Mirren Training - Eric Mower - Pitch Presentation/Deck Writing

What has been your role in the new business efforts of the agency?
Seth Werner ECD charlotte	presenting creative viewpoint, cases, creative work for the presentation when we have some.
JoAnne Latham, Management Supervisor	I have been responsible for looking for new biz opportunities for traditional marketing communications/advertising accounts that would be regionally appropriate for the Albany Office. I also support new biz b2b pitches where the account most likely would be supported by me because of the geographic proximity to the client/prospect.
Chris Steenstra, Senior Partner (manage Syracuse office)	I have been involved in planning, leading and participatign in pitches for Syracuse prospects, which are mainly B2B. I also am involved in crafting rfp responses and development of new NB assets.
John Favalo, Managing Partner, EMA Group B2B	Involved in client business development and new business acquisition from opportunity and prospect identification, to strategy, to communications, to first meetings, to RFI/RFP responses, to final presentations. I also represent EMA Group B2B nationally via panel, speaking and industry group participation. I work directly with our outreach organization and EMA-internal business development personnel.
Matt Ferguson, Partner	Lead role on prospects where my experience matches up well with their category.
Tim Greene, Partner	Overseeing RFP responses, organizing and making presentations.
Dave Bulger, Partner, Pump Strategies	Principal storyteller for the Pump offering, including methodology, technology and applications to integrated marketing communications.
Greg Loh, Senior Partner, Public Relations and Public Affairs	Preparing and presenting presentation; Some prospecting
Mark Russell	Strategy and business development are my primary functions.
Michael Cunningham Sr. Partner, Exec. Creative Director	Involved in all phases of NB pitches in Atlanta office. Sometimes recruited to participate in pitches lead by other offices. Strategic planning, Spec Creative Direction, Member of Presentation Team.
Brad Rye, Partner, Director of Public Relations and Public Affairs	Identifying opportunities, writing responses/presentations, participating in pitches.
Chuck Beeler, Director of Social Branding	Very limited to date. I have met with two prospective clients in the six months since I came over via the MRA combination. No pitches.
Sandy Gingerich, Senior Partner/Director or Client Service	Quite active in presentations and strategy/response development.
Bob Hite -- Partner; Director of Integrated Services	I have been primarily responsible for our Interactive new business for all of our offices until recently locating to our Sarasota office where I am helping to build all aspects of new business. I write RFI's/RFP's, present in all sorts of new business pitches, sometimes individually but usually within a collaborative team format. And I develop marketing communications solutions strategies.
Mike Slade, Partner, Human Resources Director	Been involved in a couple of pitches years ago. Responsible for employee development...
Gillian Gutierrez, VP Managing Director	Wide variety of roles, depending upon the pitch/ client/ type of project being proposed. my role has ranged from leading the pitch (from a strategic perspective) and pitch team to being a participating member (helping with resources, pitching in on ideas, strategies, etc.)
Kelly Chu, Director of Technology	I typically present our technology capabilitites and proposed technology solutions in new business efforts
Eric Wise VP, Business Development	Obtaining and maintaining our current client roster, as well as new business development
What is your background, in terms of agencies, accounts, and client-side experience?
Seth Werner ECD charlotte	30 years in the business. Small agencies, large agencies, international agencies. Have been a copywriter, creative director and co-chairman. Have worked on large national and international brands. Led pitches on same. Accounts I've worked on and headed up: BMW, Nestle, TGI Friday's, Bojangles, Nucor, Zales, Principal Financial Group, Levi's, Stroh's Beer, Partnership for a Drug Free America and MADD, just to name a few. Never worked on the client side.
JoAnne Latham, Management Supervisor	Client side - first 25 years of my career in corporate marketing - P & L responsibility as a product manager and other various roles: Troy-Bilt Outdoor Power Equipment (multi-channel and direct response) and Marketing Manager for Key Corp's b2b Small ticket lease financing division - launched new biz unit. Agency side: EMA since 2004 - Account Manager for a number of B2C accounts: I Love NY, Healthy NY, Fidelis Care NY- state supported health care programs, New York State Canal Corporation - tourism, NYS Public Service Commission, NYSERDA (NY Engergy Smart Programs), National Grid - Mostly a mix of creative and integrated advertising programs. Account Manager for a number of B2B accounts: GlobalSpec (Vertical Search Online Media in the Industrial/Engineering Marketplace) - branding, collateral, direct mail and creative ads; PlugPower (Alternative Energy Mfg - Hydrogen fuel cells - collateral/branding/corporate social responsibility report), plus other marketing communication support for all of our Public Affairs clients supported by the Albany office
Chris Steenstra, Senior Partner (manage Syracuse office)	I've spent nearly my whole career at EMA, starting in 1985 as a copywriter/account executive. My experience is almost entirely with B2B clients, including Kodak, Lenox/Newell Rubbermaid, Dresser Rand, Garlock, Inficon, Welch Allyn, Angiodynamics and others. I left the agency for seven years when we started a family, and during that time I did freelance writing/communications consulting.
