| What has been your role in the new business efforts of the agency? | |
|---|---|
| JoAnn Accarino SVP Managing Director | everything from behind the scenes to presenting |
| JoAnn Accarino | everything from background to writing to presenting |
| Sean Peters, EVP, Account Director | I've participated in it and have run it. (Have participated as lead, contributor and formerly as head of business development) |
| Eric Pisick, SVP, Managing Director | I have taken active/leading roles with Walgreens, Kohl's and numerous cross sell initiatives |
| Adam Seymour, SVP Managing Director - Digital | Provide Digital Support for new business pitches - primarily in the form of Digital Activation |
| dave ehlers, president Optimedia | held the senior position of new business development for 8+ years at ZO. oversee product/pitches/strategy at optimedia |
| Tina Pukonen, EVP Managing Director | Running new business pitches |
| JoAnn Accarino, SVP Managing Director | everything from behind the scenes to presenting! some smaller pitches done with my own "team" |
| Maureen Bosetti, EVP National Broadcast Director | Involved in most pitches with National Broadcast needs. |
| James Shoreland, EVP Corporate Development | Previously strategic lead for a pitch; Now help facilitate the pitch process for agency teams. |
| Rob Jayson. Chief data officer | Real time optimization development |
| Jay Schemanske VP, Director Strategic Insights & Business Development | Prospecting, Leading Pitch Teams, Setting Strategy, emphasis on retail clients with regionalized service area |
| Adam Seymour SVP, Managing Director - Digital | Provide Digital activation support for new business efforts |
| SVP Strategy Lead | None at this agency. |
| Tom Scott, SVP Group Comms Director | Media Strategy development, Deck flow, Presenting work to prospects |
| Keith Mackay President, Strategy | Driving strategy, presentation decks and presenter |
| Josh Martin, EVP of Zenith Direct | Agency lead |
| Sean Reardon, President of Strategy - Zenith | Lead client facing in significant pitches |
| What is your background, in terms of agencies, accounts, and client-side experience? | |
| JoAnn Accarino SVP Managing Director | 4th agency , many many accounts in lots of categories..no client side experience Categories include home appliances, travel, auto, cpg, pharma, lawn care, etc etc |
| JoAnn Accarino | 4th agency; many accounts no client side experience |
| Sean Peters, EVP, Account Director | Agency - New Business, Agency - Verizon Lead |
| Eric Pisick, SVP, Managing Director | All agency experience. Mix of strategy, account, activation. Brands I have worked on: -Verizon -Chase -Oracle -Caesars -Scion -Got Milk? -USA Network |
| Adam Seymour, SVP Managing Director - Digital | Was one of the first Digital employees at Optimedia, hired as a Digital Media Supervisor to handle T-Mobile Digital.. Have risen through the agency to current position. Previously worked at Hill Holliday San Francisco as their Digital Specialist and started my career prior to that at Modem Media NY as a Digital Planner |
| dave ehlers, president Optimedia | Always on the media agency side. 20+ years. Worked on almost every sector |
| Tina Pukonen, EVP Managing Director | Media planning, agency management, strategic planning - all agency side Accounts across entertainment, telecom, tech, auto, travel, packaged goods, fashion, alcoholic beverages, retail |
| JoAnn Accarino, SVP Managing Director | Zenith is my 4th agency , my only stand alone media agency experience x 1 year at the then newly formed MindShare. No client side.Accounts include travel, appliances, healthcare -rx and otc, auto, cpg , corporate campaigns, theatricals, beer etc |
| Maureen Bosetti, EVP National Broadcast Director | Worked at 2 other agencies on General Motors and Coca-Cola. Also worked on the sales side at Discovery Networks. Have been with Optimedia for 9 years. |
| James Shoreland, EVP Corporate Development | 10+ years in UK media agencies across variety of accounts in start up and established agencies. Worked in creative agency here in NY rtehn launched a agency dedicated to Disney in LA. |
| Rob Jayson. Chief data officer | Initiative media for 16 years - London, Sydney, Singapore, NY. ZO 7 years. Led planning and now data/research |
| Jay Schemanske VP, Director Strategic Insights & Business Development | background is entirely agency bound... both large independent shops and small private firms... and now as the face of an individual brand under the conglomerate holding co. account experience is wide & vast - healthcare, retail shopping, financial services, entertainment, sporting goods, automotive, QSR, grocery, medical device, furniture, not-for-profit, home building, hair care, and professional sports. |
