| What has been your role in the new business efforts of the agency? | |
|---|---|
| afd | adfa |
| Matt Kolbert, Director of Business Development | I've been the primary new business lead at ASTONE since October 2005. This includes overseeing nearly all major pitches as well as, over the past 12-18 months or so, overseeing and supporting the biz-dev efforts of other business development team members |
| Lori Leiva, Regional President | Leading pitches, putting together presentations, calling on prospects |
| Dwight Gould CEO Aviatech LLC | I am the lead individual for our agency |
| Shelley McKenry, Senior Account Leader | On pitch team for most public information/education contracts |
| Mark Astone, CEO | Everything |
| Mark Johnson -- No title yet. | I'm being considered to head up Astone's new business program. |
| Mike Fitzgerald, Senior Strategist | Support with strategy guidance, and occassional pitch team participant |
| Sara Wilensky Napoli, President - Southern California Region | I have been on board for 8 weeks. I have identified, qualified, and contacted new business prospects, met with them, pursued business opportunties, and when appropriate responded to RFPs. |
| Steve Nubie Chief Creative Officer | Explain the concept of the creative department and our strength |
| Scot Crocker, President, Sacramento | It's one of my primary roles but will vary depending on the amount of client relations, strategy and other management work needed in the office which has increased dramatically with the departure of Car, regional director and Joanne, PR director. |
| What is your background, in terms of agencies, accounts, and client-side experience? | |
| afd | fd |
| Matt Kolbert, Director of Business Development | Prior to joining ASTONE, I had not worked at an agency. Although, I spent over 5 years working in professional sports marketing where my clients (Pepsi, Southwest Airlines, Carl's Jr, McDonald's, etc) often worked with agencies of all shapes and sizes. I then spent 2 years leading the marketing efforts of an international niche software firm (300 employees, $75 million annual revenue). |
| Lori Leiva, Regional President | 10 years agency biz, prior to that is 13 years client-side experience in financial services marketing. Started agency side with Frankel & Company, SVP Client Services on Visa account. Led partnerships with other Frankel clients such as United Airlines and McDonalds, as well as sponsorships with Olympics, NFL, NASCAR. Became Worldwide Liason for Visa business once Publicis acquired Frankel and worked with all network offices supporting Visa in Latin America, Canada and Asia Pacific. Became SVP Client Services for all accounts in SF including Symantec, Intuit, Dreyer's, Nestle, Clorox, RadioShack, 24 Hour Fitness, and then became President of SF office, now called Arc Worldwide, and took on responsibility for team of 60 people, profitability of business and revenue growth. Left ArcWW for ownership opportunity and became partner at small boutique agency, BARC Communications. Was EVP, Management Director and provided strategic leadership/guidance on all accounts including HP, Logitech, Pay By Touch, Dole Packaged Foods, Crystal Geyser, Jif & Smuckers, River Ranch. Also led new business efforts, from developing target list to preparing presentations and making the pitch. |
| Dwight Gould CEO Aviatech LLC | Blair/DuBois (BBDO) - Nestea in a can, Corning Glass Works, Amaretto Di Sorrono, Borden Foods, Resort Trends (agency) - Multiple hotel and resort clients Hang Ten Intl. VP marketing for this international brand Forte Hotels - SVP North America, Intl.hotel chain with 1,200 properties of economy to luxury brands Cendant Corp - SVP Marketing for this large franchise company- 12 hotel brands, Real estate, car rental |
| Shelley McKenry, Senior Account Leader | Job Function: Oversee all company public information, education and outreach for public and government agencies and non-profit organizations Office: ASTONE Fresno & Sacramento Years of Experience: 12+ Description of Experience: Shelley leads many of ASTONE’s Public Education efforts and has an extensive background in media, strategic campaign planning and client services. She works directly with clients for administering and supporting all client work, ensuring their needs and objectives are being met every step of the way. She also has vast experience in developing meaningful public outreach campaigns, including working with community based organizations and guiding multicultural outreach. Shelley