| What has been your role in the new business efforts of the agency? | |
|---|---|
| Sam Panico, ACD | Creating presentations, writing web site, writing case studies, actually presenting the presentations, strategy for presentations. Pretty much anything and everything. |
| Steve Shane, Business Development Manager | My role is to find new business opportunities for Gatesman+Dave. I make cold calls and send information to potential clients trying to establish a meeting between the principals of our company and C level executives. |
| Kathy Oldaker, SVP, Media Director | Part of the pitch team if the opportunity included paid media. |
| Jeff Barton – Associate Creative Director | Gathering relevant insights. Paring those insights down to the most relevant given the challenges the RFP is asking for. Then developing and leading the creative team to ideas that solve the challenge. Finally putting the RFP book, powerpoint, or presenting the ideas to the client. |
| Stuart Glassman, Senior Vice President, Director of Account Management | A member of the new business team including identifying and qualifying prospects, capabilities meetings, RFP responses, pitch development and pitches. |
| Dave Nard, Digital Services Director | From a new business perspective I occasionally attend new client meetings from a technical perspective. I also tend to fill in for our CTO when he is unavailable or double-booked. |
| CJ Patrick SVP, CTO | I have been involved in working with existing clients to expand their digital efforts as well as being involved in new business pitches from a documentation, pricing and pitch standpoint. |
| Shannon Baker, Partner, EVP PR and Social Media | Strategy Development, Run of Show Curator, Presenter |
| Candace Kantz Vice-President, Associate Media Director | I am relatively new to the agency so I have not been involved with any pitch, but did bring in a new automotive dealership account last month. |
| Beth T, account supervisor | Support presentation development, pitch PR related biz |
| Beth Vukmir - VP/Group Account Strategy Director | Strategy / Brief development, Research & Insights, Presentation. My engagement for new business here just started in Nov. |
| What is your background, in terms of agencies, accounts, and client-side experience? | |
| Sam Panico, ACD | I've been in the industry since 1995. I've worked for 2 client-side internal shops and at agencies both large and small, working on national, local and international accounts. I've worked for Ronin, Marc USA, Giant Eagle, EDMC, Smith Brothers, Gatesman+Dave and some small PR shops. Accounts: Rite Aid, Giant Eagle, Art Institutes, Hormel, StarKist, Del Monte, Heinz, Pittsburgh Pirates, PPG, Pittsburgh Zoo and Aquarium, Quaker Steak & Lube, True Value, W Hotels, Millenium Tower, Point Park University and more. |
| Steve Shane, Business Development Manager | I have been involved in new business development and sales of creative services for over thirty years. In the beginning of my career, I sold speaker support services such as computer generated slides and overheads for 11 years. After that, I worked for Westinghouse Creative Services (Source W) selling their capabilities to companies outside of the Westinghouse organization. I worked for a company that created CD-ROM and Web Based projects. I worked for an organization that provided distance or online training services. Finally, I worked at Quest Fore, a graphic design / interactive firm prior to joining Gatesman+Dave. |
| Kathy Oldaker, SVP, Media Director | Agencies: BBDO New York, Mullen (Pgh), Ketchum, Brunner, Initiative, Gatesman+Dave. Accounts: Mellon Bank, PNC Bank, UPMC Health System and Health Plan, St Vincent Health System, Shop n Save, Art Institutes, Cub Cadet, CONSOL, GE Major Appliances, DuPont Carpets and Corporate, Thomasville Furniture, Armstrong Flooring and Ceilings Client-side experience: ATT Mobility: Field Marketing Associate and Advertising Manager |
| Jeff Barton – Associate Creative Director | 12 Years experience working in advertising. Specifically within agencies. Worked my way up from a designer to an ACD. Have pitched and won work for brands within, Mattel, Hormel, Nestle, Del Monte, and Heinz. I have a ton of experience in CPG. Since working at Gatesman+Dave I have been a lead roll on Shop N Save, Foodland, UPMC, NorthShore–LIJ, Quaker Steak & Lube, etc. Essentially touching every account that's come through the doors since August of 2012. |
| Stuart Glassman, Senior Vice President, Director of Account Management | Agency experience includes; Stern Advertising - an Omnicom member and part of TBWA\Worldwide (13 years), Wolf Group (12 years) plus brief stints with Engauge and The Adcom Group. Account experience covers both B2C and B2B including; Pearle Vision, Aspen Dental, Owen Corning, Black & Decker, 3M, Sherwin Williams, Rally's Hamburgers, Ameriprise Financial, Third Federal, SHOP 'n SAVE, S&T Bank, Sealy and more. |
