| What has been your role in the new business efforts of the agency? | |
|---|---|
| Richard Skufza, EVP/CFO | Networking with my peers, colleagues and vendors. Involved in pricing and contract terms on RFPs. Recently, started to manage new business prospect list in a CRM system called Sugar CRM |
| Mark Itkowitz, Senior Vice President, Executive Creative Director | Working strategically with the account group and then creatively with my creative partner, I (in most cases) provide an insightful, impactful and abruptive approach to the new business pitch that (hopefully) opens their eyes and gets them to say "Shit, we gotta work with those guys!" |
| Peter Schaer VP Creative Director of Visual Branding | Concept and develop creative elements needed for presentation. |
| Todd Bresnahan, President | Frequently the lead person in initial (warm lead) prospect communication/relationships and team lead for preparing prospect presentations. Virtually never a cold lead initiator. |
| Chad Martin VP Managing Creative Director | as part of small group that works on strategy, then working as and supervising creative in work stage and part of presentation team |
| Jody Alexander, Vice President, Director of Account Service | I'm involved in some new business pitches - when my experience seems relevant. On any given pitch, my participation may be coordinating the content, writing portions of the response, writing case studies, presenting in person, or any combination of those. I may weigh in with an opinion on whether we respond, but I am not a decision-maker. I have not been active in identifying or pitching clients that we approach - only in responses to inquiries and RFPs. |
| Isabelle Jazo V.P. Brand Stratgey | Fairly involved in terms of answering RFP's, strategizing pitches and actually mobilizing internal efforts. |
| Beau Lane, CEO | Relationship building, community service, prospecting, pitch strategy, leading off/closing presentations |
| Melanie McBride, Vice President and Director of Public Relations | I am frequently brought in to new business meetings, particularly if others think there could be a PR component. I also take the initiative to aggressively go after new business opportunities for our department and for the agency. |
| Tim Watrous. VP, Interactive/Online Media. E.B. Lane Interactive, LLC | Regarding interactive/web marketing/online media services, my role includes identifying verticals, defining the service(s), establishing pricing, internal education/sales, external sales (outreach), team setup/management, vendor management, delivery, and ongoing client relationship management. |
| What is your background, in terms of agencies, accounts, and client-side experience? | |
| Richard Skufza, EVP/CFO | Over 20 years in professional service as controller and CFO for an agencies, design, and branding firms. Previously with SHR Perceptual Management a design and branding consultancy. Their clients included, Audi, VW, GMC Trucks, Celebrity Cruise Lines, American Hawaii Cruise Line and Alcoa. Previous experience was in public accounting. |
| Mark Itkowitz, Senior Vice President, Executive Creative Director | Certainly among the most extensive in the Phoenix market. I've been in the business for about 38 years. After a small agency in Phila.,BBDO N.Y.from '73 to '81 (V.P. Creative Supervisor) Dodge Cars and Trucks, Campbell's Soup, Lever Brothers, Gillette, Pillsbury, Quaker Oats, extensive package goods. Jim Jordan brought me to Jordan, Case & McGrath. Ulimately, I was Executive Vice President, Creative Director.From 1981 until 2001, I helped grow the agency from $80 million to $600 million. Almost all packaged goods and OTC drugs, P&G, Quaker, Tonka Toys, Hasbro, Sega, Smith Kline, Glaxo, long list. An amazing run. Left after Euro RSCG buyout, and took long term positions as Freelance Creative Director at DDB Worldwide and Grey Worldwide. Moved to Phoenix, began Act Two at E.B.Lane. |
| Peter Schaer VP Creative Director of Visual Branding | BVK McDonald, Kohnke Hanneken, William Eisner/Nonbox, E.B. Lane. Total of 12 years experience working on accounts like Thomasville Furniture, Slurpee 7/11, Ziegler Financial, Covenant Healthcare, Tenet Healthcare, Rush Presbyterian Hospital, Potawatomi Bingo Casino, YMCA, Chancery Restaurants, Summerfest (America's largest music festival), Cable ONE, Muscular Dystrophy Association (MDA), Leinenkugel's, Calistoga Ranch, Santaluz (DMB) |