specializes in public information and education programs such as the Bureau of Automotive Repair’s “DriveHealthy” campaign, Bay Area Stormwater Management Agencies Association, First 5, the Contra Costa Clean Water Program, and the California Water Awareness Campaign. In addition, Shelley has played a vital role in developing and launching the non-profit organization, Valley CAN (Clean Air Now). Shelley is an expert in developing public awareness campaigns for public agencies that actually work. She is passionate about helping her clients see real world results, and will bring all of Astone’s resources together in order to ensure the campaign is a complete success. Current Accounts Assigned (Please include length of time, duties and level of responsibility): Department of Consumer Affairs/Bureau of Automotive Repair Public Information Director/Project Manager 1 year Contra Costa Clean Water Program Public Information Director/Project Manager 8 years Bay Area Stormwater Management Agencies Association Public Information Director/Project Manager 4 years Westlands Water District Public Information Director 3 years Sonoma County Water Agency Public Information Director 2 years California Tax Education Council Public Information Director/Project Manager 3 years Porter Novelli/Valley CAN Public Information Director 5 years Fresno Metropolitan Flood Control District Public Information Director 13 years Contractors State License Board Public Information Director/Project Manager Since May 2008 California Earthquake Authority Public Information Director/Project Manager Since May 2008 Crime Stoppers Public Information Director 2 years Delta Diablo Sanitation District Public Information Director 3 years Previously Assigned Accounts (Please include accounts with previous employers within the last 3 years and level of responsibility): San Mateo Countywide Stormwater Pollution Prevention Program Project Manager California Water Awareness Campaign Account Lead First Five Fresno County Project Manager Stanislaus County Library Account Lead Relevant Education/Training/Credentials/Certifications/Licenses: Shelley received her bachelor’s degree in business administration, with an emphasis in marketing, from California State University, Fresno. |
| Mark Astone, CEO | Owner - 11 years |
| Mark Johnson -- No title yet. | 35 years of advertising agency experience working with both large multinationals and also mid-sized agencies in New York, Los Angeles and Las Vegas including Ted Bates & Co., Wells Rich Greene, my own agency Cohen/Johnson, Inc. (Los Angeles) and DRGM (Las Vegas and Reno). Clients have included many national advertisers and also large regional companies such as Procter & Gamble, Nestle USA, Colgate, Ralston Purina, PETCO, Target Corp., Jack in the Box, Century 21, CareAmerica/Blue Shield of California, American Savings, Bally's Total Fitness, MGM-MIRAGE, Disney, Warner Bros. and others. Have led teams of very different backgrounds and skill levels to almost $500MM in high quality new business wins (including many of the clients noted above) -- always against much larger, much better known agencies with much more money to spend on the pitch. Have twice been president and CEO of mid-sized agencies (Cohen/Johnson from 1985-1997 and DRGM from Jan. 2006 - Dec. 2007). |
| Mike Fitzgerald, Senior Strategist | Fortune 500 International Director of Communication; SVP Foote, Cone & Belding; EVP BBDO/Seattle |
| Sara Wilensky Napoli, President - Southern California Region | Thirty years in marketing/communications and sales management. Fourteen years in the education/government sector (university and technical training institute), ten years in the business media (daily, weekly and monthly), six years in nonprofit (at ASTONE client, the San Diego Foundation.)This is my first foray into the agency side. I am considered an expert in philanthropic messaging, and I have some pretty solid chops in sales and sales management. I am a classic connector, v/v the Tipping Point. I am a practiced presenter and draw upon my training in public speaking, teaching, preaching and performing. I have two decades of executive level leadership experience. Nuf?? |
| Steve Nubie Chief Creative Officer | 32 years in advertising and marketing, 20 years agency at J. Walter Thompson, Leo Burnett and Draft/FCB/10 years client as Director of Advertising at McDonald's. |