| Adam Seymour SVP, Managing Director - Digital | Optimedia - started in 2003 as Digital Sup to lead T-mobile Digital Hill Holliday - Digital Specialist - digital resource for the SF office Modem Media - Media Planner - Delta Air Lines, Kodak, misc. |
| SVP Strategy Lead | Grey, MediaVest, UM and Zenith. W Hotels, Hasbro, P&G, Kraft, Verizon, UBS |
| Tom Scott, SVP Group Comms Director | 20+ years in Planning (no client-side) Retail: Pizza Hut, Denny's, TGIFridays, Krystals CPG: Purina, Nestle, PowerBar, GSK Pharma: GSK, Boiron Services: ServiceMaster (Terminix/TruGreen) Appearal: Champion, Saucony Tech: Western Wireless Tobacco: Liggett Group (I carry some shame for that) |
| Keith Mackay President, Strategy | I have over 20 years experience working at agencies across almost every category |
| Josh Martin, EVP of Zenith Direct | 16 year direct marketing vetran Grey Direct, FCB, DraftWorldWide, ID Media and Zenith Strong pharma, insurance, CPG and Ecommerce Metlife, American Express, J&J, Nikon, CA, Living Social, Chobani- DRTV and Digital |
| Sean Reardon, President of Strategy - Zenith | Media at full-service agencies Media at Zenith Account planning at full-service agencies |
| As if you were writing to a prospective client, describe the agency in no more than 3 sentences: | |
| Sean Peters, EVP, Account Director | Zenith is the ROI Agency. In this dynamic landscape where communication channels are constantly fragmenting and data is ever-present, now - more than ever - media communications need to be rooted in actual business outcomes. With ROI as a singular goal, innovation, new ideas and optimization become liberated avenues to success. |
| Eric Pisick, SVP, Managing Director | Fusing Live Data with Syndicated Research, Zenith is leading the way in developing innovative measures to more effectively and efficiently reach your target audience with real time feedback to optimize plans on the fly. |
| Tina Pukonen, EVP Managing Director | Zenith is the largest agency in the US, giving us unparalleled negotiating power and leverage on your behalf. Our Live ROI proposition is powered by cutting edge planning, buying and measurement tools that allow us to invest your dollars as smartly as possible, in order to maximize your ROI from initial investment to constant fine tuning throughout the campaign. Our people are well trained and passionate about advertising, they will care about your business as much as you do. |
| JoAnn Accarino, SVP Managing Director | Zenith is composed of very driven, passionate team members with a leadership that inspires results and action. It is a place where employees can voice an opinion, partner with a client peer to peer to raise the standards and challenge the status quo to drive better results and learning. Zenith has put our credo into action and stand by its vision in practice. |
| Maureen Bosetti, EVP National Broadcast Director | Optimedia is a multi-service agency with customer service at the heart of everything we do. We marry strategy with execution to deliver results for our clients. Optimedia takes pride in the work we create and care about our reputation in the marketplace. |
| James Shoreland, EVP Corporate Development | ZenithOptimedia has built its business on an absolute focus on business results for our clients. As the world around has changed so have we. Our investment in talent and tools, combined with a legacy of firsts in the marketplace means we blend dynamism with scale to continuously make our clients media money work harder. |
| Rob Jayson. Chief data officer | ZO is passionate about provably delivering the best marketing ROI for our clients. This takes many forms - beyond the best market place costs to include unique insights, partnerships and content that all build towards roi. |
| Jay Schemanske VP, Director Strategic Insights & Business Development | There are an infinate number of emerging innovations in marketing today... we can help you navigate, prioritize, and optimize for the greatest return on your communications investment with an omni-channel approach. We improve your business results through a unique lens of consumer influence, innovative engagement strategies, and data driven performance measures. Spending smarter across all paid, owned, and earned platforms is our solution to driving your success. |
| Adam Seymour SVP, Managing Director - Digital | Channel-neutral and consumer-centric media agency with centers of excellence around activation channels Strong focus not only on performance and results, but implementing those results in real time Culture of talent development and collaboration |
| SVP Strategy Lead | Zenith teams are Media experts with story telling capabilities, good partners willing to dig deep for our clients, and tough in the market place when negotiating. |
