Agency Dealmasters podcast: Recent Episodes
Nathan Anibaba
Nathan Anibaba interviews smart and influential marketing agency leaders whose work and ideas have dramatically influenced the market and business of agencies and businesses.
Welcome to another episode of Agency Dealmasrters, where we're excited to dive into the ins and outs of agency expansion, leadership, and personal development with our special guest, Paul O'Malley, CEO of Fox Agency North America.
Prepare to be captivated as we discuss the intricacies of agency culture, the vital importance of team individuality, and the enthralling journey of self-discovery that led Paul from a high-pressure career to the world of photography and literature— and back into the agency life with a renewed perspective.
We discuss:
- Overcoming challenges in new markets and different cultures
- Debating long-term career growth decisions
- Understanding and catering to the specific needs of the US market
- Value of empathy and supportive relationships
- Misconceptions about staff caring for profitability
Simon Latarche is a Partner at Milestone advisory. He was CFO at Publicis Sapient and LBI. He then went on to selling LBI to Publicis for half a billion pounds in 2013.
Simon has completed multiple M&A transactions and raised over £100m inequity/debt.
He also holds a Financial Strategy diploma from Said Business School and was voted Top 20 CFOs in Technology & Marketing sector in 2013.
We talk about:
🔸 Why agencies should consider selling to PE buyers over holding groups
🔸 How PE is different from other options for agencies to raise money
🔸 The aspects of fundraising agencies typically get wrong
🔸 When is the right time to sell an agency
Mentioned in this episode:
Agency Dealmasters is brought to you by Bridge
Find out more at Bridgegrowth.org or get in touch by emailing nathan@bridgegrowth.org
Sam Budd is the Founder and CEO of Buddy Media Group, an Award-winning digital-first performance marketing agency with a specialist focus on delivering Luxury, Fashion, Alcohol, Hospitality, and Student marketing programs.
Sam was also one of the founding members of Social Chain, the award-winning agency founded by Steven Bartlett.
We talk about:
🔸 What it takes to be successful in the agency world
🔸 Key systems and processes to fall back on
🔸 What he has learned from growing and scaling the company
🔸 The future of Buddy Media
Enjoy the conversation.
Mentioned in this episode:
Agency Dealmasters is brought to you by Bridge
Find out more at Bridgegrowth.org or get in touch by emailing nathan@bridgegrowth.org
Tim Williams is CEO at Onalytica, an influencer marketing company helping brands run influencer programs to increase brand awareness, improve reputation and drive lead generation. They have worked with clients such as Microsoft, Cisco, IBM, Accenture, Ericsson and SAP, to name a few. We talk about: 🔸 What B2B influencer marketing is and isn’t 🔸 The size of influencer marketing and what brands are using it 🔸 The business problems Onalytica helps clients solve 🔸 How influencer marketing, brand building and ABM link together Enjoy the conversation. Mentioned in this episode: Agency Dealmasters is brought to you by Bridge Find out more at Bridgegrowth.org or get in touch by emailing nathan@bridgegrowth.org
Simon Corbett is the Founder and CEO of The Jargon Group, a digital-first international media, marketing and corporate communications business. They have over 70 retained clients, including Facebook. The group owns a number of market-leading brands that provide public relations and media services to brands in ad:tech, cloud, mobile, big data, retail, fashion and automotive. Before Jargon, Simon spent over ten years at notable agencies, including WeberShandwick, Porter Novelli and Edelman. We talk about: 🔸 The founding story of the agency and the major milestones 🔸 How the best brands in the world approach PR and profile raising 🔸 What has changed in the ways brands get PR now 🔸 How the agency has refined/developed their recruitment process Enjoy the conversation. Mentioned in this episode: Agency Dealmasters is brought to you by Bridge Find out more at Bridgegrowth.org or get in touch by emailing nathan@bridgegrowth.org
Jake Stott is the CEO of Hype Partners. Hype Partners are Supercharging Web3 Communities. In 4 years, they have grown into the leading full-service marketing agency in Web3. With a team of 90+ globally, they have worked with over 110 top-tier blockchain projects. We discuss: 🔸 The dynamics and state of the Web3 market 🔸 Will demand meet the supply of the Metaverse 🔸 What are the next businesses to benefit from web 3 🔸 A deeper explanation of the Metaverse and Web3 Enjoy the conversation. Mentioned in this episode: Agency Dealmasters is brought to you by Bridge Find out more at Bridgegrowth.org or get in touch by emailing nathan@bridgegrowth.org