John Favalo, Managing Partner, EMA Group B2B	I have been in the business for 40 years so have done just about everything considering I have worked for agency start ups and established agencies, in a wide variety of positions, including account service, creative direction, media and research. Prior to joing EMA through a business combination, I was CEO of a 65-person B to B agency with three offices. I have not worked client side.
Matt Ferguson, Partner	13 combined years in the agency business. Mix of consumer and B2B brands including GE, Pinehurst Resort, Paramount Parks, Biltmore Estate, Drexel Heritage, Jack Nicklaus & Arnold Palmer golf properties, Akzo-Nobel, Nucor, Bojangles'. 4 years on the client side with the Walt Disney Company. Worked with Leo Burnett there.
Tim Greene, Partner	I pretty much started at EMA out of college and have worked here ever since, progressing up the account service ranks to Director of Client Services in Syracuse. I've worked on a variety of types accounts from sports promotion to retail to technology. I currently work mostly on B2B with my primary role as account director overseeing all of our Motorola business.
Dave Bulger, Partner, Pump Strategies	Founder, CEO, MicroMass Communications, Inc., worked with top Pharmaceutical companies including J&J, GlaxoSmithKline, Roche, Schering-Plough, Marion, BMS, as well as the American Heart Association and other healthcare-oriented companies EVP, Behavioral Strategist, DVC Worldwide, worked with a variety of clients in high-tech, healthcare, and CPG Client-side: Senior Consultant, Health & Wellness, BCBS Rhode Island, ran operations for health & wellness division and helped spin off the Health and Wellness Institute of Rhode Island.
Greg Loh, Senior Partner, Public Relations and Public Affairs	20 years with EMA
Mark Russell	I owned my own agency for twenty plus years serving all sorts of clients in categories such as healthcare, technology, financial services, and retail.
Michael Cunningham Sr. Partner, Exec. Creative Director	32 years - EMA Art Director, Broadcast Director, Creative Director Have worked on most agency accounts. B2C, B2B. - Automotive, Financial Services, Consumer Product Goods, Energy Providers, Child Products, Mom Stuff, etc.
Brad Rye, Partner, Director of Public Relations and Public Affairs	12.5 years agency experienced, including 11.5 at EMA. Account work has been primarily B2B PR. No real client side experience.
Chuck Beeler, Director of Social Branding	I have worked in pr at an agency for over 22 years. During that time I have had an integral role in new business pitching, proposal develoment and client service.
Sandy Gingerich, Senior Partner/Director or Client Service	EMA for past 17 years; prior to that, client-side as Marketing Communications Manager
Bob Hite -- Partner; Director of Integrated Services	I was VP of Account Services, Operations and Interactive at Sage Marcom prior to its combination with EMA eight years ago. I started as a creative in the art department and migrated into account services. Sage was 100% business-to-business. My main account was Carrier Corporation, the world's largest heating, ventilating and air conditioning manufacturer in the world. In the late 1990's we were selected to develop Carrier's first website. It remains the largest site we've ever developed to date. This migrated my position into the online world. I continued with that role following the combination with EMA and expanded my marketing capabilities to include business-to-consumer accounts. All total, I have been with the combined Sage/EMA organization for 29 years. I have never had a career on the client side.
Mike Slade, Partner, Human Resources Director	NA
Gillian Gutierrez, VP Managing Director	I've been with BIG for over 4 years. I spent the first year as the Director of Account Services, and the last three in my current role of MD. Prior to that I worked with Zentropy Partners for seven years in Account Management. Clients I have worked with include; GM, Honda, Suzuki, Fox, FX, Sony, BBC America, WE TV, Disney, Warner Bros. Clear/ ClearMedia, Anhueser-Busch, Busch Gardens, Morgans Hotel Group, Pharmavite, etc. No client side experience.