| Tom Scott, SVP Group Comms Director | The success of Optimedia is driven by three forces; best in class Media Strategy that work to deliver your business goals, cross-media Buying Clout that secures quality inventory at rates that beat the market, and Analytic Rigor that tracks the ROI of your marketing investments. |
| Keith Mackay President, Strategy | Optimedia is a modern communications company focusing on turning consumer insights into actionable communication strategies that lead to tangible result for our clients. We developed Live ROI, our comms planning process to react to the changing media/technology landscape and leverage big data to create communication plans that we can optimize in real time |
| Josh Martin, EVP of Zenith Direct | We are direct marketing specialist within ZenithOptimedia that leverages a real time performance measurement approach to deliver the best ROI. We have access to an amazing suite of tools and technology, including ZEAL, Touchpoints, Catalyst and ARM that differentiates us from other DR agencies. These tools allow us to best assess marketplace and select the best media approach for our clients. |
| Sean Reardon, President of Strategy - Zenith | We work harder, we respond faster... |
| Stuart Elliott, who covers agencies, decides he is going to write an article about your agency. After spending a day at your offices, and then going back to write the piece.... what would the headline be? | |
| Sean Peters, EVP, Account Director | This agency is an independent extension of our client's business - not just its marketing team. We know enough to understand what success looks like to the organization, but we're far enough removed to challenge convention and drive innovation. |
| Eric Pisick, SVP, Managing Director | The Future is Near: How Zenith is Changing the Way we Think about Data |
| Tina Pukonen, EVP Managing Director | Passion, persistence and Live ROI |
| JoAnn Accarino, SVP Managing Director | Zenith Delivers on their Promise! |
| James Shoreland, EVP Corporate Development | Humble agency grows into itself |
| Rob Jayson. Chief data officer | True believers in delivering ROI |
| Jay Schemanske VP, Director Strategic Insights & Business Development | Optimedia: ROI-led media strategists deliver brilliant results. |
| Adam Seymour SVP, Managing Director - Digital | Assuming SF office: Beneath The Collaborative and Warm facade, true data geeks at heart |
| SVP Strategy Lead | Zenith, focused on the future. |
| Tom Scott, SVP Group Comms Director | Optimedia may be the best kept media secret in New York. |
| Keith Mackay President, Strategy | Re-discovering the heart of the agency, Strategy |
| Josh Martin, EVP of Zenith Direct | Why don't more marketers leverage direct response media to save money? |
| Sean Reardon, President of Strategy - Zenith | Zenith works harder |
| Now bring the agency to life. You have certainly been through this exercise, however applying it to your agency agency can be quite revealing in understanding more about your "DNA". If the agency were a car, what kind would it be? What color? Why? | |
| Sean Peters, EVP, Account Director | We wouldn't be a car. We'd be a business class airline. We're part of an institution that has been undervalued but that is experiencing a renaissance and a new value dynamic. |
| Eric Pisick, SVP, Managing Director | Toyota Camry - Hybrid - Metallic Grey Classic Sedan, Remodeled for today's world, Efficient, Amazing Value, Updated Technology system |
| Tina Pukonen, EVP Managing Director | A blue Honda Accord...it's reliable, dependable, will get you where you need to go without breaking down, but it's not flashy or an attention hog. Blue because we are so well-branded in Zenith blue that I can't imagine any other color. |
| JoAnn Accarino, SVP Managing Director | Camry XLE Hybrid! Not too flashy; ecologically correct and efficient. also Client loyal Blue ..what other color is there ? |
| Maureen Bosetti, EVP National Broadcast Director | Blue Honda - steady, reliable, not too flashy. |
| James Shoreland, EVP Corporate Development | Black Toyota Camry. Nothing flash but durable, good value for money and one of the best selling. |
| Rob Jayson. Chief data officer | Audi - performance, speed, agility, service, reliability. |
| Jay Schemanske VP, Director Strategic Insights & Business Development | Car: Lincoln MKS/Z Color: ZO Blue Why: brand is part of a larger conglomerate but has it's own distinct position, is sophisitcated, can compete with the best-in-class, high technology and innovation, but not always thought of as the market leader, a challenger brand of sorts against the Lexus, Mercedes, and BMW brands. Not the cheapest brand but delivers quality, value, and performance. |