| Dave Nard, Digital Services Director | I've been in the agency world since 2010. Before that I worked in the legal arena working with lawyers to bring their trials up to speed with new technology. Since entering the agency world I've worked closely with a variety of clients - FedEx, Mylan Pharmaceuticals, StarKist, and others. I have a very client-facing role (which I enjoy), helping brainstorm solutions to problems they may be experiencing, or coming up with new approaches to liven their digital presence. |
| CJ Patrick SVP, CTO | I started my own web development company in 2005 which then merged with a marketing firm in 2010 for which I operated the digital side of the business. We sold to G+D in February of 2014. I have worked extensively with Mylan Pharmaceuticals, FedEx Ground, UPMC, Starkist, Shop N' Save, Foodland, Highmark, Heinz and others while in these positions. |
| Shannon Baker, Partner, EVP PR and Social Media | Journalism (2 years) - Feature/Staff Writer PR Agency (5 years) - Various senior/manager positions:ESPN Bassmasters, Tempur Pedic, AccuWeather, American Eagle Outfitters, PA Environmental Council, Carnegie Mellon University Gatesman+Dave (7 years) - Director then promoted to partner: Qdoba, SuperValu, Swedish Match, Hormel, USPTO, |
| Candace Kantz Vice-President, Associate Media Director | I have been in the business for 19 years. I first worked as a Media Buyer at a media buying agency for 4 years. I then worked at a full service agency for 12 year and left when I was a Associate Media Director. I worked for over 3 years client side as a Marketing Manager. I started at Gatesman in 9/14 in my current role. Accounts that I have worked on: UPMC Health Plan & Health System (twice in my career), First Merit Bank, PA Lottery, 8 different amusement parks in my career, Howard Hanna Real Estate, Giant Eagle, Wright Automotive Group, #1 Cochran Automotive, Catholic Cemeteries Association, LeNatures Water, Alouette Cheese, SPK Law, Western PA Acura Dealers Association. |
| Beth T, account supervisor | PR background, have been with Agency for 6 years, no client-side experience |
| Beth Vukmir - VP/Group Account Strategy Director | 16 years experience - Agency side primarily; account management and strategic services. Primarily CPG, Food products, Restaurant experience. 1 year - client experience |
| As if you were writing to a prospective client, describe the agency in no more than 3 sentences: | |
| Sam Panico, ACD | Every agency proclaims that they are cross-functional and 360 and integrated and special unique little snowflakes and have a proprietary process. Here, we believe that a mix of the right insights + ideas + hard work + actually working together instead of just talking about it = real measurable results. It might sound simple, but in my experience, simple works more often than complicated. |
| Steve Shane, Business Development Manager | Gatesman+Dave is a full service marketing communications company located on the southside of Pittsburgh. We are one of the nation's fastest growing agencies with 80+ employees. We offer the following services/solutions; brand strategy, creative design, digital communications, public relations, social media and broadcast media. |
| Kathy Oldaker, SVP, Media Director | I would describe the agency in 3 words: Nimble. Intuitive. Connected. Nimble: Can turn quality work around quickly without a lot of red tape. Intuitive: Common sense approach seeded in research, expertise, prior learning, and results. Connected: Both physically (to technology) and mentally (to the market, to the media, to each other) |
| Jeff Barton – Associate Creative Director | We are an idea agency that works to find solutions to your problems and work to tell that message to your customers in a memorable and efficient way to provide the best results for every dollar you invest in that solution. We take great pains to dig and turn over as much relevant information as we can in order to support the fact that our solution is not a hunch but rooted in facts that will help our clients stand out and succeed. |
| Stuart Glassman, Senior Vice President, Director of Account Management | We're a nationally ranked, independent, multi-disciplined marketing communications agency made up with a bunch of "success junkies". We succeed by focusing on ideas rooted in human behavior and understanding the emotional, environmental, rational and deeply irrational motivations that govern it....it's called "Hacking Human Behavior". Ultimately, we are creators of solutions that fuel commerce with the accelerant of creativity. |
