| What is your name: | |
|---|---|
| John Camilleri | |
| Your title: | |
| Senior VP, New Business Director | |
| Staff size (nationally): | |
| 220 | |
| Staff size (your office): | |
| 215 | |
| Total revenues for your office (or billings if this is the only number available): | |
| $540 million | |
| Please describe how most new business has come into the agency over the past several years. Include thoughts on what has been most effective: | |
| We have been fortunate to have had a lot of inbound inquiries directly from clients - usually from an internet search or as a referral from a WBENC memberor from an existing client. More recently, a few wins have resulted as a result of our outward bound prospecting and we are making a more committed effort to this type of marketing in 2015. Outward bound prospecting has been the most effective and where we will be making bigger bets in the future. | |
| What percent of new revenue comes from the following sources: | |
| 30-40% | |
| List the clients the firm has worked for (grouped by industry category, and also indicate past/current client). Cut and paste from another document if this helps. | |
| Clients B2B or B2C Services Year Acquired AMERICA'S BEST CONTACTS B2C TV, Radio 2003 ALBERT EINSTEIN HEALTH SYSTEM B2C TV, Radio, Outdoor, SEM, Digital 2012 AM RESORTS B2C Print, Digital 2002 APPLE VACATIONS B2C TV, Radio, OOH 1995 BENEFICIAL BANK B2C TV, Radio, Print, OOH, Sports, Digital, SEM 2012 BELK DEPARTMENT STORES B2C TV, Radio 2013 BET NETWORK B2C TV, Radio, Print, OOH, Digital, Sports, SEM, Social 2001 BIMBO BAKERIES B2C TV, Radio, Print, Digital, SEM 2003 BLUE DIAMOND GROWERS B2C TV, Radio, Print, OOH, Digital, Sports, SEM 2010 BOSCOV'S B2C TV, Radio 1999 CALICO CORNERS B2C Print, Digital, 2006 CHE HOSPITAL NETWORK B2C TV, Radio, Print, OOH, Digital, SEM 2010 COMMONWEALTH OF PENNSYLVANIA B2C, B2B TV, Radio, Print, OOH, Sports, SEM, Digital, Social 2003 COVANCE B2C, B2B TV, Radio, Print, OOH, Digital, SEM, Social 2011 CUMBERLAND PACKING CORP B2C TV, Print Digital 2014 EDUCATION AFFILIATES B2C TV (Direct Response) Print, Digital, SEM 2013 EMD SERONO B2C, B2B Print, OOH, Digital, SEM 2011 EP HENRY B2C TV (Direct Response) , Radio, Print, SEM, Digital 2007 FORD B2C TV, Radio, Print, OOH, Digital, Sports, SEM, Social 1986 FOX CHASE CANCER CENTER B2C TV, Radio, Print, OOH, Digital, SEM 1992 FRANKLIN INSTITUTE B2C TV, Radio, Print, OOH, SEM, Digital 1991 INSPIRA HEALTH SYSTEM B2C TV, Radio, SEM, Digital 2009 JDRF B2C TV, Radio, SEM, Digital 2009 J&J SNACKFOODS B2C Digital, Social 2007 JEFFERSON HEALTH SYSTEM B2C TV, Radio, Print, OOH, SEM, Digital 1989 K12 B2C TV (Direct Response) Digital, SEM 2012 LEHIGH VALLEY HEALTH NETWORK B2C TV, Radio, Print, OOH, Digital, Sports, SEM 2010 LANCASTER GENERAL HOSPITAL B2C Radio, Print, OOH, Digital, SEM 2012 MUTUAL OF OMAHA B2C Direct Response TV, Print. Digital 2013 ORASURE TECHNOLOGIES B2C TV, Radio, Print, Digital, SEM 2012 PA POWER & LIGHT B2C Print, OOH, SEM, Digital 2012 PHILADELPHIA INQUIRER/DAILY NEWS B2C TV, Radio, OOH, Sports, SEM, 1997 READING HOSPITAL B2C TV, Radio, Print, OOH, Digital, 2012 REGIONS FINANCIAL B2C, B2B TV, Radio, Print, OOH, Sports, Digital, SEM 2012 ROBERT WOOD JOHNSON HEALTH SYSTEM B2C TV, Radio, Print, OOH, Digital, SEM 2008 ROTHMAN INSTITUTE B2C TV, Radio, Print, Digital, SEM 2009 ROYAL PURPLE B2C, B2B TV, Radio, Print, OOH, Digital, SEM 2013 RUSSIAN STANDARD VODKA B2C TV, Digital 2012 SCOTTIES FACIAL TISSUE B2C TV, SEM, Digital 2009 SERGEANTS PET CARE B2C, B2B Digital, SEM, Radio 2013 SHEETZ B2C TV, Radio, Print, OOH, Digital 2000 SUSQUEHANNA BANK B2C TV, Radio, Print, Digital 2013 SINCLAIR TV STATION GROUP B2C, B2B TV, SEM, Digital 2004 STREAMLIGHT B2B Print, Digital, SEM 2010 TRAFFIC.COM B2C Radio 2007 TURKEY HILL DAIRIES B2C TV, Radio, Print, OOH, Sports, SEM, Digital 1998 TV LAND B2C TV, SEM, Digital 2012 UNIVERSAL HEALTH SERVICES B2C TV, Radio, Print, OOH, Sports, SEM, Digital 1990 UGI (UNITED GAS, INC) B2C TV, Radio, Print, SEM, Digital 2007 UNISYS B2B Digital, SEM, OOH 2011 VICTORY MOTORCYCLES B2C Radio, OOH 2013 VITAMIN SHOPPE B2C TV, Radio, Print, OOH 2005 VERTEX PHARMA B2C, B2B TV, Radio, Print, OOH, SEM, Digital 2011 WEIS SUPERMARKETS B2C TV, Radio, OOH, Digital 1994 | |
| Please describe any proactive prospecting efforts the agency has done over the past several years (if not referenced above). For example, has the agency proactively reached out to any prospects, or done any any email marketing, content marketing, direct marketing, inbound marketing, social media marketing, PR, etc.? | |
| Yes, this has been our focus since mid year 2013 and we have won Susquehanna Bank and Cumberland packing as a result. We will be emphasizing prospectiung even more in 2015. | |
| Overall, what has been most successful in bringing in new business? | |
| In the past, it has been pitching, in the future it will be prospecting and controlling our own destiny and what type of clients we want to work with. | |
| What is one of the most innovative "pitch or RFP tactics" the agency has ever applied in a new business situation? This might include a distinctive questionnaire response or RFP, "presentation theater," dressing of the room, unique video content, innovative research, a special way of engaging/interacting with the client, etc., etc. | |
| We have had very high success rates of conducting in person video interviews of the prospect's customers and discovering something unique or notable that will influence our media or marketing recommendation. It demonstrates that a media agency has gone way beyond a MRI run to indentify a target audience and additionally it really gets prospects talking and interetsed in the videos and the subsequent conversation. | |
| How many people are regularly involved in your new business pitches and RFPs? (also list names/titles) | |
| How many competitive pitches/RFPs will you enter this year? | |
| 16-20 | |
| Of those, what percentage do you expect to win? | |
| 20-30% | |
| How many competitive pitches/RFPs did you enter last year? | |
| 21-30 | |
| Of those, what percentage did you win? | |
| 30-40% | |
| What percentage of your competitive pitches/RFPs involve a credentials presentation that is separate from a final strategy/execution presentation (vs. one combined credentials/final presentation session)? | |
| 50% | |
| How often do you submit a strategy/execution recommendation with no in-person presentation? | |
| 25% | |
| On the smaller half of your pitches, how much do you typically spend on each (out of pocket on average)? | |
| $1,000-$5,000 | |
| On the larger half of your pitches, how much did you typically spend on each (out of pocket on average)? | |
| $10,00-$20,000 | |
| As Mirren prepares to lead your team through this training program, any advice for us? | |
| We feel comfortable with Pitches and the Mirren way as we have had in person Mirren Training 2x, plus have attended a few mirren webinars. We have been criticized for not having well developed Case Studies and are lookign for guidance and assistance in developing harder hitting case studies. | |