Kelly Chu, Director of Technology	I previously worked at two agencies - Univessence Digital Studios and Media Revolution as the Director of Technology heading up the technology teams at both companies. Prior to that I've been in roles such as software developer, solutions architect, and technical director heading up projects and teams. I am very well versed in technology consulting and working directly with clients to come up with solutions to meet their marketing and technology goals.
Eric Wise VP, Business Development	9 years in New Business Development and Account Management for Interactive Agencies Partial list of accounts that I have brought in: American Honda, Warner Bros. Sony, Anheuser Busch, Coca Cola, DirecTV
What format do you primarily use to present the content of your pitches?
Seth Werner ECD charlotte	Boards
JoAnne Latham, Management Supervisor
Chris Steenstra, Senior Partner (manage Syracuse office)	PowerPoint
John Favalo, Managing Partner, EMA Group B2B	PowerPoint
Matt Ferguson, Partner	PowerPoint
Tim Greene, Partner	PowerPoint
Dave Bulger, Partner, Pump Strategies	PowerPoint
Greg Loh, Senior Partner, Public Relations and Public Affairs	Flipcharts
Mark Russell	Keynote
Michael Cunningham Sr. Partner, Exec. Creative Director	Boards
Brad Rye, Partner, Director of Public Relations and Public Affairs	PowerPoint
Chuck Beeler, Director of Social Branding	PowerPoint
Sandy Gingerich, Senior Partner/Director or Client Service	PowerPoint
Bob Hite -- Partner; Director of Integrated Services	PowerPoint
Mike Slade, Partner, Human Resources Director	PowerPoint
Kelly Chu, Director of Technology	PowerPoint
Eric Wise VP, Business Development	PowerPoint
What do you believe are the strongest elements of your current pitch decks?
Seth Werner ECD charlotte	The creative
JoAnne Latham, Management Supervisor	An approach that allows us to engage the prospect in a team exercise that helps demonstrate how we collaborate with our clients and develop strategy together
Chris Steenstra, Senior Partner (manage Syracuse office)	Well thought out -- logical flow -- thorough.
John Favalo, Managing Partner, EMA Group B2B	When our pitch decks focus on the prospect and their issues, these are the strongest. However, we don't always do this. We tend to follow the instructions of the consultant or prospect contact, who often will prescribe content of the pitch.
Matt Ferguson, Partner	Unified Talk Human look. Presented through our interactive pPlus software, which allows for flexibility and looks like it's something cooler and more advance than a basic PowerPoint.
Tim Greene, Partner	relevant experience
Dave Bulger, Partner, Pump Strategies	I try to keep them as visually oriented as possible; the decks are just props for reinforcing points (and keeping the agenda moving forward!)
Greg Loh, Senior Partner, Public Relations and Public Affairs	Customized material about clients
Mark Russell	The way I've constructed the presentation allows me the flexibility to assess the prospects needs and to respond specifically to them.
Michael Cunningham Sr. Partner, Exec. Creative Director	Spec Creative ( when we do it ) Credentials
Brad Rye, Partner, Director of Public Relations and Public Affairs	Slides that speak directly to our relevant experience, quotes from outside sources, i.e., reporters that speak to the quality of our work.
Chuck Beeler, Director of Social Branding	I haven't seen too many, as I'm new here. Initial reaction : Too rigid and not differentitated.
Sandy Gingerich, Senior Partner/Director or Client Service	Demonstrating/describing how we would approach a client's situation.
Bob Hite -- Partner; Director of Integrated Services	I like to use our Talk Human approach to build personas that take prospects through a customer journey. Rather then talk about us (I don't like doing that...I think it's a boring way to talk AT prospects), I like to find out a bit about the prospect, their industry, and what they're wanting their target audience to do, and then putting it into more of a story that's from a specific person's perspective. I find it helps us and the prospect to connect better. It also helps us all to think more clearly through the eyes of the target audience persona, rather than from our own biased perspectives.
Mike Slade, Partner, Human Resources Director	content
Kelly Chu, Director of Technology	Case Studies and on occasion the proposed solution and comparison charts
Eric Wise VP, Business Development	It runs the gamut, sometimes we stick out necks out with a unique take, and other times we rely on our work to speak the strongest to prospective clients.