| Dave Nard, Digital Services Director | In all honesty that's a great question. I hate that every time I ask someone to help me describe the agency I get a few sentences of pre-canned BS full of buzzwords. |
| CJ Patrick SVP, CTO | Gatesman+Dave is a full service agency focused on understanding the why behind everything you do. Our strength lies within our people and the wide range of services and experiences we bring to the table. From Strategy to PR to Media to Creative to Digital, we have the expertise to meet your needs. |
| Shannon Baker, Partner, EVP PR and Social Media | We are driven, sharp and creative. We create stories that are memorable and meaningful, and most importantly, we develop ideas that spark measurable solutions. We help businesses grow by connecting them with people – through conversation, provocation, inspiration and humor. |
| Beth T, account supervisor | Driven, smart, fun |
| Beth Vukmir - VP/Group Account Strategy Director | Agency delivers a unique blend of big-agency experience and fresh perspective Operate with rigor and discipline but also know when / how to throw the "old rules" out the window. Our clients enjoy achieving their objectives and the process that it took to get there. |
| 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? | |
| Sam Panico, ACD | You've never heard of Gatesman+Dave. And that's your fault. |
| Steve Shane, Business Development Manager | Agency helps clients by "Hacking Human Behavior" in order to reach their target audiences in the most effective ways possible. |
| Kathy Oldaker, SVP, Media Director | Big agency escapees found on the South Side of Pittsburgh! |
| Jeff Barton – Associate Creative Director | New ways of thinking about old problems create large gains. |
| Stuart Glassman, Senior Vice President, Director of Account Management | Caution: PA Ad Agency is Hacking Human Behavior and doing a damn good job at it! |
| CJ Patrick SVP, CTO | Big Things Come in Small Packages |
| Shannon Baker, Partner, EVP PR and Social Media | Gatesman+Dave Asks "Why Not?" and Proves Its Got the Guts to Make it Big |
| Beth T, account supervisor | Chip on their shoulder and ready to win. (Worked with him in the past on a story!) |
| 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? | |
| Sam Panico, ACD | We would be a 1986 Grand Prix. If you look from the outside, we're from a smaller market. You might overlook us. But when you step down on the gas, we get you there faster. And if you hit us, we'd survive the accident, where a sportscar would be in pieces. And the color? We're whatever color it takes to make our clients a success. How's that for a cop-out answer? |
| Steve Shane, Business Development Manager | A Red Corvette, because we are moving down the road of life looking good and moving fast. |
| Kathy Oldaker, SVP, Media Director | Green BMW. Because we're the ultimate marketing machine! Green was the first thing that came to my mind not only because it's in our logo, but because it's the color of money - which is what we want to make for our clients. |
| Jeff Barton – Associate Creative Director | Blue Cadillac CTS. Blue because we don't necessarily differentiate ourselves from the crowd but we aren't an understated or conservative Black Caddie. A Caddie because we have all the bells and whistles (360 offering) that you would expect from a higher end luxury car but (nationally) we wouldn't be the first name that pops into the mind of someone looking for a luxury car. Regionally? We might be top of mind but nationally we are relatively unknown. |
| Stuart Glassman, Senior Vice President, Director of Account Management | A lime green 3 series BMW. Why? We're fast. Reliable. High Performance. Efficient. And while we're not the cheapest - we're comparatively affordable. |
| Dave Nard, Digital Services Director | Porsche Cayenne, lime green. Fast, nimble, and damn good looking. Bigger than a car but smaller than a giant fullsize SUV. And lime green, well, because that's our colors! |
| CJ Patrick SVP, CTO | A Black Range Rover, sleek, powerful, not too flashy and can still get get through the mud when needed |
| Shannon Baker, Partner, EVP PR and Social Media | Black Jeep Grand Cherokee - The more "dressed up version" of the utility vehicle. We clean up nicely - sharp, sophisticated but can also get down and dirty "mud on the tires." But no matter what, we bring the team and get the job done. |
| Beth T, account supervisor | GMC Terrain. Refined, powerful and efficient. Black because it's sleek and smart. |
| What agencies do you most admire? Why? | |
| Sam Panico, ACD | I don't admire agencies. I find that advertising tends to be incestuous. I'd rather be inspired by artists, directors, musicians...anything that keeps my work for being the same as everyone else. Advertising these days is one big mirror that keeps reflecting itself over and over in a sea of sameness. Can you tell that I was raised by hippies on a commune? Actually I wasn't and I'm lying to you. Halfway. They were hippies. |