Pete Hendrick is the Managing Director at Octopus Group the Brand to Sales agency, a B2B agency making their clients famous and growing their sales. Over a 20-year career with the agency, Pete has helped build Octopus into a powerhouse B2B marketing agency with clients like Visa, BT, Siemens, Rolls Royce, and Logitech to name a few. Octopus was recently acquired by Publicis, making the company's future even more interesting. We talk about: 🔸 How Octopus Group came about and the major milestones 🔸 Why now is such a good time to be in B2B marketing 🔸 Why brands thrive when awareness and sales work together 🔸 The role of creativity vs data and tight targeting Enjoy the conversation Mentioned in this episode: Agency Dealmasters is brought to you by Bridge Find out more at Bridgegrowth.org or get in touch by emailing nathan@bridgegrowth.org
Peter Reid is the Founder and CEO of MSQ Partners, a global group of diverse thinkers who blend human insight with data, technology and creativity to help businesses drive accelerated growth. They have Ten award-winning agencies who make up the groups, you may be familiar with Stein IAS, MMT Digital and TwentySix to name a few. We talk about: 🔸 How MSQ has tripled in size over the last 2 years 🔸 The problems MSQ Partners solves for clients 🔸 The importance of brand and is it all about digital 🔸 What drives good collaboration between agencies Enjoy the conversation Mentioned in this episode: Agency Dealmasters is brought to you by Bridge Find out more at Bridgegrowth.org or get in touch by emailing nathan@bridgegrowth.org
Rob Gold is the UK CEO of the Merkle B2B group. They deliver leading-edge data-driven, tech-enabled, and idea-led B2B solutions for their clients. Their end to end solutions cover brand building, customer acquisition, customer retention to customer loyalty. We talk about: 🔸 The most pressing priorities for CMOs of the biggest B2B brands 🔸 Why B2B has taken so long to understand, brand is crucial 🔸 The most significant changes within B2B marketing 🔸 What diversity in the workplace means to Merkle Enjoy the conversation. Mentioned in this episode: Agency Dealmasters is brought to you by Bridge Find out more at Bridgegrowth.org or get in touch by emailing nathan@bridgegrowth.org
Alfie Wenegieme is the Managing Director at Profit Sprout. Alfie is a certified chartered accountant with over 13 years of commercial finance experience. He’s worked with senior leaders in global PR agencies including Edelman and Weber Shandwick. His focus is on profitability for agencies through financial management and a strong strategic approach to business operations. He also counsels senior leadership teams to achieve an agency’s financial objectives. We talk about: 🔸 What drives profitability in agencies 🔸 The importance of commercially astute leadership 🔸 The impact of inflation on agencies and how to tackle it 🔸 What a financially astute culture means Enjoy the conversation. Mentioned in this episode: Agency Dealmasters is brought to you by Bridge Find out more at Bridgegrowth.org or get in touch by emailing nathan@bridgegrowth.org
Adam Graham is Founder and Managing Director at Gray Matters and BD Matters, they work with agency owners and their teams to attract and win new business. Adam was responsible for winning a game-changing piece of business for Vizeum when they won the Camelot account for £50m. He has also held business development roles at RAPP, Isobar and Havas Group before starting Gray Matters. We talk about: 🔸 How BD Matters helps agency owners win new business 🔸 The key to effective sales and the best way to sell 🔸 How agencies should prospect for new business 🔸 Why sales has a bad reputation and what can be done about it Enjoy the conversation. Mentioned in this episode: Agency Dealmasters is brought to you by Bridge Find out more at Bridgegrowth.org or get in touch by emailing nathan@bridgegrowth.org
Richard Hadler is CEO of alan. and author of the book 'Marketing: The Bottom Line'. alan. are a full-service B2B marketing agency for Tech, FS + Professional Services. They are reimagining the modern-day B2B marketing agency. alan. is the agency that finds ingenious solutions to complex B2B marketing problems. We talk about: 🔸 What makes alan. different from other B2B agencies 🔸 What makes B2B campaigns successful 🔸 How B2B businesses can improve their marketing 🔸 What has changed in how B2B brands grow Enjoy the conversation. Mentioned in this episode: Agency Dealmasters is brought to you by Bridge Find out more at Bridgegrowth.org or get in touch by emailing nathan@bridgegrowth.org