What do you believe most holds the agency back with its current pitch decks?
Seth Werner ECD charlotte	Reading from them
JoAnne Latham, Management Supervisor	To agency centric - all about us and not about the prospect.
Chris Steenstra, Senior Partner (manage Syracuse office)	Too many slides -- slides not graphic enough -- too many words -- big ideas reduced to bullets on slides.
John Favalo, Managing Partner, EMA Group B2B	We don't have one format so we frequently assemble decks piecemeal and it looks it. Not everyone involved in the pitch is a good presenter nor is there a consistent interpretation of EMA's brand, brand value, value proposition, etc. In a word, fragmentation.
Matt Ferguson, Partner	Not enough consumer insight. Too much reliance on reading the content of the slides, and not as much extemporaneous speaking. We could also have better "casting" vs. the clients we're presenting too.
Tim Greene, Partner	lack of a single point of view or focus to the presentation - we tend to cover a lot of ground but don't connect the dots well. Our presentations also tend to be heavy on capabilities driven and not idea-driven.
Dave Bulger, Partner, Pump Strategies	We like to talk about ourselves too much.
Greg Loh, Senior Partner, Public Relations and Public Affairs	Too many words, words, words
Mark Russell	All about themselves...not about the prospect.
Michael Cunningham Sr. Partner, Exec. Creative Director	Strategic Thinking
Brad Rye, Partner, Director of Public Relations and Public Affairs	Trying to say too much, not having a single key message that ties everything together, not understanding what the client wants (assuming the client knows, which is always the case).
Chuck Beeler, Director of Social Branding	The need to follow formula -- capabilities, objective, strategy,tactics
Sandy Gingerich, Senior Partner/Director or Client Service	Too formal; too stiff; too much "about us".
Bob Hite -- Partner; Director of Integrated Services	We tend to talk too much about ourselves. We show too many case studies and creative samples. I have to believe that any agency that makes it to a short-list pitch is going to have good case studies and creative samples. We're really no more special that other agencies, unless we are maybe able to project our expertise relative to a certain market or target audience during our converstation with a prospect. I believe that we need to be talking more about the prospect and who they're trying to influence. I also think that our pitch teams have different styles at times that may seem disjointed to a prospect.
Mike Slade, Partner, Human Resources Director	too much information and emphasis on us.
Kelly Chu, Director of Technology	It is difficult to pitch our companie's capabilitites as they appear similar to many of our competitors
Eric Wise VP, Business Development	I think the key is presenting a deck that is most relevant to what they client seeks in an agency, whether it is project based or if they seek an AOR. We tend to favor a safe approach, which does not payoff as often. This is usually due to a resource issue.
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?
Seth Werner ECD charlotte	8
JoAnne Latham, Management Supervisor	7
Chris Steenstra, Senior Partner (manage Syracuse office)	6
John Favalo, Managing Partner, EMA Group B2B	3
Matt Ferguson, Partner	7
Tim Greene, Partner	4
Dave Bulger, Partner, Pump Strategies	4
Greg Loh, Senior Partner, Public Relations and Public Affairs	7
Mark Russell	7
Michael Cunningham Sr. Partner, Exec. Creative Director	5
Brad Rye, Partner, Director of Public Relations and Public Affairs	5
Chuck Beeler, Director of Social Branding	5
Sandy Gingerich, Senior Partner/Director or Client Service	4
Bob Hite -- Partner; Director of Integrated Services	7
Eric Wise VP, Business Development	6
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:
Seth Werner ECD charlotte	5
JoAnne Latham, Management Supervisor	5
Chris Steenstra, Senior Partner (manage Syracuse office)	4
John Favalo, Managing Partner, EMA Group B2B	2
Matt Ferguson, Partner	6
Tim Greene, Partner	4
Dave Bulger, Partner, Pump Strategies	9
Greg Loh, Senior Partner, Public Relations and Public Affairs	5
Mark Russell	7
Michael Cunningham Sr. Partner, Exec. Creative Director	5
Brad Rye, Partner, Director of Public Relations and Public Affairs	8
Chuck Beeler, Director of Social Branding	5
Sandy Gingerich, Senior Partner/Director or Client Service	4
Bob Hite -- Partner; Director of Integrated Services	7
Kelly Chu, Director of Technology	8
Eric Wise VP, Business Development	5
On a scale of 1-10, how well do you orient your presentation around a new and unexpected creative/tactical idea:
Seth Werner ECD charlotte	5
JoAnne Latham, Management Supervisor	3
Chris Steenstra, Senior Partner (manage Syracuse office)	6
John Favalo, Managing Partner, EMA Group B2B	6
Matt Ferguson, Partner	5
Tim Greene, Partner	5
Dave Bulger, Partner, Pump Strategies	8
Greg Loh, Senior Partner, Public Relations and Public Affairs	6
Mark Russell	8
Michael Cunningham Sr. Partner, Exec. Creative Director	4
Brad Rye, Partner, Director of Public Relations and Public Affairs	7
Chuck Beeler, Director of Social Branding	5
Sandy Gingerich, Senior Partner/Director or Client Service	4
Bob Hite -- Partner; Director of Integrated Services	7
Kelly Chu, Director of Technology	8
Eric Wise VP, Business Development	6
On a scale of 1-10, how well do you demonstrate the business impact of your recommendation?
