| What is the total number of employees at your office and nationally? How has this changed over the last 2 years? | |
|---|---|
| Brett Dennis - Chief Growth Officer | 200 Nationally; 270 (LA), 15 (Dallas), 15 (Miami) |
| What are the total revenues for your office (substitute & indicate billings if this is the only available number): | |
| Brett Dennis - Chief Growth Officer | 34 |
| List your clients for the past 2 years (grouped by industry category, indicate past/current client). Cut and paste from another document if this helps. | |
| Brett Dennis - Chief Growth Officer | Toyota (1987), T-Mobile (2004), Aflac (2012), ampm (2016), Nationwide (2016), Denny's (2017) P&G (1986) our current brands are Gain, Pampers, Crest, Olay, Head & Shoulders, Bounce Nestle (2013) our current brands are CoffeeMate, Haagen-Dazs and Outshine |
| Bullet point the services you offer your clients: | |
| Brett Dennis - Chief Growth Officer | Strategic Insights (Consumer & Business), Creative, Account Management, Sports, Entertainment and Activations, Social, Digital, Production, Media Planning, Media Buying, Consumer Journey & Content Mapping |
| What percent of new revenue comes from the following sources: | |
| Brett Dennis - Chief Growth Officer | 11-20% |
| Expanding on your answer above, how has most new business come in? | |
| Brett Dennis - Chief Growth Officer | Through client direct pitch invitations. Of the four pitches we participated in during 2016, one came through a search consultant, all others direct from client. Several indicated our prospecting efforts prompted them to include us in their review process. We lost one of the four pitches. |
| Have you done any outbound business development over the last 2 years? If so, please explain. | |
| Brett Dennis - Chief Growth Officer | Yes. We started an outbound CRM program leveraging AgencySquared about 2 years ago that has yielded invitations to pitches that we may not have been considered for in the past (direct client pitches). In addition we maintain a CRM program with search consultants. We continue to struggle with changing our perception among search consultants as a Hispanic agency |
| Do you use any CRM, marketing or project management software for any of your new business activities? | |
| Brett Dennis - Chief Growth Officer | Our CRM tool is AgencySquared coupled with the host of marketing products that come with that (Winmo, The List, etc.) as well as Access Confidential. Additionally we have an assigned project manager (no software) and art director for each pitch. Copywriters and art directors assist with developing outbound marketing materials as needed. |
| How many people are regularly involved in your new business competitive reviews/RFPs? (also list names/titles) | |
| Brett Dennis - Chief Growth Officer | |
| How aligned would you say your management / new business team is as it relates to a new business approach? | |
| Brett Dennis - Chief Growth Officer | Very aligned. We've finally gotten into a good rhythm with a consistent pitch team. Many clients have commented that our chemistry as a team seems natural and genuine. We have a solid new business plan focused on organic growth, prospecting and pitching updated annually and periodically throughout the year based on wins/losses. |
| How many Competitive Reviews/RFPs will you enter this year? | |
| Brett Dennis - Chief Growth Officer | 3 |
| Of those, what percentage do you expect to win? | |
| Brett Dennis - Chief Growth Officer | 60-70% |
| How many Competitive Reviews/RFPs did you enter last year? | |
| Brett Dennis - Chief Growth Officer | 4 |
| Of those, what percentage did you win? | |
| Brett Dennis - Chief Growth Officer | 70-80% |
| What percentage of your Competitive Reviews/RFPs involve a credentials presentation that is separate from a final strategy/execution presentation (vs. one combined credentials/final presentation session)? | |
| Brett Dennis - Chief Growth Officer | 75% |
| How often do you submit a strategy/execution recommendation with no in-person presentation? | |
| Brett Dennis - Chief Growth Officer | 25% |
| On the smaller half of your Competitive Reviews/RFPs, how much do you typically spend on each (out of pocket on average)? | |
| Brett Dennis - Chief Growth Officer | $5,000-$10,000 |
| On the larger half of your Competitive Reviews/RFPs, how much did you typically spend on each (out of pocket on average)? | |
| Brett Dennis - Chief Growth Officer | $30,000-$50,000 |