| Scot Crocker, President, Sacramento | Worked for two California agencies before starting my own which I had for 18 years prior to selling to Astone. As a former journalist, I'm totally comfortable in developing and implementing PR strategies and campaigns. I have skills in strategy, account planning, campaign development, account management and branding. Accounts have been plentiful with deeper expertise in banking, social marketing, professional services, automotive, B-to-B in a variety of industries and select areas of technology. |
| What format do you primarily use to present the content of your pitches? | |
| Matt Kolbert, Director of Business Development | PowerPoint |
| Lori Leiva, Regional President | PowerPoint |
| Dwight Gould CEO Aviatech LLC | PowerPoint |
| Shelley McKenry, Senior Account Leader | PowerPoint |
| Mark Astone, CEO | PowerPoint |
| Mark Johnson -- No title yet. | |
| Mike Fitzgerald, Senior Strategist | PowerPoint |
| Sara Wilensky Napoli, President - Southern California Region | PowerPoint |
| Steve Nubie Chief Creative Officer | PowerPoint |
| Scot Crocker, President, Sacramento | PowerPoint |
| What do you believe are the strongest elements of your current pitch decks? | |
| Matt Kolbert, Director of Business Development | In any pitch our strongest elements are those elements that show them we understand them, their unique problems/situation, and have an equally unique approach/solution for them. |
| Lori Leiva, Regional President | case studies, brand process |
| Dwight Gould CEO Aviatech LLC | Online elements, results, lead generation |
| Shelley McKenry, Senior Account Leader | our experience |
| Mark Johnson -- No title yet. | Again, I don't know how Astone does this. For me, the key elements of a pitch are: 1. From the very beginning, keep the ongoing focus on the client -- not on you -- no matter what they might ask you to do. 2. Bring fresh and provocative insights -- and execute based upon them. 3. Don't let your presentation technology/techniques interfere with the client getting to see and know YOU as people during the presentation. 4. Underwrite the presentation... and never ever go long. 5. Be just as visual as possible. 6. Don't duck tough questions. Always tell the simple truth. |
| Mike Fitzgerald, Senior Strategist | ROI, relationship with business results |
| Sara Wilensky Napoli, President - Southern California Region | They take advantage of the visual medium to inform and inspire the viewer, assisting the pursuasive proces and leaving a more memorable impression. But please keep in mind that I have not constructed an agency presentation yet. All my formal presentation experience is on the client side to date. |
| Steve Nubie Chief Creative Officer | I don't do decks. |
| Scot Crocker, President, Sacramento | The strongest method was a more dramatic and creative approach than PowerPoint and talking heads in suits. This was back before the Astone deal. |
| What do you believe most holds the agency back with its current pitch decks? | |
| Matt Kolbert, Director of Business Development | When using powerpoint, one of the biggest problems is having too many people attempting to add their own slides, causing an inconsistent design and layout. Also, this allows people who are less experienced to cram more information on a single slide than they should. In general, there isn't a consistent powerpoint pitch deck -- they are typically done based on various formats/requirements requested by the client. |
| Lori Leiva, Regional President | time it takes to put it together, along with USP |
| Dwight Gould CEO Aviatech LLC | we are so focused on interactive that it becomes difficult to illustrate our full campaign capability. We do not have the samples to show a full integrated traditional/online campaign because we have so few. This is one of the reasons we are considering this transaction with Astone. |
| Shelley McKenry, Senior Account Leader | ?? |
| Mark Astone, CEO | lack to relevent case studies lack of cohesive company story |
| Mark Johnson -- No title yet. | I don't know yet -- and therefore also cannot answer questions 4-8 below. |
| Mike Fitzgerald, Senior Strategist | Talent |
| Sara Wilensky Napoli, President - Southern California Region | Perhaps they are too literal and tempt the presenter to read from the screen. |
| Steve Nubie Chief Creative Officer | We need more pictures, more telegrams, more of a story we can tell and bring to life. |
| Scot Crocker, President, Sacramento | We are not differentiating ourselves. Our team changes frequently so we don't have synergy and comfort together. Not enough research and insights going in. When we have packaged data and creative that to demonstrate a clear strategy and approach, we usually win. Too much about us in the pitch. |