Seth Werner ECD charlotte	5
JoAnne Latham, Management Supervisor	4
Chris Steenstra, Senior Partner (manage Syracuse office)	3
John Favalo, Managing Partner, EMA Group B2B	1
Matt Ferguson, Partner	5
Tim Greene, Partner	4
Dave Bulger, Partner, Pump Strategies	7
Greg Loh, Senior Partner, Public Relations and Public Affairs	5
Mark Russell	7
Michael Cunningham Sr. Partner, Exec. Creative Director	3
Brad Rye, Partner, Director of Public Relations and Public Affairs	9
Chuck Beeler, Director of Social Branding	3
Sandy Gingerich, Senior Partner/Director or Client Service	2
Bob Hite -- Partner; Director of Integrated Services	3
Kelly Chu, Director of Technology	7
Eric Wise VP, Business Development	6
On a scale of 1-10, how much do your decks rely more on visuals to "tell the pitch story" vs. text oriented pages?
Seth Werner ECD charlotte	4
JoAnne Latham, Management Supervisor	8
Chris Steenstra, Senior Partner (manage Syracuse office)	2
John Favalo, Managing Partner, EMA Group B2B	5
Matt Ferguson, Partner	6
Tim Greene, Partner	5
Dave Bulger, Partner, Pump Strategies	9
Greg Loh, Senior Partner, Public Relations and Public Affairs	3
Mark Russell	9
Michael Cunningham Sr. Partner, Exec. Creative Director	2
Brad Rye, Partner, Director of Public Relations and Public Affairs	7
Chuck Beeler, Director of Social Branding	6
Sandy Gingerich, Senior Partner/Director or Client Service	8
Bob Hite -- Partner; Director of Integrated Services	7
Kelly Chu, Director of Technology	6
Eric Wise VP, Business Development	7
When you consider your pitch team, what do you believe to be your biggest presentation strengths?
Seth Werner ECD charlotte	Honest, smart people
JoAnne Latham, Management Supervisor	Our ability to present an integrated team that shares a common philosphy on how to help clients through collaboration, and strategy development not just tactical projects.
Chris Steenstra, Senior Partner (manage Syracuse office)	Experienced/seasoned -- a few very strong presenters -- strong credibility
John Favalo, Managing Partner, EMA Group B2B	Experience of the individuals, typically along with the experience of the agency. We try to focus development with prospects who are a good fit.
Matt Ferguson, Partner	When considering the pitch team as a whole, we come off as a very experienced, knowledgable group.
Tim Greene, Partner	Our senior most creatives are good presenters.
Dave Bulger, Partner, Pump Strategies	I do most of my pitches solo. When I'm with others, we try to create a conversational atmosphere.
Greg Loh, Senior Partner, Public Relations and Public Affairs	We have some excellent presenters
Mark Russell	passion and ability to engage
Michael Cunningham Sr. Partner, Exec. Creative Director	People
Brad Rye, Partner, Director of Public Relations and Public Affairs	Knowledge, experience, credible, likable.
Chuck Beeler, Director of Social Branding	knowledge, enthusiasm, confidence
Sandy Gingerich, Senior Partner/Director or Client Service	Team chemistry; integrated style of working.
Bob Hite -- Partner; Director of Integrated Services	We work to put together pitch teams with staff members who have expert knowledge about the industry, target audience or type of service that the prospect is looking for. I think that we also try to use our high-energy, high-passion people.