| Steve Shane, Business Development Manager | Brunner, because of the success they have acheived over a sustained period of time. Marc USA, because of the success they have acheived over a sustained period of time |
| Kathy Oldaker, SVP, Media Director | I am a firm believer that the best work comes from an integrated team and approach. As such, I'm more drawn to full service agencies. Deutsche comes to mind for this reason, as well as the fact that I like their edginess. |
| Stuart Glassman, Senior Vice President, Director of Account Management | TBWA - not afraid to challenge the status quo. Great creative product. "Disruption" is a proven process that clients buy into. CP+B - Always pushing the envelope. Agency swagger. Richards Group - Great stable of clients, simple smart work. Zimmerman - Know who they are and who they're not. |
| CJ Patrick SVP, CTO | I am new to the "agency" life and consider myself a web application developer. I do not really follow other agencies. |
| Shannon Baker, Partner, EVP PR and Social Media | Edelmann - independent, not afraid to change. they've evolved over time to remain relevant, but haven't compromised themselves. And they do admirable, fantastic work that doesn't polarize. Ogilvy - originality and staying power. The work is inspiring and motivating, no cheap tricks. They embrace diversity and creativity throughout the entire agency. variety of perspectives are incorporated. |
| Beth T, account supervisor | Ogilvy - history, passion, smarts. |
| List the top few agencies that you do/will compete against most often. | |
| Sam Panico, ACD | Honestly, I feel that ideas being apples and apples going against apples, we can outdo any agency from any place at any time. |
| Steve Shane, Business Development Manager | Brunner Chemistry Communications Pipitone Group Elias Savion |
| Kathy Oldaker, SVP, Media Director | I think because of where we are in our growth, we have 2 competitive sets. One is small local agencies (i.e. Beyond Spots and Dots and Elias). I think as we grow we'll compete more with Brunner and MARC. |
| Jeff Barton – Associate Creative Director | Brunner, BBDO, Garrison Hughes, Chemistry |
| Stuart Glassman, Senior Vice President, Director of Account Management | Marc USA, Brunner, Elias Savion |
| Dave Nard, Digital Services Director | Locally it would probably be Bruner, Chemistry, Marc USA. |
| Shannon Baker, Partner, EVP PR and Social Media | Brunner Marc Chemistry Edelman Fleishman |
| Beth T, account supervisor | Brunner. Marc. Chemistry. |
| In the eyes of clients, what do you provide of value, that none of your competitors do? | |
| Sam Panico, ACD | We release that while we create creative pieces, this isn't an art project. It has to be rooted in strategy and find a hook, a basic human insight that you can't say no to. It has to be completely infallible. Once you have that magic statement in your head, you use it like a subliminal message to get inside the target's head and deliver your message directly into their brain - because they let you. |
| Steve Shane, Business Development Manager | I think our client value the creativity and commitment to success that we have and they may not get at the other agencies. We are nimble and can react to their needs quickly which I can't say about all the other agencies. |
| Kathy Oldaker, SVP, Media Director | We provide true expertise, process, transparency, research and insight, and integrity. |
| Jeff Barton – Associate Creative Director | We challenge them to think past what they ask for and give them ideas that they need to stay competitive and succeed. |
| Stuart Glassman, Senior Vice President, Director of Account Management | Sr. Management intimately involved in every aspect of the account relationship. A top 100 social/pr capability. An ability to identify a unique consumer insight and bring it to life with great creativity. An account leadership team that is 100% client-driven. |
| Dave Nard, Digital Services Director | Relentless support. We bring our full team to bat for each and every client. All clients really are valued equally. |
| CJ Patrick SVP, CTO | Our digital services are second to none when compared to other agencies. We have a web and mobile development shop embedded within an agency. |
| Shannon Baker, Partner, EVP PR and Social Media | Investment in researching to truly understand their business, our assertiveness and attention to detail. We hear this again and again. |
| Beth T, account supervisor | Thinking ahead, anticipating trends the client can lead. |
| In the eyes of clients, what do your competitors provide of value, that you do not? | |
| Sam Panico, ACD | Big city. Big pedigree. A better agency name, |