| Adam Seymour SVP, Managing Director - Digital | Scion. Slate Gray. Customized solutions for each of our client's needs. Stable and practical, not flash - We deliver what we promise and we aren't just about the sales pitch and bait-and-switch |
| Tom Scott, SVP Group Comms Director | Tesla Model S . Color Silver Telsa Motors is about exceeding any and all expectations of the automotive category. Can one car deliver Performance? Luxury? Innovation? Efficiency? Yes. Does Tesla shy away from risk? No. Why Silver: Silver is clear in what it does, and never hides anything. Silver is a tool, not a toy. Silver isn't not flash...but certainly not dull....Silver is here for business and business is good. |
| Keith Mackay President, Strategy | A grey VW Passat - Optimedia is an agency engineered for greatness. We have the right balance of design and performance. We look great but without trying to hard. Once you take us for a test drive - you are impressed with our performance |
| Josh Martin, EVP of Zenith Direct | Ford F-I50, Back. Tough, resilient and able to adapt to road (or marketplace) conditions. Has the ability to carry a lot of weight, but is also filled with style and technology. |
| Sean Reardon, President of Strategy - Zenith | an 81 Buick with 225,000 miles on it...gets you from here to there dependably. Turquise in color (of course) |
| What agencies do you most admire? Why? | |
| Sean Peters, EVP, Account Director | BBDO and Leo. |
| Tina Pukonen, EVP Managing Director | Goodby, Silverstein & Partners - they have a passion and a constant push for excellence and creativity across all disciplines that I haven't seen at any other agency. I don't really admire any other media agencies, I think Publicis and Zenith do it pretty well. |
| JoAnn Accarino, SVP Managing Director | Have been at Zenith for 12 years so have been out of the loop on the "others" |
| Maureen Bosetti, EVP National Broadcast Director | Horizon - being independent allows them to take chances. they have a POV and stick with that. I think internally they have a loyal staff that respects the culture. Starcom - seem to be very strategic and consistent in their approach. MediaVest - |
| James Shoreland, EVP Corporate Development | OMD - they seem to combine scale with creativity and seem to have no problem moving ahead of the market to create new products and services. Horizon - go against the grain to show being independent does not mean losing out on media price or talent. Anomaly - Clear pov on the value of the agency and not afraid to try and change the fee structure. |
| Rob Jayson. Chief data officer | Naked - created a new approach to media planning combining consulting techniques and consumer insights. Lacked ability to realize results in the marketplace though. |
| Jay Schemanske VP, Director Strategic Insights & Business Development | Those that demonstrate platform agnostic strategy... admire less an entire agency as much as I admire select individuals in several different agencies. If forced to chose an entire agency... our sisters at SMG I think do a pretty good job selling consumer centric strategy. |
| Adam Seymour SVP, Managing Director - Digital | Goodby - idea-lead Butler - integrated agency MediaSmith - small agency with strong visionary leader |
| Tom Scott, SVP Group Comms Director | Media: Starcom...their size hasn't kept them from being an amazing driver of strategic innovation. |
| Keith Mackay President, Strategy | Wieden & Kennedy - the have been able to evolve and grow without losing a sense of who they are and what made them successful |
| Josh Martin, EVP of Zenith Direct | Zenith Optimedia based on the planning tools and dedication of staff ID Media: They invest before revenue and invest in culture |
| Sean Reardon, President of Strategy - Zenith | Weiden & Kennedy - remained independent, true to themselves and their belief. |
| List the top few agencies that you do/will compete against most often. | |
| Sean Peters, EVP, Account Director | Starcom MediaVest OMD PHD Mindshare |
| Eric Pisick, SVP, Managing Director | OMD, Starcom, UM |
| Tina Pukonen, EVP Managing Director | OMD, Mindshare, Horizon, PhD, Carat |
| JoAnn Accarino, SVP Managing Director | MindShare, MEC, PHD, Carat, OMD |
| Maureen Bosetti, EVP National Broadcast Director | Universal McCann Carat MediaEdge |
| James Shoreland, EVP Corporate Development | Mindshare OMD |
| Rob Jayson. Chief data officer | WPP, havas, omnicom |
| Jay Schemanske VP, Director Strategic Insights & Business Development | OMD, Zimmerman, PHD, Spark, Mediacom, Mindshare |
| Adam Seymour SVP, Managing Director - Digital | Carat OMD Maxus PHD UM Carat |
| SVP Strategy Lead | UM, PHD, MEC, etc... |