Kelly Chu, Director of Technology	our analytical approach
Eric Wise VP, Business Development	Presentation skills are strong across the team players
When you consider your pitch team, what do you believe to be the weakest elements of your presentation skills?
Seth Werner ECD charlotte	their presentations
JoAnne Latham, Management Supervisor	We don't pitch a lot and we aren't natural presenters. We are good at doing the work not selling with schmooz.
Chris Steenstra, Senior Partner (manage Syracuse office)	more than a few average to poor presenters -- too many players on the pitch team (little league) -- no clear team captain, but a lot of chiefs
John Favalo, Managing Partner, EMA Group B2B	We rarely rehearse and we rarely select the best presenters. We typically front people who know the client's industry best. Most of the time these people are billable and don't have much time to invest in perfecting the pitch.
Matt Ferguson, Partner	We need to show more passion for what we do and the client's business. We need to make better connections with the audience. We need to bring more specific insight to the table that leads to a definitive recommendation.
Tim Greene, Partner	Each presenter covers their section but we don't do a good job connecting to a theme or message. Sometime we also drone on too long and nothing ends up sticking with the prospects.
Dave Bulger, Partner, Pump Strategies	In group pitches, there is rarely a good flow. Everyone does their bit with very little connective tissue.
Greg Loh, Senior Partner, Public Relations and Public Affairs	Some times, we don't prepare enough
Mark Russell	stiff and boring presentation of the materials
Michael Cunningham Sr. Partner, Exec. Creative Director	People
Brad Rye, Partner, Director of Public Relations and Public Affairs	Overpresenting.
Chuck Beeler, Director of Social Branding	creativity (in pitch strategy),
Sandy Gingerich, Senior Partner/Director or Client Service	Lack of a dynamic presence.
Bob Hite -- Partner; Director of Integrated Services	I think that too many of our people rely upon their PowerPoint screens to act as their script to read during a presentation. The screens are too heavy with copy. So they end up facing the screen to read what's on it, rather than making eye contact with their prospects and project their points more directly.
Kelly Chu, Director of Technology	at times the flow of the presentation can get dry. We need to do a better job of keeping the energy flowing in the room. We need to better engage the audience in the presentation.
Eric Wise VP, Business Development	I think duplication of skills/roles is a problem, too many people trying to do the same thing. We needs a broader group represented.
On a scale of 1-10, how strong is your team chemistry during a presentation?
Seth Werner ECD charlotte	8
JoAnne Latham, Management Supervisor	8
Chris Steenstra, Senior Partner (manage Syracuse office)	4
John Favalo, Managing Partner, EMA Group B2B	8
Matt Ferguson, Partner	6
Tim Greene, Partner	7
Dave Bulger, Partner, Pump Strategies	7
Greg Loh, Senior Partner, Public Relations and Public Affairs	7
Mark Russell	8
Michael Cunningham Sr. Partner, Exec. Creative Director	4
Brad Rye, Partner, Director of Public Relations and Public Affairs	7
Chuck Beeler, Director of Social Branding	5
Sandy Gingerich, Senior Partner/Director or Client Service	9
Bob Hite -- Partner; Director of Integrated Services	6
Kelly Chu, Director of Technology	8
Eric Wise VP, Business Development	7
On a scale of 1-10, how well are your team presentations rehearsed?
Seth Werner ECD charlotte	6
JoAnne Latham, Management Supervisor	3
Chris Steenstra, Senior Partner (manage Syracuse office)	3
John Favalo, Managing Partner, EMA Group B2B	1
Matt Ferguson, Partner	5
Tim Greene, Partner	6
Dave Bulger, Partner, Pump Strategies	6
Greg Loh, Senior Partner, Public Relations and Public Affairs	5
Mark Russell	6
Michael Cunningham Sr. Partner, Exec. Creative Director	2
Brad Rye, Partner, Director of Public Relations and Public Affairs	7
Chuck Beeler, Director of Social Branding	5
Sandy Gingerich, Senior Partner/Director or Client Service	3
Bob Hite -- Partner; Director of Integrated Services	4
Kelly Chu, Director of Technology	3
Eric Wise VP, Business Development	4
On a scale of 1-10, how well do you rehearse handling questions from the prospect?