| Todd Bresnahan, President | Previous agencies: DDBN, Tracey-Locke/BBDO and Bozell. Previous Accounts: American Airlines International (UK, Europe, Asia-Pacific Regions), Taco Bell, Armour Foods, Haggar Apparel Co, Pace Foods (Pace Picante Sauce), Greyhound Previous client side: New England Business Services (NEBS) |
| Chad Martin VP Managing Creative Director | 18 years in industry all in agencies. worked for KC agencies MMG Worldwide on travel and tourism. Specifically Starwood, Sheraton, Embassy Suites, etc. Worked for one time B2B agency of the year Nicholson Kovak (NKH&W then) on pieces of Sprint, Hallmark and other regional accounts. And other agencies in KC ranging from 10 people to 100+. |
| Jody Alexander, Vice President, Director of Account Service | Prior to my agency experience, I was in sales and management for a radio programming syndicator. Then, a partner and I owned a small company that promoted upscale retail and restaurants through hotel concierges in Dallas. I started my ad agency career at a small (10-person) agency in Dallas - Marcus & Associates. I was essentially the account services department. For the most part, we did project work for large accounts like EDS, Hearst Newspapers and Sprint. When I left there after 10 years, I was Vice President and working virtually as a partner with the owner/President. I came to E.B. Lane in 2000 to head the Arizona Lottery account, which we had through Spring of 2005. Since then, I've been the senior account lead on the Arizona Super Bowl, Greater Phoenix Convention & Visitors Bureau, Arizona Cardinals, Health & Wealth Raffle, State Farm (Great Western Zone), and other smaller accounts. I have no client-side experience. |
| Isabelle Jazo V.P. Brand Stratgey | I come from smaller, boutique agencies. In New York I worked at an agency in Soho- Cain & Associates as an Account Manager servicing mainly fashion accounts (b-b, b-c). In LA I worked at an agency which was an offshoot of Chiat Day (two managing partners from Chiat's formed their own agency). I was an Account Supervisor and worked primarily on Aston Martin, Co-Op Network, and Camino Real Resorts. In both scenerios I worked directly with the founders and to be honest those environments were very agile, progressive and there was a sense of passion and urgency that employees felt every day coming to work. |
| Beau Lane, CEO | I'm E. B. Lane born and bred. Managed/led regional accounts from $150k to $15 million. |
| Melanie McBride, Vice President and Director of Public Relations | I have previously worked at five other agencies in Phoenix and Salt Lake City, all full-service agencies. I have some experience with corporate communications for a global high-tech company. The majority of my experience is in retail/consumer, pharmaceutical and healthcare, and resort/hospitality industries. |
| Tim Watrous. VP, Interactive/Online Media. E.B. Lane Interactive, LLC | Agencies: EBL is my third agency. List of accounts: State Farm Harkins Theatres Cable ONE SunCor Phoenix CVB MDA Arizona Health-e Connection Arizona Biltmore Resort & Spa St. Joseph's Health & Wealth Raffle Rock Resorts AZ Superbowl Host Committee PacStar Insurance Cavan, Seven Canyons Cavan, Granite Trails SRP Arizona Foundation for Women GSG, Sullivan Square GSG, Corporate Seminole Casino Liberty Wildlife Foundation Shamrock Farms Cold Stone Epson Westcor WDP (Westcor Development Partners) Cliff Castle Casino MGM Grand Hotel and Casino The Little Gym Peter Piper Pizza University of Phoenix Toyota (VTD) ASU College of Law Gildner HR Outsourcing Sun Health Baker Brothers DMB, Verrado Beazer, Talasera Stevinson Automotive Southwest Doors Blue Cross Blue Shield Gateway Community College Scottsdale Community College AirTran AMEX ARS/Rescue Rooter Career Builder Cell South Effen Vodka Hyatt Key Bank La Quinta, Baymont RH Donnely, Dex RH Donnely, ATT RH Donnely, Embarq Takeda, Roserum TV Guide WellCare Corona C-K.com CKPR.biz Cook’s Ham CKYelloPages Allen Edmond Karo PartyLite Briggs/Stratton Broan/NuTone BRP, Evinrude BRP, Ski-Doo BRP, Sea-Doo World Kitchen, Corelle World Kitchen, Pyrex DuPont Granite Gold Insinkerator Johnson Controls Dremmel Tenneco/Monroe Wausau Insurance GE Healthcare Kimberly-Clark, Huggies Kohl’s Yellow Tail Wine WJ Deutsch HBO Comcast Benjamin Moore Brookestone Cannon RV Florida Power and Light Intel Altius Health Plans |
