opportunities. |
| Scott Morris, VP Brand Strategy | na |
| Kimberly Vale SVP, GAD | N/A |
| Wayne Fassett SVP, GCD Managed markets | Emails and social (but very limited) |
| Whitney Long, VP Account Director | N/A not actively prospecting. Would send messages via LinkedIn . |
| Cynthia Vredenburgh EVP/Client Services, GSW New York | I do not do enough of this. We have reached to former clients by email who have moved on into new roles to secure opportunities. We have found that successful when we have an existing relationship. |
| Rob Roth, SVP Account Services | Email, linkedin and personal lunches |
| Lisa DeNivo, SVP Group Account Director | In past lives it was done mainly through email. FB messaging, and mailers. |
| Lacey Jae EVP, ECD (CCA & GSW LA) | linkedin/text |
| Scott Page, Group Managing Director, West Coast Communications | emailing, linked in messages, common relationship networking |
| Sharon boyden VP business development strategy-market access lead | NA |
| Separately from one-to-one outreach, are you (or is your agency) doing any content marketing to generate awareness and engagement with your prospects? | |
| Amelia Gulick, Directory Growth Strategy | Yes, our marketing team has expanded their headcount and role to amp up general agency marketing and support purposeful content generation geared toward specific audiences and opportunities. |
| Scott Morris, VP Brand Strategy | na |
| Kimberly Vale SVP, GAD | N/A |
| Wayne Fassett SVP, GCD Managed markets | Yes, we've done annual payer surveys as well as a variety of thought leadership pieces, podcasts, and industry articles. |
| Whitney Long, VP Account Director | N/A, I'm not actively participating in outreach but the agency does do 1:1 outreach and share content on social media to promote work, the staff and agency culture. |
| Cynthia Vredenburgh EVP/Client Services, GSW New York | I do not know of any systematic content marketing |
| Rob Roth, SVP Account Services | Yes |
| Lisa DeNivo, SVP Group Account Director | Not that I am personally aware of |
| Lacey Jae EVP, ECD (CCA & GSW LA) | not sure |
| Scott Page, Group Managing Director, West Coast Communications | The Resonate program |
| Sharon boyden VP business development strategy-market access lead | Hire, website, targeted LI campaigns, resonate program, thought leadership, placements and interviews in key publications |
| Getting more specific with your first meeting (virtual or in-person), what is the typical approach? What is the agenda and content you take a prospect through? | |
| Amelia Gulick, Directory Growth Strategy | I focus on reactive new business opportunities. |
| Scott Morris, VP Brand Strategy | na |
| Kimberly Vale SVP, GAD | N/A |
| Wayne Fassett SVP, GCD Managed markets | If they don't know who we are, we gives a capes presentation of us, GSW, Syneos and then we like to hear about their challenges and find how we can help. |
| Whitney Long, VP Account Director | -Ideally share a relevant analog from GSW recent work, insight or update - Ask the prospect what keeps them up at night, what could we help solve - What they like and dont like about current partners |
| Cynthia Vredenburgh EVP/Client Services, GSW New York | I do not like capabilities meetings so try to steer the agenda to meeting the team, the client's challenges and opportunity at hand and how specifically we can help them. So we start working as their partner as we are rolling up our sleeves. |
| Rob Roth, SVP Account Services | Depends on location but i try in person and talk about why i left my old agency and came to Syneos Health |
| Lisa DeNivo, SVP Group Account Director | Agency capes with case studies that align to the prospect. 1-2 new ideas that align to solving what we think their biggest business challenges are |
| Lacey Jae EVP, ECD (CCA & GSW LA) | n/a |
| Scott Page, Group Managing Director, West Coast Communications | Get them talking |
| Sharon boyden VP business development strategy-market access lead | Curated capabilities based on existing understanding of needs and prospects role and goals including relevant cases. Look for moments in capabilities to ask questions so feels conversational and relevant to prospect |
| Overall, where have you experienced the greatest challenges with proactive prospecting? Consider internal and external prospect challenges. | |
| Amelia Gulick, Directory Growth Strategy | I focus on reactive new business opportunities. |
| Scott Morris, VP Brand Strategy | na |
| Kimberly Vale SVP, GAD | N/A |