Libby Brockhoff is CoFounder /Creative Director at Odysseus Arms, an award-winning independent ad agency that provides creativity and brand innovation for the modern CMO. Libby was named by Campaign magazine as one of the most influential advertising women in the past. Clients include The Body Shop, Facebook, YouTube, Microsoft, Capital One and Amazon to name a few. She also co-founded Mother in 1996, one of the world’s most respected, independent creative companies in the world. This is episode 4 of "The Independent Voice' series where we spotlight independent marketing agency leaders who are leading their clients with duty and purpose while creating effective marketing for the biggest global brands around. We talk about: 🔸 How modern CMOs differ from previous CMOs 🔸 How to stay creative 🔸 The importance of creating an agency with a positive culture 🔸 How to deal with quick growth as a small business Enjoy the conversation Mentioned in this episode: This episode is brought to you by Worldwide Partners Learn more about Worldwide Partners at https://www.worldwidepartners.com/ Agency Dealmasters is brought to you by Bridge Find out more at Bridgegrowth.org or get in touch by emailing nathan@bridgegrowth.org
Alex Bennett Grant is the Founder and CEO of We Are Pi, a Creative Innovation Consultancy founded on international Pi day. He has won many awards including, Ad Age 40 Under 40, They have been Campaign Global Agency of The Year finalist 2021, Ad Age & Creative Pool Small Agency of The Year 2018, 2019 and 2020. This is episode 3 of "The Independent Voice' series where we spotlight independent marketing agency leaders who are leading their clients with duty and purpose while creating effective marketing for the biggest global brands around. We talk about: 🔸 The link between diversity and innovation 🔸 Starting a business in a global financial crisis 🔸 How We Are Pi creates a positive social impact 🔸 Setting up We Are Pi in Amsterdam Enjoy the conversation Mentioned in this episode: This episode is brought to you by Worldwide Partners Learn more about Worldwide Partners at https://www.worldwidepartners.com/ Agency Dealmasters is brought to you by Bridge Find out more at Bridgegrowth.org or get in touch by emailing nathan@bridgegrowth.org
Judith Niederschelp is the CEO at Demand Studio, they run a unique and global approach to planning, implementing and delivering integrated demand acceleration solutions. Previously Judith was Managing Director at Harte Hanks and Aberdeen Group and is a guest lecturer at Warwick business school. We talk about: 🔸 How the best B2B businesses win new customers and grow 🔸 Using intent data to drive commercial outcomes 🔸 How to successfully measure advertising impact 🔸 Overcoming the challenge of growth for early-stage and established businesses Enjoy the conversation. Mentioned in this episode: Agency Dealmasters is brought to you by Bridge Find out more at Bridgegrowth.org or get in touch by emailing nathan@bridgegrowth.org
Claude Auchu is the CEO at lg2, Canada’s largest independent agency. Ig2 is inspiring people to reimagine how organisations can grow, shape culture and succeed in a sustainable manner. This is episode 2 of "The Independent Voice' series where we spotlight independent marketing agency leaders who are leading their clients with duty and purpose while creating effective marketing for the biggest global brands around. We talk about: 🔸 How he became the CEO of Canada's largest independent agency 🔸 Being a purpose-led agency and creating a positive impact 🔸 Whether we can really define the 'truth' 🔸 The duty and responsibility of creative agencies Enjoy the conversation Mentioned in this episode: This episode is brought to you by Worldwide Partners Learn more about Worldwide Partners at https://www.worldwidepartners.com/ Agency Dealmasters is brought to you by Bridge Find out more at Bridgegrowth.org or get in touch by emailing nathan@bridgegrowth.org
Jane Asscher is the CEO and Founding Partner of 23red, a multi-award-winning purpose-driven agency. They develop brands and campaigns that change behaviour for the better and have a positive impact on people’s lives. Their campaigns for leading businesses, charities and government have positively influenced the lives of millions of people. This is episode 1 of 'The Independent Voice' series where we spotlight independent marketing agency leaders who are leading their clients with duty and purpose while creating effective marketing for the biggest global brands around. We talk about: 🔸 Creating purposeful campaigns 🔸 How to influence human behaviour 🔸 How being a woman working in an agency has changed 🔸 How 23red benefits from being in the Worldwide Partners network Enjoy the conversation Mentioned in this episode: This episode is brought to you by Worldwide Partners Learn more about Worldwide Partners at https://www.worldwidepartners.com/ Agency Dealmasters is brought to you by Bridge Find out more at Bridgegrowth.org or get in touch by emailing nathan@bridgegrowth.org