| As if you were writing to a prospective client, describe the agency in no more than 3 sentences: | |
| Richard Skufza, EVP/CFO | We care about your business. We know your business. We can impact your business. |
| Mark Itkowitz, Senior Vice President, Executive Creative Director | E.B.Lane is a Phoenix-based full service agency that provides insightful, proprietary advertising, interactive and public relations to a wide variety of local and national clients. By utilizing research based insights, we understand your consumer's unmet needs and generate the big ideas necessary to owning that postioning. This approach results in the type of adaptive marketing needed for ongoing success. |
| Peter Schaer VP Creative Director of Visual Branding | At E.B. Lane you'll work directly with the smartest, most talented, most senior people to create powerful, singular voices for their brands. |
| Todd Bresnahan, President | EB Lane is a true partner with our clients because we understand what issues keep them up at night. We help challenger brands achieve success by providing big ideas and bold, innovative 360◦ thinking. Our mixed media marketing solutions deliver measurable results and value, and become synonymous with their success. |
| Chad Martin VP Managing Creative Director | If you are looking for an agency that holds honesty and respect above everything else, EB Lane is your agency. |
| Isabelle Jazo V.P. Brand Stratgey | E.B. Lane cares about what keeps our client's up at night. As your agency we committ to understanding the unique challenges your brand faces in the marketplace. E.B. Lane will deliver critical consumer insights regarding your brand that serve as the foundation for all strategic and creative solutions to meet your objectives. |
| Beau Lane, CEO | E. B. Lane is an agency focused on helping clients communicate effectively with their consumers and win in the marketplace. We are smart, progressive thinkers and we are easy to do business with. |
| Melanie McBride, Vice President and Director of Public Relations | E.B. Lane is an established full-service agency staffed with seasoned, creative marketers. We have a long-standing reputation for providing our clients with quality work and ideas that directly impact their bottom line. We are not a flash-in-the-pan agency, but rather marketing partners to those who align with our values. |
| Tim Watrous. VP, Interactive/Online Media. E.B. Lane Interactive, LLC | E.B. Lane is the West's diamond-in-the-rough, full-service agency known for its ability to launch business-focused, mixed-media traditional and online advertising and marketing programs. The measurement of our success is the degree to which our advertising and marketing efforts grow your business and expand your brand. |
| Stuart Elliott, who covers agencies for the New York Times, 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? | |
| Richard Skufza, EVP/CFO | Arizona agency, E.B. Lane does it again with great creative and fantastic results for (client name). Arizona most admired for their golf courses is also home to E.B. Lane. |
| Mark Itkowitz, Senior Vice President, Executive Creative Director | Flying below the radar. Phoenix based creative agency poised to break through into the big leagues. |
| Peter Schaer VP Creative Director of Visual Branding | How the west is won. |
| Todd Bresnahan, President | A Diamond in the Desert. |
| Chad Martin VP Managing Creative Director | Yes it's in Phoenix. But don't hold that against them. |
| Isabelle Jazo V.P. Brand Stratgey | Don't Let Their Family Environment Fool You...E.B. Lane Advertising is Just as Razor Sharp as the Big Guns. |
| Beau Lane, CEO | Phoenix Agency Gaining Recognition for Distinctive Work |
| Melanie McBride, Vice President and Director of Public Relations | Boutique Agency in Phoenix Delivers Big on Strategy and Creativity for its Clients |
| Tim Watrous. VP, Interactive/Online Media. E.B. Lane Interactive, LLC | Phoenix Agency Breaks out of its Arizona Borders, Targets Notable National Accounts |
| 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? | |