| On a scale of 1-10, how well does the logic of your decks set up the creative idea/concept/program with an irrefutable logic trail? | |
| Matt Kolbert, Director of Business Development | 6 |
| Lori Leiva, Regional President | 8 |
| Dwight Gould CEO Aviatech LLC | 7 |
| Shelley McKenry, Senior Account Leader | 5 |
| Mark Astone, CEO | 9 |
| Mike Fitzgerald, Senior Strategist | 9 |
| Sara Wilensky Napoli, President - Southern California Region | 5 |
| Steve Nubie Chief Creative Officer | 5 |
| Scot Crocker, President, Sacramento | 7 |
| On a scale of 1-10, how well do you orient your presentation around a new and unexpected strategic insight vs. a predictable strategic insight: | |
| Matt Kolbert, Director of Business Development | 7 |
| Lori Leiva, Regional President | 8 |
| Dwight Gould CEO Aviatech LLC | 7 |
| Shelley McKenry, Senior Account Leader | 7 |
| Mark Astone, CEO | 9 |
| Mike Fitzgerald, Senior Strategist | 7 |
| Sara Wilensky Napoli, President - Southern California Region | 5 |
| Steve Nubie Chief Creative Officer | 3 |
| Scot Crocker, President, Sacramento | 5 |
| On a scale of 1-10, how well do you orient your presentation around a new and unexpected creative/tactical idea: | |
| Matt Kolbert, Director of Business Development | 4 |
| Lori Leiva, Regional President | 8 |
| Dwight Gould CEO Aviatech LLC | 8 |
| Shelley McKenry, Senior Account Leader | 7 |
| Mark Astone, CEO | 9 |
| Mike Fitzgerald, Senior Strategist | 2 |
| Sara Wilensky Napoli, President - Southern California Region | 5 |
| Steve Nubie Chief Creative Officer | 5 |
| Scot Crocker, President, Sacramento | 8 |
| On a scale of 1-10, how well do you demonstrate the business impact of your recommendation? | |
| Matt Kolbert, Director of Business Development | 8 |
| Lori Leiva, Regional President | 9 |
| Dwight Gould CEO Aviatech LLC | 9 |
| Shelley McKenry, Senior Account Leader | 5 |
| Mark Astone, CEO | 7 |
| Mike Fitzgerald, Senior Strategist | 10 |
| Sara Wilensky Napoli, President - Southern California Region | 8 |
| Steve Nubie Chief Creative Officer | 5 |
| Scot Crocker, President, Sacramento | 3 |
| On a scale of 1-10, how much do your decks rely more on visuals to "tell the pitch story" vs. text oriented pages? | |
| Matt Kolbert, Director of Business Development | 3 |
| Lori Leiva, Regional President | 9 |
| Dwight Gould CEO Aviatech LLC | 8 |
| Shelley McKenry, Senior Account Leader | 7 |
| Mark Astone, CEO | 7 |
| Mike Fitzgerald, Senior Strategist | 8 |
| Sara Wilensky Napoli, President - Southern California Region | 8 |
| Steve Nubie Chief Creative Officer | 1 |
| Scot Crocker, President, Sacramento | 4 |
| When you consider your pitch team, what do you believe to be your biggest presentation strengths? | |
| Matt Kolbert, Director of Business Development | It is typically a team that are truly experts in their respective fields -- with each person having the necessary knowledge to answer any and all questions the client may have in a chosen area (ie, creative, media, account management, etc). |
| Lori Leiva, Regional President | passion for what we do |
| Dwight Gould CEO Aviatech LLC | We are a very strong interactive agency, as a result our work and results are probably the strongest element of our pitch. |
| Shelley McKenry, Senior Account Leader | knowledge of the potential client |
| Mark Astone, CEO | knowlege and experience |
| Mark Johnson -- No title yet. | Don't yet know the Astone team's personalities and skills. However, to me personally, some of the key characteristics needed would be visible enthusiasm and energy, the ability to speak persuasively without notes, creative flair and honesty. |
| Mike Fitzgerald, Senior Strategist | Credibility |
| Sara Wilensky Napoli, President - Southern California Region | I love presenting so it is something I pursue, practice and enjoy. I can be funny or formal. I understand very little about agency SOPs; my viewpoint is still almost exclusively from the client CMO side of the projector, so I am likely to speak to the prospect's point of view. |
| Steve Nubie Chief Creative Officer | Don't know. I'm new here. |
| Scot Crocker, President, Sacramento | There are some very good presenters on the team. Often, we can demonstrate that our background, client mix, skills and talents warrant consideration and that we can do the work. |
| When you consider your pitch team, what do you believe to be the weakest elements of your presentation skills? | |