Emma Thompson is the Head of Agency Consumer Brands for Golley Slater. She has over 20 years of marketing agency experience across brand, pharmaceutical, shopper and retail. Paul Sheldon is SNR creative at consumer brands and has creatively led accounts such as Nestle and Coca-Cola for the past 8 years. Golley Slater is a 65-year-old integrated national agency. They have over 170 sector specialists and discipline experts and have an average client tenure of 10 years with some of the best in the business including P&G, Coca-Cola, Mitsubishi, The Welsh Government and Royal Mint. We talk about: 🔸 Why and how people will use the metaverse 🔸 How brands can use the metaverse for brand activation 🔸 The impact on social media and how we engage in communities 🔸 The most exciting applications of the metaverse Enjoy the conversation. Mentioned in this episode: Agency Dealmasters is brought to you by Bridge Find out more at Bridgegrowth.org or get in touch by emailing nathan@bridgegrowth.org
Sarat Pediredla is the CEO of hedgehog lab, he has grown the company from 3 people in the North East of England in 2011 to around 100 people globally with a major presence in the UK & US. hedgehog lab has been named #1 globally for mobile app development with analysts Clutch and were named in the Financial Times Top 1000 Fastest-Growing European companies 2 years in a row. They have successfully raised Private Equity funding to scale their growth. We talk about: 🔸 Creating a sustainable moat 🔸 Getting out of the commodity trap 🔸 From brain surgery to marketing 🔸 Refining the process of identifying the best people 🔸 Winning "Do or die" pitches Enjoy the conversation Mentioned in this episode: Agency Dealmasters is brought to you by Bridge Find out more at Bridgegrowth.org or get in touch by emailing nathan@bridgegrowth.org
This show is dedicated to the stories and the lessons of ambitious agency builders of all types by examining their history, competitive advantage and what makes them tick. Brought to you by Bridge, The growth focused podcast agency. Learn how Bridge can connect you with your target clients at https://bridgegrowth.org/ (bridgegrowth.org)
Jeremy Connell-Waite is the Global Communications Designer for IBM. He is a commercial storyteller, speechwriter and executive performance coach, helping to tell stories that matter. Jeremy serves IBM’s global community of over 140,000 partners and technology consultants, he uses the art and neuroscience of Communications Thinking to build compelling narratives for their clients around hybrid-cloud, AI, blockchain and quantum computing. We talk about: 🔸 Coaching high performers to become even better 🔸 Passion vs obsession 🔸 How to build compelling narratives around complex subjects 🔸 IBM’s evolution and the most effective next chapter 🔸 What he learned living on a Buddhist farm and learning from Sam Seanborn speechwriter from The WestWing Enjoy the conversation Mentioned in this episode: Agency Dealmasters is brought to you by Bridge Find out more at Bridgegrowth.org or get in touch by emailing nathan@bridgegrowth.org
Hedda Lidgard is the CEO at Frank Valiant, a leading creative agency that specialises in explaining complex things in simple ways. They combine storytelling skills and a deep understanding of visual communication with their love for state-of-the-art technology. Clients include giants like Atlas Copco and AstraZeneca. We talk about: 🔸 Applying consulting frameworks to the challenge of growing an agency 🔸 What makes successful communications and creative work 🔸 Saying no to clients and making the complex, simple 🔸 The most important metrics to track when growing an agency 🔸 The process for identifying the best people and getting them into the business Enjoy the conversation. Mentioned in this episode: Agency Dealmasters brought to you by Bridge - Talk to us at Bridgegrowth.org
Michel Julliver is the Founder of The Societies Media. He has been in the media and advertising industry for over 30 years and was one of the first people to sell online advertising in France. He also runs the Programmatic Society, a weekly video program discussing all things Marketing, Data and Advertising programmatic. We talk about: 🔸Where his media career started and how he founded TheSocieties.Media 🔸The impact of influencing highly targeted people vs mass audiences 🔸How much brands should rely on owned and earned media 🔸The opportunity Connected TV presents for B2B marketers 🔸Diversity in the industry and what more can be done This interview is brought to you by Accountinsight the B2B programmatic advertising platform for B2B agencies and brands. Learn more about our episode sponsor here: https://www.accountinsight.ai/ (AccountInsight.ai) Enjoy the conversation