| Richard Skufza, EVP/CFO | BMW a unique luxury brand that is reliable and known for their technological innovation. It's not a Toyota (Lexus) not a Honda (Acura) not a Cadillac (Chevy,GMC). Classic black. E.B. Lane is a top agency in Arizona, not in NY or SF or LA and we're know for our innovative approach to impact our clients' business. |
| Mark Itkowitz, Senior Vice President, Executive Creative Director | A Chevy Volt. Crimson. We are very strong in all the essential areas with all American clients. (No international, at this point.) However, we are in the process of becoming ever more au courant with growing strength in both interactive and social media. |
| Peter Schaer VP Creative Director of Visual Branding | Cadillac. We're a company that's been around for a very long time, provides a quality product and is in the process of reinventing itself. Probably white, but without the nice rims. We're a little conservative. |
| Todd Bresnahan, President | Charcoal Grey Toyota Prius. Looks more expensive than it is, smart AND practical, does the right thing, has a certain amount of cache without being ostentatious, you just feel smarter driving it. Charcoal grey looks cool but is less fussy than black. |
| Chad Martin VP Managing Creative Director | A Chevrolet Tahoe. Probably black. It is a car that can be driven by someone who is spending every penny they have to make a payment. And it can be tricked out with rims, paint, sound system and everything else to be bad. The person who buys this doesn't dive in head first and get the Escalade or the Rover. They buy it and add bling over time. They want to know the rims get chicks. And they want to listen to as many sound systems as they can before they make the choice. And of course they want to get the best price on every piece. No package deals 'cause someone needs to keep an eye on the installers and make sure it's all legit. |
| Isabelle Jazo V.P. Brand Stratgey | Lincoln MKS, silver. The Lincoln brand stand for stability and is a traditional brand. Yet, in the last six years it has reinvented itself to be relevant to a younger audience. I think that is the crossroad EB Lane finds itself at. We are a long-standing traditional agency that wants and needs to reinvent itself to be more relevant and contemporary to our prospects. It starts with thinking about ourselves that way first- before we can communicate that to our audiences. |
| Beau Lane, CEO | BMW, 525, Red. High quality, reliable, not too flashy, competive spirit |
| Tim Watrous. VP, Interactive/Online Media. E.B. Lane Interactive, LLC | EBL would be a Chevy Silverado Truck (2500 HD). Why? Our current internal composition (teams/capabilities) makes us stronger than just the 1500 HD... but not quite at the 3500 HD level. Our teams, our approach to client work, and (often) the way we're measured makes me think of a "hard-working" truck that is also nice on the outside (brand). |
| What agencies do you most admire? Why? | |
| Richard Skufza, EVP/CFO | Crispin Porter + Bogusky, Ground Zero for their great work and innovative pricing methods. |
| Mark Itkowitz, Senior Vice President, Executive Creative Director | BBDO (My alma mater) They're consistently smart and creative. Goodby, ...Crispin...Fallon...for their balls and their ability to stay ahead of the curve and sell the stuff that would make most clients cringe. |
| Peter Schaer VP Creative Director of Visual Branding | Crispin Porter Bogusky. I know this is probably every creatives answer, but their philosophy of taking on challenger brands is notable. |
| Todd Bresnahan, President | Of the majors: Goodby: known for their great creative, but always with a strong strategic basis Of agencies in the top 100-200 revenue range, I'm impressed by Butler Shine, WongDoddy, Ignited and David & Goliath. I think each of these agencies have established themselves as major niche players and have reputations exceeding their billing size. |
| Chad Martin VP Managing Creative Director | I would have to say the PURE CP+B that we hear stories about. I love the fact that they present strategy and leave creative for when it's applicable. That they have something others need. And the best part is that they seems to have ideas that are huge no matter what media/outlet they use. |
| Isabelle Jazo V.P. Brand Stratgey | Chait Day - their creative is such a simple and beautiful demonstration of consumer insights put into action. Avenue A Razorfish - They are very focused and not afraid to take a stand. Their website expresses very clearly what they stand for and they make no apologies. Very gutsy. |