| Tom Scott, SVP Group Comms Director | Spark, Mediaedge, OMD |
| Keith Mackay President, Strategy | Horizon, UM, Mindshare |
| Josh Martin, EVP of Zenith Direct | ID Media OMD Direct Mindshare Interaction Halogen Eicoff R2C Ocean Media |
| Sean Reardon, President of Strategy - Zenith | Starcom OMD UM |
| In the eyes of clients, what do you provide of value, that none of your competitors do? | |
| Sean Peters, EVP, Account Director | Our people and our tenures. We're a relatively commodotized industry where in new business we can all seem relatively "generic." ROI is a strong proposition, but it needs to be delivered by people who are living it with our clients. |
| Eric Pisick, SVP, Managing Director | Live ROI is a very strong selling point that has gotten clients excited. Especially around Live Data and ways that we can use it to our advantage. |
| Tina Pukonen, EVP Managing Director | Being the biggest agency in terms of billings gives the perception that we can negotiate better rates than many other agencies. |
| JoAnn Accarino, SVP Managing Director | People, 24-7 client service ,strength of client retention and growth from existing clients demonstrates value to new clients and existing ones as well we also cover a breadth of categories so have built a strong expertise horizontally |
| Maureen Bosetti, EVP National Broadcast Director | Client service, custom approaches. We really get ingrained in their business and care very much about client service. Also think we have very strong partnerships with the networks therefore can deliver more value through these partnerships. |
| James Shoreland, EVP Corporate Development | Modesty in spirit and attitude; Pricing value in execution; |
| Rob Jayson. Chief data officer | Marriage of marketplace strength and ability to execute seamlessly with great data analytics |
| Jay Schemanske VP, Director Strategic Insights & Business Development | Unique consumer influence ranking across POE platforms that can be aligned with the client's Pathway objectives along with hour-by-hour multi-channel consumption analysis. Leads to more holistic allocation of resources and increased impact from investments. |
| Adam Seymour SVP, Managing Director - Digital | Advanced Analytics capabilities Accessible leaders who will roll up their sleeves to step in and solve a problem |
| Tom Scott, SVP Group Comms Director | a sense of partnership to build plans to their goals, and a drive to push/build great integrations |
| Keith Mackay President, Strategy | Unique approach to insights Blend of media and story telling Smart and effective media activation |
| Josh Martin, EVP of Zenith Direct | Unique suite of tools, including ARM, combined with strength of ZOMP. |
| Sean Reardon, President of Strategy - Zenith | buying efficiency |
| In the eyes of clients, what do your competitors provide of value, that you do not? | |
| Sean Peters, EVP, Account Director | Technology and data optimization. We have it, they put it more front and center. |
| Eric Pisick, SVP, Managing Director | Recently, we have fallen into issues around competitive pricing. |
| Tina Pukonen, EVP Managing Director | Some agencies are better positioned for their strategy and creativity. |
| JoAnn Accarino, SVP Managing Director | n/a |
| Maureen Bosetti, EVP National Broadcast Director | Cost could be one thing since we have run into that on some pitches. Strategy - is it comprehesive? |
| James Shoreland, EVP Corporate Development | Strategic leadership and creativity. |
| Rob Jayson. Chief data officer | Better consumer and content ideas and execution |
| Jay Schemanske VP, Director Strategic Insights & Business Development | Promise of cheaper pricing and/or better data visualization capability (dashboards). |
| Adam Seymour SVP, Managing Director - Digital | More defined / simplier structure to sell |
| Tom Scott, SVP Group Comms Director | Easier systems (billing), any email solution other than Lotus, |
| Keith Mackay President, Strategy | Significant media clout Noteriety |
| Josh Martin, EVP of Zenith Direct | Creative services Website and fulfillment (ecommerce) |
| Sean Reardon, President of Strategy - Zenith | different spin on buying efficiency |
| Which media agency do you most fear pitching against? Why? | |
| Sean Peters, EVP, Account Director | None. We've had success against each agency in our competitive set. Question should really be what category do we fear pitching for... |
| Eric Pisick, SVP, Managing Director | The main challenge has been agencies being dishonest and overpromising pricing. Zenith has not taken this approach. |
| Tina Pukonen, EVP Managing Director | None of them. |
| JoAnn Accarino, SVP Managing Director | n/a |
| Maureen Bosetti, EVP National Broadcast Director | MediaVest/Starcom/Carat |