| Steve Shane, Business Development Manager | Because some of the agencies are larger they may be able to provide more manpower for certain situations that require that kind of effort. |
| Kathy Oldaker, SVP, Media Director | As far as the smaller agencies, many of these firms are run by ex media sales reps who really don't understand the business. What they are good at is selling. So, in many cases, these shops have done a very good job of convincing clients their way is right. In other cases, the clients we work with, or have talked to, are so soured by their relationships with these types of firms it's hard to convince them not all agencies operate like that and that their experience with us will be different. |
| Jeff Barton – Associate Creative Director | Stronger realtime analytics and recommendations. |
| Stuart Glassman, Senior Vice President, Director of Account Management | Not sure, but I could speculate digital expertise and brand planning/research services. |
| Dave Nard, Digital Services Director | Probably a better price point. |
| CJ Patrick SVP, CTO | I think we struggle at times bringing ideas to the client instead waiting for them to come to us. |
| Shannon Baker, Partner, EVP PR and Social Media | More robust digital marketing capabilities. Sheer Size. |
| Beth T, account supervisor | Allocation of resources - competitors have bigger budgets |
| Which agencies do you most fear pitching against? Why? | |
| Sam Panico, ACD | I don't fear any agencies. Like I said before, I think that our ideas are better than anyone else's. If you fear someone, you already give them power over you. I'd rather come out swinging. |
| Steve Shane, Business Development Manager | Pipitone Group They seem to be able to win business on a regular basis and are telling clients what they want to hear in their pitches. |
| Kathy Oldaker, SVP, Media Director | Honestly, more afraid of pitching against the small agencies than the big ones for the reasons stated above. |
| Jeff Barton – Associate Creative Director | National Agencies. In the world of Big Data they have more resources to get the info and dissect it so they can spend more time on thinking through the problems and coming up with ideas. We do very well with what we got. |
| Stuart Glassman, Senior Vice President, Director of Account Management | None really. But if I had to answer, I guess I'd be concerned about competing against a multi-office national agency because of their perceived size, reputation and potential resources. |
| Dave Nard, Digital Services Director | I don't pitch |
| CJ Patrick SVP, CTO | See #1 above |
| Shannon Baker, Partner, EVP PR and Social Media | N/A |
| Beth T, account supervisor | NYC agencies. Stigma that greatness comes from magic of Manhattan. |
| Are there any negative perceptions that prospects might have about the agency that could hold you back in new business? | |
| Sam Panico, ACD | Not that I can think of. |
| Steve Shane, Business Development Manager | I am not aware of any negative perceptions at this time. |
| Kathy Oldaker, SVP, Media Director | Not that I can think of. The only one I can think of is that maybe some prospects think we're too small. |
| Jeff Barton – Associate Creative Director | Growing too quickly. Haven't been around all that long. |
| Stuart Glassman, Senior Vice President, Director of Account Management | Size, Being from Pittsburgh, Category Experience. |
| Dave Nard, Digital Services Director | Not that I know of |
| CJ Patrick SVP, CTO | Our relative youth as an agency having been in business 7 years. |
| Shannon Baker, Partner, EVP PR and Social Media | Not that I'm aware of. I think what holds us back is that we make it difficult for prospects to see all of our capabilities. |
| Beth T, account supervisor | Fast growing to many might mean outgrowing comfort and culture. They may fear this, but not true. |
| Beth Vukmir - VP/Group Account Strategy Director | size / scope of resources |
| What are the top 3 road blocks that most hold you back with new business? (check only 3) | |
| Sam Panico, ACD | |
| Steve Shane, Business Development Manager | |
| Kathy Oldaker, SVP, Media Director | |
| Jeff Barton – Associate Creative Director | |
| Stuart Glassman, Senior Vice President, Director of Account Management | |
| Dave Nard, Digital Services Director | |
| CJ Patrick SVP, CTO | |
| Shannon Baker, Partner, EVP PR and Social Media | |
| Beth T, account supervisor | |
| Beth Vukmir - VP/Group Account Strategy Director | |
| 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) | |
| Sam Panico, ACD | |
| Steve Shane, Business Development Manager | |
| Kathy Oldaker, SVP, Media Director | |
| Jeff Barton – Associate Creative Director | |
| Stuart Glassman, Senior Vice President, Director of Account Management | |