| Beau Lane, CEO | Richards Group -- Smart retail work Ogilvy -- Constitent great work and tradition Goodby -- Great work and great strategy |
| Tim Watrous. VP, Interactive/Online Media. E.B. Lane Interactive, LLC | ~ |
| List the top few agencies that you do/will compete against most often. | |
| Richard Skufza, EVP/CFO | Moses, Rieister, R&R |
| Mark Itkowitz, Senior Vice President, Executive Creative Director | We complete against the usual suspects in Phoenix. Cramer Krassalt, Moses Anshell, Lavidge, Off Madison Ave., R&R. Business here consists of small pieces of fresh, red meat and we all snap to get our teeth on it. Unfortunately, outside of this market, very few national clients even know we exist. We have the talent to make our mark. We just need the chance. |
| Peter Schaer VP Creative Director of Visual Branding | Cramer-Krasselt, R&R, Moses Anshell, Reister |
| Todd Bresnahan, President | The typical local roster: Cramer, Riester, Moses Anshell |
| Chad Martin VP Managing Creative Director | Moses Anshell Riester Robb cramer Krasselt Phoenix |
| Isabelle Jazo V.P. Brand Stratgey | Reister Robb Cramer/Krasselt Madison Avenue The Martz Agency R & R Advertising |
| Beau Lane, CEO | Riester; Cramer Krassalt; Moses Anshell |
| Melanie McBride, Vice President and Director of Public Relations | Off Madison, Moses Anshell, Cramer Krassalt, Riester, Lavidge, R & R. |
| Tim Watrous. VP, Interactive/Online Media. E.B. Lane Interactive, LLC | Cramer-Krasselt Reister Off Madison Ave Moses Anshell |
| In the eyes of clients, what do you provide of value, that none of your competitors do? | |
| Richard Skufza, EVP/CFO | Different people, chemistry, no egos. |
| Mark Itkowitz, Senior Vice President, Executive Creative Director | Our long term clients are very aware of a high level of expertise across every aspect of the business. Our creative is fresh, funny, thoughtful, emotional and very well produced. Our design capability is world-class. And strategic thinking binds us to our clients. Overall, we tend to have long-term client relationships. And in the erratic,"Let's change agencies again" world of advertising, that type of trust is a strong statement of our value. |
| Peter Schaer VP Creative Director of Visual Branding | Every account at E.B. Lane has a creative director working directly with the client. We can offer our our clients/potential clients the comfort of knowing that a senior person is handling their account. |
| Todd Bresnahan, President | We really listen to our clients, low ego emissions, fiercely honest in our dealings with them |
| Chad Martin VP Managing Creative Director | Honestly, I don't know. |
| Isabelle Jazo V.P. Brand Stratgey | A strong strategic partnership devoid of ego. Among the clients that really appreciate us and see us as trusted advisors, they appreciate the deep understanding we share of their brand's challenges and opportunities. We listen very well and are extremely responsive. Also I believe our creative product- when inspired by relevant consumer insights, is pretty great. We offer our clients depth in creative thinking, meaning they often say "Our last agency struggled with one good creative concept, you guys provide us with so many to choose from." |
| Beau Lane, CEO | We follow through on promises and display consistent integrity in our business practices |
| Melanie McBride, Vice President and Director of Public Relations | Excellent media relations, creative execution, senior-level team that gets involved at all levels. |
| Tim Watrous. VP, Interactive/Online Media. E.B. Lane Interactive, LLC | 1. Partnership on a core business objectives level 2. We're always on the lookout for our clients - maintaining an awareness of business threats, opportunities, etc. 3. Flexibility on price, project scope (meaning we try to maintain a flexible, long-term view of the relationship) |
| Are there any negative perceptions that prospects might have about the agency that could hold you back in new business? | |
| Richard Skufza, EVP/CFO | Some clients perceive us a expensive. |
| Mark Itkowitz, Senior Vice President, Executive Creative Director | While we are very strong in our respective areas, we're not as deep as we should ideally be. (However, our creative turn-around is dazzling.) We obviously don't have satellites agencies across the country. |