Seth Werner ECD charlotte	8
JoAnne Latham, Management Supervisor	3
Chris Steenstra, Senior Partner (manage Syracuse office)	3
John Favalo, Managing Partner, EMA Group B2B	4
Matt Ferguson, Partner	3
Tim Greene, Partner	5
Dave Bulger, Partner, Pump Strategies	6
Greg Loh, Senior Partner, Public Relations and Public Affairs	4
Mark Russell	7
Michael Cunningham Sr. Partner, Exec. Creative Director	1
Brad Rye, Partner, Director of Public Relations and Public Affairs	5
Chuck Beeler, Director of Social Branding	4
Sandy Gingerich, Senior Partner/Director or Client Service	3
Bob Hite -- Partner; Director of Integrated Services	3
Kelly Chu, Director of Technology	4
Eric Wise VP, Business Development	3
How much interaction (dialogue) with the prospect do you typically have during the presentation?
Seth Werner ECD charlotte	Very Interactive (50/50)
JoAnne Latham, Management Supervisor	A Little
Chris Steenstra, Senior Partner (manage Syracuse office)	A Little
John Favalo, Managing Partner, EMA Group B2B	Very Interactive (50/50)
Matt Ferguson, Partner	Some
Tim Greene, Partner	Some
Dave Bulger, Partner, Pump Strategies	Very Interactive (50/50)
Greg Loh, Senior Partner, Public Relations and Public Affairs	Some
Mark Russell	Some
Michael Cunningham Sr. Partner, Exec. Creative Director	Some
Brad Rye, Partner, Director of Public Relations and Public Affairs	A Little
Chuck Beeler, Director of Social Branding	Very Interactive (50/50)
Sandy Gingerich, Senior Partner/Director or Client Service	Some
Bob Hite -- Partner; Director of Integrated Services	Some
Kelly Chu, Director of Technology	Some
Eric Wise VP, Business Development	Very Interactive (50/50)
How often do your presentations end on time?
Seth Werner ECD charlotte	80%
JoAnne Latham, Management Supervisor	60%
Chris Steenstra, Senior Partner (manage Syracuse office)	80%
John Favalo, Managing Partner, EMA Group B2B	80%
Matt Ferguson, Partner	80%
Tim Greene, Partner	80%
Dave Bulger, Partner, Pump Strategies	80%
Greg Loh, Senior Partner, Public Relations and Public Affairs	80%
Mark Russell	40%
Michael Cunningham Sr. Partner, Exec. Creative Director	40%
Brad Rye, Partner, Director of Public Relations and Public Affairs	80%
Chuck Beeler, Director of Social Branding	20%
Sandy Gingerich, Senior Partner/Director or Client Service	80%
Bob Hite -- Partner; Director of Integrated Services	80%
Kelly Chu, Director of Technology	60%
Eric Wise VP, Business Development	60%
Personally, what do you consider to be your presentation strengths?
Seth Werner ECD charlotte	I like to talk to people, as opposed to presenting to them.
JoAnne Latham, Management Supervisor	I think I come across as very sincere
Chris Steenstra, Senior Partner (manage Syracuse office)	Prepared, confident, calm, approachable
John Favalo, Managing Partner, EMA Group B2B	I am used to giving presentations. I have a comfort level with "performing". I usually connect well with audiences.
Matt Ferguson, Partner	Good grasp of the material. Can talk extemporaneously without notes, read the audience and adjust as necessary.
Tim Greene, Partner	I am most comfortable presenting information or work that I am very familiar with, for example case studies that I've worked on. Another area would be my ability to organize the presentation and coordinate the preparations.
Dave Bulger, Partner, Pump Strategies	I have a theatrical and stand-up comedy background, so I know how to hold a crowd. I also know what I'm talking about and can go off-script as necessary to help prospects get the point.
Greg Loh, Senior Partner, Public Relations and Public Affairs	I prepare well and am able to present extemporaneously with little or no need for notes
Mark Russell	The ability to present the planning behind the big idea
Michael Cunningham Sr. Partner, Exec. Creative Director	OK Presenter Humor Look a little like Jack Nicholson
Brad Rye, Partner, Director of Public Relations and Public Affairs	Knowledge, experience, credible, quick on my feet.
Chuck Beeler, Director of Social Branding	Confindence, enthusiasm, ability to connect with audience
Sandy Gingerich, Senior Partner/Director or Client Service	Professional demeanor; strategic thinking.