| James Shoreland, EVP Corporate Development | OMD - Good reputation for all the things we are not good at; |
| Rob Jayson. Chief data officer | Any one desperate enough to underbid our pricing. Doesn't matter who it is. |
| Jay Schemanske VP, Director Strategic Insights & Business Development | I don't fear any competitors... have had our fair share of both wins and losses against each. Client condescending attitude and procurement led pitches are when I cringe the most. |
| Adam Seymour SVP, Managing Director - Digital | Carat - on a roll! Strong footprint in SF |
| SVP Strategy Lead | MediaVest and UM. I have worked in New Business in those agencies and in the past they were very competent, collaborative and creative. Marston Allen was a magician, and Jennifer Hohman was inspiring. |
| Tom Scott, SVP Group Comms Director | Starcom. As mentioned above, they're big, have scale, but at the same time can be very innovative. In my opinion, they should be a finalize in EVERY pitch they attempt. |
| Keith Mackay President, Strategy | Group M - given procurement domination today - they pricing makes it hard for us to compete UM - there willingness to lose money to win an account |
| Josh Martin, EVP of Zenith Direct | None. I feel we can battle with all key competitors. However, I have been seeing a trend of agency competition, Mediacom, undercuts rates to win business. This is concerning. |
| Sean Reardon, President of Strategy - Zenith | I don't fear other media agencies. When we pitch our best, we are as good as anyone... |
| Are there any negative perceptions that prospects might have about the agency that could hold you back in new business? | |
| Sean Peters, EVP, Account Director | Our clients prefer that we don't speak to the press. Because we're not out there, clients typically know more about our competitors than us. |
| Eric Pisick, SVP, Managing Director | Not that I am aware of. |
| Tina Pukonen, EVP Managing Director | None that I am aware of or have personally run into in the market, but for smaller clients our size might be daunting as they may feel like they would be too small and unimportant vs. our larger clients. |
| JoAnn Accarino, SVP Managing Director | I am honestly not sure but if I had to venture a guess....we are probably still perceived as "small"..as a buying agency not that that is bad! and we are potentially held up to the shadow of a sister brand ... |
| Maureen Bosetti, EVP National Broadcast Director | Too small? Not enough buying power? Not creative enough. Are we innovative enough? |
| James Shoreland, EVP Corporate Development | We are all about broadcast buying |
| Rob Jayson. Chief data officer | Sorry plane is about to take off.... |
| Jay Schemanske VP, Director Strategic Insights & Business Development | Optimedia, in some circles, is perceived as smaller than others based on sheer billing volume. |
| Adam Seymour SVP, Managing Director - Digital | Confusion between Zenith and Optimedia and ZO positioning |
| Tom Scott, SVP Group Comms Director | Optimedia is no different than Zenith, so conflicts are the only reason I(client) would consider Optimedia instead of Zenith. |
| Keith Mackay President, Strategy | We are too small We are a conflict shop to Zentih Just don;t know us at all |
| Josh Martin, EVP of Zenith Direct | limited direct digital experience. |
| Sean Reardon, President of Strategy - Zenith | we're a big buying shop |
| What are the top 3 road blocks that most hold you back with new business? (check only 3) | |
| Sean Peters, EVP, Account Director | |
| Eric Pisick, SVP, Managing Director | |
| Tina Pukonen, EVP Managing Director | |
| JoAnn Accarino, SVP Managing Director | |
| Maureen Bosetti, EVP National Broadcast Director | |
| James Shoreland, EVP Corporate Development | |
| Jay Schemanske VP, Director Strategic Insights & Business Development | |
| Adam Seymour SVP, Managing Director - Digital | |
| Tom Scott, SVP Group Comms Director | |
| Keith Mackay President, Strategy | |
| Josh Martin, EVP of Zenith Direct | |
| Sean Reardon, President of Strategy - Zenith | |
| Specifically regarding Competitive Pitches/RFPs, when you lose, what are typically the top 3 reasons? Consider both the client's expectations and how you compare to your competitive set. (check only 3) | |
| Sean Peters, EVP, Account Director | |
| Eric Pisick, SVP, Managing Director | |
| Tina Pukonen, EVP Managing Director | |
| JoAnn Accarino, SVP Managing Director | |
| Maureen Bosetti, EVP National Broadcast Director | |
| James Shoreland, EVP Corporate Development | |
| Jay Schemanske VP, Director Strategic Insights & Business Development | |
| Adam Seymour SVP, Managing Director - Digital | |
| Tom Scott, SVP Group Comms Director | |