Nick Wood is the CEO and Creative Director of Syn, an Emmy-winning music agency founded by Nick and Simon Le Bon of Duran Duran. Syn specializes in composing and producing original music, sound design and audio post-production for advertising, film and television. His music has also been featured on HBO's critically acclaimed, Sex and the City. Adverts for Amazon and Coke, as well as the Japanese national football league. Listen to Syn New Bands 2022 Playlist here on https://music.apple.com/jp/playlist/syn-x-new-bands-playlist-2022/pl.u-gxblprJu5Nz4r4W?l=en (Apple Music) and https://open.spotify.com/playlist/54M3QmoRbexV4gbHgz8Fc6?si=37f837932d08495e&nd=1 (Spotify). We talk about: 🔸 How Syn has grown over the last 31 years and key milestones 🔸 How Syn creates music that is effective for client’s brand 🔸 The process of getting great people into the business 🔸 How Syn won their first few clients in the early days 🔸 What he has learnt about business building specifically Enjoy the conversation
Jem Lloyd-Williams is the UK CEO of Mindshare, a global, multi-award-winning, media agency network of 9300 people across 86 countries. Mindshare looks after some of the world’s biggest advertisers, including Unilever, Ford and Nike, as well as impressive UK brands such as Carwow, and LV= insurance. Jem was the former CEO of Vizeum UK and has held several leadership positions at MediaCom. We talk about: 🔸Why writing accelerated his career more than anything else 🔸How to create a purpose that unites global employees 🔸What attracts brands to Mindshare and how the media landscape has changed 🔸How brands should budget towards brand building vs sales activation 🔸Mindshare's approach to the challenge of diversity in the workplace This interview is brought to you by Accountinsight the B2B programmatic advertising platform for B2B agencies and brands. Learn more about our episode sponsor here: https://www.accountinsight.ai/ (AccountInsight.ai) Enjoy the conversation
Adrian Talbot is the CFO at Hotwire Global. He functioned as an FD, CFO and COO for over 20 years, and has 15 years of experience leading Finance and Operations teams in Media and Professional Services for some of the biggest agencies around. He was part of the team responsible for growing Hotwire from 150 to 300 people and has been named CFO of the year and international CFO of the year by the FDs Excellence awards. We talk about: 🔸What Hotwire looks like today- Services, employees, clients, etc. 🔸How to invest in culture and the global impact 🔸Motivating employees through non-financial based incentives 🔸How to grow quickly while maintaining company culture 🔸Why he set up the internal Hotwire band- https://www.youtube.com/watch?v=m0-SOQwrCZQ (Borderless Thinkers) Enjoy the conversation
Dora Osinde is the Global Chief Creative Officer at Granny, an international creative agency whose mission is to elevate entertainment and lifestyle brands into pop culture icons. Clients include Netflix, Spotify, MTV, Sony Music, and Warner Brothers to name a few. We talk about: 🔸Her biggest takeaways from being Global Creative marketing manager at Netflix 🔸What attracted her to Granny and the company culture 🔸How the company attracts and retains talent during global expansion 🔸The skills and competencies the company looks for 🔸What we can do to increase diversity within the industry Enjoy the conversation
Yasin Alimam is the Founder of Hotpatch, one of the most disruptive and innovative businesses around today. They connect those with available workspaces with those who need it. It’s WeWork meets AirBnB. We talk about all things growth, how they won their first few users, brand building, how they plan to get to critical mass, and so much more. If you are at all interested in technology, startups, and the new world of work, then you are going to find this to be an absolutely fascinating conversation. We talk about: 🔸 Where the idea for Hotpatch originated 🔸 What the first product/MVP looked like 🔸 The problems Hotpatch solves for its clients 🔸 The key metrics to track to achieve full business potential Enjoy the conversation
Daniel de la Cruz is the Founder and Chief Learner at Polymensa helping agencies build their advisory boards. He has extensive experience working with agencies of all shapes and sizes across the country. Polymensa is your n̶o̶n̶-̶e̶x̶e̶c̶u̶t̶i̶v̶e̶ non-ego board of advisors for your agency. Specially designed for agencies with 20 - 50 employees and agency founders who have never worked in an agency before or at the agency board director level. We talk about: 🔸The main problems clients have and how Polymensa helps solve them 🔸How agencies should win new business and structure their teams 🔸How agency owners can best divide their time 🔸What makes Polymensa different to other advisors out there helping agencies Enjoy the conversation
Daniel De La Cruz is the Founder and Chief Learner at Polymensa helping agencies build their advisory boards. He has extensive experience working with agencies of all shapes and sizes across the country. Polymensa is your n̶o̶n̶-̶e̶x̶e̶c̶u̶t̶i̶v̶e̶ non-ego board of advisors for your agency. Specially designed for agencies with 20 - 50 employees and agency founders who have never worked in an agency before or at the agency board director level.