| CJ Patrick SVP, CTO | |
| Shannon Baker, Partner, EVP PR and Social Media | |
| Beth T, account supervisor | |
| Beth Vukmir - VP/Group Account Strategy Director | |
| When you win a Competitive Pitch/RFP, what do think are typically the top 3 reasons? (check only 3) | |
| Sam Panico, ACD | |
| Steve Shane, Business Development Manager | |
| Kathy Oldaker, SVP, Media Director | |
| Jeff Barton – Associate Creative Director | |
| Stuart Glassman, Senior Vice President, Director of Account Management | |
| CJ Patrick SVP, CTO | |
| Shannon Baker, Partner, EVP PR and Social Media | |
| Beth T, account supervisor | |
| Beth Vukmir - VP/Group Account Strategy Director | |
| Given the type of agency you are, what do you find most challenging about your new business presentations? | |
| Sam Panico, ACD | Knowing when the right people have to speak. We tend to ping pong and sometimes, people are there to just show up and say one sentence versus having a logical needed reason to be there. |
| Steve Shane, Business Development Manager | Having the right case studies that match the needs of the potential client. |
| Kathy Oldaker, SVP, Media Director | Agreement on the deliverable seems to be an issue. For example, pushing branding in a pitch that should be focused on PR. I also think we take too many people. We tend to get a surprised reaction when prospects come into the room and see 6 of us there. Finding time is also a challenge. Most of the pitch team works on client business as well so it's difficult to focus on new biz and keep all other balls in the airs. |
| Jeff Barton – Associate Creative Director | We have a lot of people with different view points which make us strong at getting to great all around thinking that is generally very solid. Presenting that thinking with a singular voice and if you will "brand" take is a challenge. Generally people want to present their section instead of being a part of the larger discussion. Over the years this has improved. |
| Stuart Glassman, Senior Vice President, Director of Account Management | Providing the dedicated time to focus on new business. |
| CJ Patrick SVP, CTO | I think we do a great job once in the new business presentation, but getting them seems to be a challenge |
| Shannon Baker, Partner, EVP PR and Social Media | I think we've worked in a great plan of attack that's been effective for us. Just need to make sure creative doesn't disappear and then present a "big reveal" that we have to scramble to adapt to. |
| Beth T, account supervisor | Pulling the right people in at the right time. |
| Beth Vukmir - VP/Group Account Strategy Director | Getting beyond the "logical flow" and determining the best way to engage the audience and drive recommendations home. |
| Bottom line, what do you think the agency most has to do to improve at new business? | |
| Sam Panico, ACD | Decide who we are: an agency that wants to make big money or an agency that wants to be a creative shop that wins awards. Then get a laser focus and go for whatever we decide are. I bet everyone you ask has a different answer (or a rehearsed one so that it sounds good). |
| Steve Shane, Business Development Manager | Find and qualify leads on a more consistant basis. |
| Kathy Oldaker, SVP, Media Director | I think hiring our current Marketing Director has made things MUCH better so that was a step in the right direction. She is still fairly new, but has a lot of good things in progress (in terms of prospecting, capabilities, etc). We also recently changed up the way we present (not leading with capabilities anymore) and that seems to have helped. I think if we can work on focusing on the ask (instead of forcing all of our capabilities into every pitch) and then growing other services organically, we'll see more success. |
| Jeff Barton – Associate Creative Director | More structured process so that we can get the ideas/executions done so that we can spend the proper amount of time polishing and creating a rock solid presentation. |
| Stuart Glassman, Senior Vice President, Director of Account Management | More proactive prospecting on a consistent basis. |
| CJ Patrick SVP, CTO | We need to get in the room for the pitch on larger RFPs. Once we are there, we do very, very well. |
| Shannon Baker, Partner, EVP PR and Social Media | FOCUS. Create prospecting list then work it. |
| Beth T, account supervisor | If RFP requires focus on specific area of expertise or discipline, that should lead capability discussion. |
| Beth Vukmir - VP/Group Account Strategy Director | go further to crystalize our positioning / point of difference and better connect that to our stated work process, client case studies and the way we pitch and interact with prospects and search consultants through every step of the process. |