| Peter Schaer VP Creative Director of Visual Branding | I think we're looked at as being too corporate or conservative. |
| Todd Bresnahan, President | Too conservative, not creative enough, no real strategic platform/system that informs our insights/creative |
| Chad Martin VP Managing Creative Director | We are the oldest agency in the Valley. That is good and that is bad. And Phoenix is another issue. All agencies here chase the same stuff and hate each other b/c we end up rotating clients and stealing each others toys. |
| Isabelle Jazo V.P. Brand Stratgey | Yes, the following: - Long-standing = staid - Top-heavy = too many chiefs not enough Indians. There is a perception that this is an agency run by the "Good old Boys" and that we are not agile, responsive and contemporary. - Phoenix location = not sophisticated enough to handle national accounts. This is not a city that is known for creative genius. |
| Beau Lane, CEO | We have always battled the perception that we are too conservative |
| Melanie McBride, Vice President and Director of Public Relations | Too expensive, not agile, lack senior people in PR. |
| Tim Watrous. VP, Interactive/Online Media. E.B. Lane Interactive, LLC | 1. Perceived as mild, buttoned-up, business-focused agency (versus an edgy agency for high-energy, high-touch brands). 2. Perceived as small agency (better suited for smaller brands). 3. Perceived as too traditional. |
| What is one of the most innovative "pitch or RFP tactics" the agency has ever applied in a new business situation? This might include a distinctive questionnaire response or RFP, "presentation theater," dressing of the room, unique video content, innovative research, a special way of engaging/interacting with the client, etc., etc. | |
| Richard Skufza, EVP/CFO | The use of client and agency expectation guideline. |
| Mark Itkowitz, Senior Vice President, Executive Creative Director | We probably should do more "Presentation Theater" in our new business pitches. We have been doing a lot more propriatery research and uncovering some unique strategic insights. I've always believed that this is the best starting point for any pitch. We have done original videos and original jingles and music. And on a few occasions, this has won the day. But I think moving forward, we should be putting more "Show" in our "Business." |
| Peter Schaer VP Creative Director of Visual Branding | Even though we didn't win the piece of business, I think the most unique pitch was for MGM mirage. The entire creative department mobilized to develop and entire catalog of concepts that would allow the client a turn key approach to giving us the business. |
| Todd Bresnahan, President | For Cable One, we transformed our main conference room into a "living room/home theater" (complete with popcorn maker) to reflect the environment of the consumer. For National Airlines we sent to several markets to interview air travelers about their experiences. Have also used this technique on several other pitches. To AZ Anti-Tobacco ptich, hired a psychologist specializing in addictive behavior to consult with us. We also used her as off camera interviewer in series of smoker insight vignettes that we then turned into :30 TV spots for the pitch. Dressed the presentation room with giant blow-ups of people representing target audience and relevant quotes from them. |
| Chad Martin VP Managing Creative Director | The most innovative would be original research done before the presentation |
| Isabelle Jazo V.P. Brand Stratgey | I would say that when we pitched Cable ONE we took key consumer insights that were provided by our prospect and integrated that into our presentation theater and also actual creative strategy. We turned our presentation room into a living room with couches and brought in a popcorn machine. When the client walke in we greeted them as guests in our home and the entire presentation was casual. We explified an understanding of their consumers and actually pitched a theme song as part of their creative. That song captured their hearts and minds, and is the song we use to this day in all commercials (5 years after the pitch). |