| Matt Kolbert, Director of Business Development | We often look like a series of individuals pitching, not a cohesive team. |
| Lori Leiva, Regional President | unfamiliarity with case studies, expected delivery in PPT format |
| Dwight Gould CEO Aviatech LLC | being able illustrate a fully integrated campaign |
| Shelley McKenry, Senior Account Leader | team synergy |
| Mark Astone, CEO | skill of presenters |
| Mark Johnson -- No title yet. | Don't know yet. Also cannot answer questions 3-7 below. |
| Mike Fitzgerald, Senior Strategist | Sizzle |
| Sara Wilensky Napoli, President - Southern California Region | I know very little about agency practices, policies. My grasp of the dept of ASTONE's capabilities is still shallow so I have to study for every meetings ... and upcoming presentations. PLEASE KEEP IN MIND THAT MY ANSWERS ON ALL TH 1-10 QUESTIONS ARE MEER GUESSES SINCE I HAVE NOT BEEN ON A FORMAL PITCH FOR NEW BIZ WITH ASTONE -- ONLY WITNESSED THEM AS A CLIENT. |
| Steve Nubie Chief Creative Officer | Intros, handoffs, concise conclusions and a big closer. |
| Scot Crocker, President, Sacramento | Too many people pitching. Not enough rehearsal. Not enough differentiation of other agencies. We don't have consistency of our brand that runs through the communications that precede a presentation... website, agency overview materials, emails and discussions, etc. We don't look cohesive and rock solid. |
| On a scale of 1-10, how strong is your team chemistry during a presentation? | |
| Matt Kolbert, Director of Business Development | 6 |
| Lori Leiva, Regional President | 9 |
| Dwight Gould CEO Aviatech LLC | 8 |
| Shelley McKenry, Senior Account Leader | 6 |
| Mark Astone, CEO | 6 |
| Sara Wilensky Napoli, President - Southern California Region | 5 |
| Steve Nubie Chief Creative Officer | 7 |
| Scot Crocker, President, Sacramento | 7 |
| On a scale of 1-10, how well are your team presentations rehearsed? | |
| Matt Kolbert, Director of Business Development | 5 |
| Lori Leiva, Regional President | 8 |
| Dwight Gould CEO Aviatech LLC | 7 |
| Shelley McKenry, Senior Account Leader | 6 |
| Mark Astone, CEO | 6 |
| Sara Wilensky Napoli, President - Southern California Region | 5 |
| Steve Nubie Chief Creative Officer | 2 |
| Scot Crocker, President, Sacramento | 4 |
| On a scale of 1-10, how well do you rehearse handling questions from the prospect? | |
| Matt Kolbert, Director of Business Development | 3 |
| Lori Leiva, Regional President | 8 |
| Dwight Gould CEO Aviatech LLC | 6 |
| Shelley McKenry, Senior Account Leader | 5 |
| Mark Astone, CEO | 4 |
| Mike Fitzgerald, Senior Strategist | 3 |
| Sara Wilensky Napoli, President - Southern California Region | 5 |
| Steve Nubie Chief Creative Officer | 1 |
| Scot Crocker, President, Sacramento | 2 |
| How much interaction (dialogue) with the prospect do you typically have during the presentation? | |
| Matt Kolbert, Director of Business Development | A Little |
| Lori Leiva, Regional President | Some |
| Dwight Gould CEO Aviatech LLC | Very Interactive (50/50) |
| Shelley McKenry, Senior Account Leader | Some |
| Mark Astone, CEO | A Little |
| Mike Fitzgerald, Senior Strategist | Very Interactive (50/50) |
| Sara Wilensky Napoli, President - Southern California Region | Some |
| Steve Nubie Chief Creative Officer | Very Interactive (50/50) |
| Scot Crocker, President, Sacramento | Some |
| How often do your presentations end on time? | |
| Matt Kolbert, Director of Business Development | 80% |
| Lori Leiva, Regional President | 20% |
| Dwight Gould CEO Aviatech LLC | 60% |
| Shelley McKenry, Senior Account Leader | 100% |
| Mark Astone, CEO | 100% |
| Mike Fitzgerald, Senior Strategist | 100% |
| Sara Wilensky Napoli, President - Southern California Region | 80% |
| Steve Nubie Chief Creative Officer | 80% |
| Scot Crocker, President, Sacramento | 100% |
| Personally, what do you consider to be your presentation strengths? | |
| Matt Kolbert, Director of Business Development | The ability to understand what the client really needs/wants (may or may not be in the RFP) and organize the pitch and prepare the rest of the team around those issues. I also have a strong ability to connect well with the audience -- reading their body language and other cues to determine which aspects of the presentation they are enjoying and which we should move through faster. |
| Lori Leiva, Regional President | Warm, friendly, comfortable, passionate, knowledgeable. I like meeting new people and enjoy helping them solve their business or marketing problems. |