| Keith Mackay President, Strategy | |
| Josh Martin, EVP of Zenith Direct | |
| Sean Reardon, President of Strategy - Zenith | |
| When you win a Competitive Pitch/RFP, what do think are typically the top 3 reasons? (check only 3) | |
| Sean Peters, EVP, Account Director | |
| Eric Pisick, SVP, Managing Director | |
| Tina Pukonen, EVP Managing Director | |
| JoAnn Accarino, SVP Managing Director | |
| Maureen Bosetti, EVP National Broadcast Director | |
| James Shoreland, EVP Corporate Development | |
| Jay Schemanske VP, Director Strategic Insights & Business Development | |
| Adam Seymour SVP, Managing Director - Digital | |
| Tom Scott, SVP Group Comms Director | |
| Keith Mackay President, Strategy | |
| Josh Martin, EVP of Zenith Direct | |
| Sean Reardon, President of Strategy - Zenith | |
| Specifically as a Media Agency, what do you find most challenging about your new business presentations? | |
| Sean Peters, EVP, Account Director | Making data and insight compelling. |
| Eric Pisick, SVP, Managing Director | Carving out time to focus on them within our already very hectic days. |
| Tina Pukonen, EVP Managing Director | Making them exciting and dynamic can be a challenge as they can get bogged down by data and process. |
| JoAnn Accarino, SVP Managing Director | Length...keeping it simple and focused but engaged and relevant |
| Maureen Bosetti, EVP National Broadcast Director | Coordination, time, resources, clear direction from the beginning |
| James Shoreland, EVP Corporate Development | We always want to show them EVERYTHING and EVERYONE |
| Jay Schemanske VP, Director Strategic Insights & Business Development | Competing in what is sometimes perceived by clients as a commodity market driven by price. Also feel we are soft in the area of social solutions and content creation. |
| Adam Seymour SVP, Managing Director - Digital | focus on getting the lowest costs. Expectations of client from a Media Agency - balance of their desire for a "buying" expertise agency vs. a strategic planning agency |
| Tom Scott, SVP Group Comms Director | We talk too much about ourselves. We need to quickly get to the clients problems/hopes and start having discussions on our ideas/paths to reach those goals. |
| Keith Mackay President, Strategy | Telling an efficient and engaging story |
| Josh Martin, EVP of Zenith Direct | Finding the time to develop and manage current business dynamics |
| Sean Reardon, President of Strategy - Zenith | resources are our internal issues...clients pitch, but really just want the cheapest option 75% of the time |
| Bottom line, what do you think the agency most has to do to improve at new business? | |
| Sean Peters, EVP, Account Director | Start with the business, go back to strong ROI premise. |
| Eric Pisick, SVP, Managing Director | Having a case study repository where we do not need to recreate the wheel every time would go a long way. |
| Tina Pukonen, EVP Managing Director | More and better training for the mid/senior level people who participate in pitches so they can creat stronger materials and present them in a more compelling way. |
| JoAnn Accarino, SVP Managing Director | Continue to differentiate ourselves as we have been doing with the ROI Agency; educate the next level of staff on how to pitch so more pitch training at the lower levels for rising stars, the beauty of time to get it all together and folks available to "pitch" in and focus as much as possible on the task at hand... |
| Maureen Bosetti, EVP National Broadcast Director | Bring in more people to assist, have stronger category experts if we do not have the experience, tap into any all resources within the organization. |
| James Shoreland, EVP Corporate Development | Simplify our story; Be confident enough to have a clear pov on their business and our benefit to their business. This will also enable us to talk with clients as opposed to present AT them with too many charts/data/people . . . . |
| Jay Schemanske VP, Director Strategic Insights & Business Development | shore up strength in real time performance capability and social integration. |
| Adam Seymour SVP, Managing Director - Digital | resources, clear process |
| Tom Scott, SVP Group Comms Director | Develop a clearly defined path for new biz development, and have everyone stick to it. |
| Keith Mackay President, Strategy | A balance of choosing the right opportunities then getting to the essence of the story sooner so we can build out bigger and better ideas |
| Josh Martin, EVP of Zenith Direct | Find the best process to manage time needed to mange current workloads, while working through new business deliverables |
| Sean Reardon, President of Strategy - Zenith | commit to it as an overall agenda...better rates |