| Wayne Fassett SVP, GCD Managed markets | Casting a wider net using the growing team we have at Spherico |
| Whitney Long, VP Account Director | Standing out in the crowd of several agencies and other contacts prospecting, really strong CTAs and follow ups to make it worth their time. |
| Rob Roth, SVP Account Services | Time being billable |
| Lisa DeNivo, SVP Group Account Director | Internal time management of growing current business vs prospecting new biz |
| Lacey Jae EVP, ECD (CCA & GSW LA) | not really my focus |
| Scott Page, Group Managing Director, West Coast Communications | consistency |
| Sharon boyden VP business development strategy-market access lead | This is not part of my remit. However I support prospecting comms BD team with content dev |
| On a scale of 1-10, when engaging a prospect, how effectively do you lead with the benefits your agency will provide them? For example, how well do you lead with a focus on the prospect and their growth opportunities – versus selling the agency, its capabilities and case studies? (10 = I always have a point of view about the prospect and how we can help grow their business; 1 = I tend to only talk about the agency and our capabilities) | |
| Amelia Gulick, Directory Growth Strategy | 8 |
| Kimberly Vale SVP, GAD | 10 |
| Wayne Fassett SVP, GCD Managed markets | 5 |
| Whitney Long, VP Account Director | 6 |
| Cynthia Vredenburgh EVP/Client Services, GSW New York | 7 |
| Rob Roth, SVP Account Services | 10 |
| Lisa DeNivo, SVP Group Account Director | 10 |
| Lacey Jae EVP, ECD (CCA & GSW LA) | 7 |
| Scott Page, Group Managing Director, West Coast Communications | 8 |
| Sharon boyden VP business development strategy-market access lead | 7 |
| Any final thoughts for us as we prepare to lead you through the training program? | |
| Amelia Gulick, Directory Growth Strategy | Something that would be really beneficial for our agency would be to gain confidence and comfort spending less time on our capes/cases, regardless of how much we're sharing about the prospect and their growth opportunities. How do we create a brochure instead of a book for written submissions? What do clients NEED to hear/read, what do they WANT to hear/read, and what turns them off? |
| Kimberly Vale SVP, GAD | no |
| Wayne Fassett SVP, GCD Managed markets | Curious how we can learn more about companies/products/opportunities so it can be more about them. |
| Cynthia Vredenburgh EVP/Client Services, GSW New York | looking forward. |
| Rob Roth, SVP Account Services | How to truly take apart an RFP and determine how we go larger |
| Sharon boyden VP business development strategy-market access lead | My hope is that this not only reenforces my and BD teams approach to pitches but we learn some new things to help us lead teams and make proposals stronger. I also hope this creates more new biz bravery among the non BD participants which will in turn make our pitch posture more confident and the work bold |
| Please list any Mirren conferences, workshops or webinars you’ve participated in. | |
| Amelia Gulick, Directory Growth Strategy | I attended the 2018 Mirren Live conference. |
| Kimberly Vale SVP, GAD | none |
| Lisa DeNivo, SVP Group Account Director | N/A |
| Sharon boyden VP business development strategy-market access lead | Been to mirren conference 3x |
| Knowing how busy agency teams are, how effectively are you able to consistently follow up with your targeted prospects? (10 = consistently: never let top of mind interest and awareness drop; 1 = inconsistent fits and starts) | |
| Kimberly Vale SVP, GAD | 1 |
| Wayne Fassett SVP, GCD Managed markets | 1 |
| Whitney Long, VP Account Director | 3 |
| Cynthia Vredenburgh EVP/Client Services, GSW New York | 1 |
| Rob Roth, SVP Account Services | 9 |
| Lisa DeNivo, SVP Group Account Director | 3 |
| Lacey Jae EVP, ECD (CCA & GSW LA) | 1 |
| Scott Page, Group Managing Director, West Coast Communications | 3 |
| Sharon boyden VP business development strategy-market access lead | 5 |
| What percentage of your warm leads stall in your pipeline? In other words, what percentage of your leads initially respond but ultimately never convert? | |
| Kimberly Vale SVP, GAD | 100% |
| Whitney Long, VP Account Director | 50% |
| Cynthia Vredenburgh EVP/Client Services, GSW New York | 80% |
| Rob Roth, SVP Account Services | 50% |
| Lisa DeNivo, SVP Group Account Director | 90% |
| Scott Page, Group Managing Director, West Coast Communications | 50% |
| Sharon boyden VP business development strategy-market access lead | 50% |