| Beau Lane, CEO | We tend to be most successful when we create a unique and relaxed atomosphere in our offices for the the presentation, ie National Airlines, Cable One, ADHS |
| Melanie McBride, Vice President and Director of Public Relations | For public relations, we gathered quotes from editors about the prospective client. Dressing the room was window screens to depict being neighbors with ONE Phoenix, a hotel that had not yet been built. |
| Tim Watrous. VP, Interactive/Online Media. E.B. Lane Interactive, LLC | ~ |
| The following is a list of potential roadblocks that hold you back with your overall new business efforts. On a scale of 1- 10, rate each on how much it is a road block (1 being not a road block, 10 being a significant road block): | |
| Richard Skufza, EVP/CFO | |
| Mark Itkowitz, Senior Vice President, Executive Creative Director | 10 |
| Peter Schaer VP Creative Director of Visual Branding | 8 |
| Todd Bresnahan, President | |
| Chad Martin VP Managing Creative Director | 10 |
| Isabelle Jazo V.P. Brand Stratgey | 8 |
| Beau Lane, CEO | 8 |
| Melanie McBride, Vice President and Director of Public Relations | 8 |
| Tim Watrous. VP, Interactive/Online Media. E.B. Lane Interactive, LLC | 5 |
| Specifically regarding pitches/RFPs, when you lose, what are typically the top 3 reasons? Consider both the client's expecations and how you compare to your competitive set. (check only 3) | |
| Richard Skufza, EVP/CFO | |
| Mark Itkowitz, Senior Vice President, Executive Creative Director | |
| Peter Schaer VP Creative Director of Visual Branding | |
| Todd Bresnahan, President | |
| Chad Martin VP Managing Creative Director | |
| Jody Alexander, Vice President, Director of Account Service | |
| Isabelle Jazo V.P. Brand Stratgey | |
| Beau Lane, CEO | |
| Melanie McBride, Vice President and Director of Public Relations | |
| Tim Watrous. VP, Interactive/Online Media. E.B. Lane Interactive, LLC | |
| When you win a pitch, what do you think are typically the top 3 reasons? (check only 3) | |
| Richard Skufza, EVP/CFO | |
| Mark Itkowitz, Senior Vice President, Executive Creative Director | |
| Peter Schaer VP Creative Director of Visual Branding | |
| Todd Bresnahan, President | |
| Chad Martin VP Managing Creative Director | |
| Isabelle Jazo V.P. Brand Stratgey | |
| Beau Lane, CEO | |
| Melanie McBride, Vice President and Director of Public Relations | |
| Tim Watrous. VP, Interactive/Online Media. E.B. Lane Interactive, LLC | |
| Bottom line, what do you think the agency most has to do to improve at new business? | |
| Richard Skufza, EVP/CFO | Not sure. That's why we hired the Mirren Group |
| Mark Itkowitz, Senior Vice President, Executive Creative Director | We need a dedicated new business lead, a unique research/strategic approach, a dazzling way of presenting our thinking and our creative. We have to make ourselves unforgettable and the marketing partner our new client feels they absolutely need to succeed. |
| Peter Schaer VP Creative Director of Visual Branding | Be more selective on who we approach and do a better job of researching the clients needs. |
| Todd Bresnahan, President | More selective pitch criteria, a better established strategic/research/insight discipline, stronger linkage between business insight and creative approach |
| Chad Martin VP Managing Creative Director | pick the clients we have a chance to win and go full-speed ahead. stay focused on the idea/strategy. we tend to over execute creative. |
| Isabelle Jazo V.P. Brand Stratgey | Make a stance about what we are good at and communicate that with passion and consistency. |
| Beau Lane, CEO | Identify specific accounts that we have at least of 50% shot of winning within 36 months, develop a planto engage them and work the plan consistently |
| Melanie McBride, Vice President and Director of Public Relations | Define the direction and strategy, and then do something with it! A strategy is just a bunch of words unless executed. Some of our leadership team are constant hustlers going out for new business, and others coast and just talk about it. Frustrating!! |
| Tim Watrous. VP, Interactive/Online Media. E.B. Lane Interactive, LLC | We need to do a better job of succinctly conveying our ability to identify and solve our clients' business problems through the proper application of modern, measurement-based, advertising/marketing/communications programs. |