| Dwight Gould CEO Aviatech LLC | Doing my homework on the prospects business and industry. coming to the pitch with a working knowledge of their markets, clients, etc. |
| Shelley McKenry, Senior Account Leader | relationships and public information experience |
| Mark Astone, CEO | presence and q & A |
| Mark Johnson -- No title yet. | Understanding the client's business, creating presentations which are locked to that understanding, presenting without notes (but only after a lot of rehearsal), being enthusiastic and energetic, having a sense of humor about it all. |
| Mike Fitzgerald, Senior Strategist | Experience, credibility, knowledge, understanding, business experience |
| Sara Wilensky Napoli, President - Southern California Region | As I said on the team question, I am an experienced presenter and I like it so I am typically very comfortable in front of an audience of a few or many. I have studied communication and I have comedic timing so I often can make those listening laugh. I always present with the audience's viewpoint in mind, and I know my stuff. As one Fortune 500 CMO -- who observed me presenting regularly for four years -- told me recently, I am always "more than one question deep." |
| Steve Nubie Chief Creative Officer | connecting with the audience |
| Scot Crocker, President, Sacramento | I can think on my feet, provide info and enthusiasm without notes, and engage the prospect. I will listen to them, answer questions without flinching and get a dialogue going. |
| Personally, what do you find most difficult about presenting? | |
| Matt Kolbert, Director of Business Development | Finding the time to prepare appropriately -- my "portions" of the pitch are often the last thing I spend time preparing because I am getting the rest of the team ready. My fault for not managing time appropriately. |
| Lori Leiva, Regional President | having too little information about case studies, or lacking a point of difference or some differentiation |
| Dwight Gould CEO Aviatech LLC | Pitching a prospect that we really have no chance of getting and or Going into a client without a solid understanding of their needs, objectives, budget, etc. |
| Shelley McKenry, Senior Account Leader | Not knowing the personalities of those attending the presentation from the potential client side. |
| Mark Astone, CEO | practicing |
| Mark Johnson -- No title yet. | Overcoming a cold and unresponsive audience. |
| Mike Fitzgerald, Senior Strategist | Nothing |
| Sara Wilensky Napoli, President - Southern California Region | It bothers me if there is not enough time to prepare. I don't mind winging it but it's not my preference. I think when you are prepared, you can be spontaneous;l if unprepared you can miss opportunties. If you are asking about personal weaknesses, I have unusual, rather theatrical affectations that people may like or dislike. Because of this, I am not a match for every pitch situation. |
| Steve Nubie Chief Creative Officer | bad rooms |
| Scot Crocker, President, Sacramento | It's not a difficulty but it is a problem from time to time. I need to stop monologuing and get them engaged earlier in a presentation with questions and other tactics. I will make it happen but I don't have it choreographed earlier. |
| Any final thoughts for us as we prepare to lead you through the Pitch Presentation Skills/Deck Writing Program? | |
| Matt Kolbert, Director of Business Development | The biggest thing I want to get out of the program is a presentation and proposal deck which we can all be proud of and move forward with -- without having to recreate the wheel everytime. |
| Lori Leiva, Regional President | can you give tips on how to organize/archive all of our information help us get creative in our delivery format save us time in putting it all together |
| Mark Johnson -- No title yet. | Beat us all to death on creating less expected, more provocative, briefer, more visual and much more differentiating presentations. |
| Mike Fitzgerald, Senior Strategist | No |
| Sara Wilensky Napoli, President - Southern California Region | Remember that I just started with ASTONE and that itself was a move to the agency side. Hopefully I bring a fresh perspective, but my estimations of how the team is doing on a scale of 1-10 should be regarded as guesses since I have only observed the ASTONE pitch meisters from the client's seat. |
| Steve Nubie Chief Creative Officer | Nope |
| Scot Crocker, President, Sacramento | Looking forward to the session. |