Bob Hite -- Partner; Director of Integrated Services	I get excited and animated when I believe that what I'm sharing with a prospect is a big idea or approach that will really make a difference for them...something that they haven't thought of before....the big "ah-ha!" I don't believe that I'm a very good public speaker, but I definitely get engaged and I work to engage the prospect as well.
Kelly Chu, Director of Technology	talking about technology and solutions
Eric Wise VP, Business Development	I have the ability to converse easily and freely with clients, and can present on technology and creative.
Personally, what do you find most difficult about presenting?
Seth Werner ECD charlotte	They don't always pay attention. They seem to take notes more than listen, and can't react like a human being.
JoAnne Latham, Management Supervisor	Managing my nerves - staying on point - we are also often faced with trying to present work done by other offices - so being compelling or having some special comment about details is very difficult.
Chris Steenstra, Senior Partner (manage Syracuse office)	Telling an engaging story in a compelling way (I am not a natural storyteller or very charismatic)
John Favalo, Managing Partner, EMA Group B2B	I tend to want to memorize and am not good at it. I likely complicate pitches more than necessary.
Matt Ferguson, Partner	The preparation. When I'm involved in a pitch, I'm usually leading the team, and it's difficult to pull the team together for content development, rehearsals, etc.
Tim Greene, Partner	Staying calm and remembering all the points to make as I go along. It doesn't seem to matter how much I prepare, it never comes out of my mouth the same way as I rehearsed.
Dave Bulger, Partner, Pump Strategies	I have trouble in meetings with prospects who are 100% tactical/0% strategic.
Greg Loh, Senior Partner, Public Relations and Public Affairs	Slowing down
Mark Russell	getting the rest of the team to practice!
Michael Cunningham Sr. Partner, Exec. Creative Director	Lack of rehersal. Not familiar enough with my pitch and others.
Brad Rye, Partner, Director of Public Relations and Public Affairs	Condensing lots of thinking into memorable, structured commentary.
Chuck Beeler, Director of Social Branding	Not appearing rushed, finding the right balance between style and substance, illustrating expertise without giving a "capabilities presentation"
Sandy Gingerich, Senior Partner/Director or Client Service	Creating the Wow.
Bob Hite -- Partner; Director of Integrated Services	If I have to rehearse too intensely and memorize -- almost word-for-word -- what I'm going to say, I find myself thinking about the words rather than the meaning behind them. Fear of failure is also a difficult thing to overcome, but I've learned that if I've done my homework and feel that I've got that big "ah-ha!" then I'll overcome that nervous feeling.
Kelly Chu, Director of Technology	getting the audience to be more engaged and making the presentation more lively
Eric Wise VP, Business Development	Having duplicated roles on the team
Any final thoughts for us as we prepare to lead you through the Pitch Presentation Skills/Deck Writing Program?
Seth Werner ECD charlotte	I think we need to get away from writing decks and do real thinking instead.
JoAnne Latham, Management Supervisor	I want to know about how to make stronger emotional connections in a believable way without feeling like I'm supposed to be a good actress.
Chris Steenstra, Senior Partner (manage Syracuse office)	Looking forward to an honest critique.
John Favalo, Managing Partner, EMA Group B2B	We need to be of a single mind on presentation technique, even if our presentations never resemble one another, we need to have a unified approach to best practices. We need to know what will win and do it.
Matt Ferguson, Partner	Does a presentation always have to involve "deck writing"? Or at least can it involve other forms of media? Sounds like it could be boring for the audience.
Tim Greene, Partner	Looking forward to making improvements and feeling more confident in our presentations!
Dave Bulger, Partner, Pump Strategies	Keep in mind that there are two types of presentations; the big group RFP response and the capabilities presentation (which is generally one or two of us). I think you're focused on the RFP aspect. We could use some help in getting to the point better and structuring our message around an integrated story.
Greg Loh, Senior Partner, Public Relations and Public Affairs	Looking forward to it.
Chuck Beeler, Director of Social Branding	How do we win the pitch without giving away free ideas?
Bob Hite -- Partner; Director of Integrated Services	I'm looking very forward to it from many different perspectives. To help me deliver a better and more compelling presentation. To get us all on the same page regarding our pitch approach. To learn how to compel prospects to make a decision and select us. See you soon!