Natalia Chaban is the Digital Performance & Technology Director at Mediacom. Campaign’s media agency of the decade. She has over 15 years of experience in advertising technology & innovation. As well as a deep understanding of digital media platforms, data platforms, digital media analytics, data warehousing and emerging digital technologies. Learn more about our episode sponsor at https://www.accountinsight.ai/ (Account Insight.ai) We talk about: 🔸 Tight targeting and brand loyalty vs reach and building mass audiences 🔸 Should brands rely on owned and earned media without using paid? 🔸 How to measure advertising effectiveness 🔸 The importance of data and the future of targeted advertising Enjoy the conversation
Jessica Bohm is the Director of Agency Business at Similarweb. Similarweb gives agencies a true 360-degree view of all digital activity across customers, prospects, partners, and competition. Their insights help clients beat their competition and win their markets. Find out more at https://www.similarweb.com/?utm_medium=paid_partnership&utm_source=agencydealmasters&utm_campaign=smm_agc_podcast_minisite_agency_minisite_prospects_global_dec_21&utm_placement=landing-page (Similarweb.com) We discuss: 🔸How agencies use Similarweb data to get an advantage in new business pitches 🔸How agencies can improve client delivery 🔸Reducing the time spent collecting and analysing campaign data to spend more time on revenue-generating activities. 🔸How to look like the smartest people in the room Enjoy the conversation.
Jessica Bohm is the Director of Agency Business at Similarweb. Similarweb gives agencies a true 360-degree view of all digital activity across customers, prospects, partners, and competition. Their insights help clients beat their competition and win their markets. Find out more at https://www.similarweb.com/ (Similarweb.com)
Oliver Yonchev is the co-founder and COO of Flight Story. Flight Story build resilient retail investor communities around great public companies. Previously Oliver was Managing Director of Social Chain, a world-leading social media and e-commerce group. Within just 6 years the company grew from a small UK start-up to a $600m+ public company, operating across 7 locations. For almost a decade, Oliver has been at the forefront of digital marketing and creative services supporting the management teams of Amazon, Apple, Coca-Cola, TikTok, Twitch, Disney & Uber to name just a few. We talk about: 🔸Creating successful Social media campaigns 🔸Lessons learned from Social Chain 🔸Social Chain's expansion into the US Market 🔸Investor relations, public companies and SPACs Enjoy the conversation.
Oliver is the co-founder and COO of Flight Story. Flight Story build resilient retail investor communities around great public companies. Previously Oliver was Managing Director of Social Chain, a world-leading social media and e-commerce group. Within just 6 years the company grew from a small UK start-up to a $600m+ public company, operating across 7 locations. For almost a decade, Oliver has been at the forefront of digital marketing and creative services supporting the management teams of Amazon, Apple, Coca-Cola, TikTok, Twitch, Disney & Uber to name just a few.
Michael Gietzen is the Group Managing Director for Identity, one of the UK’s most successful event agencies. He leads a team that delivers extraordinary events for world governments and global brands. With a team of over 100 people, they deliver events for some of the biggest brands around, such as Apple, Siemens, Leica, Harley-Davidson, New Balance, Formula E, NATO and Her Majesty’s Government. Identity is now on course to turnover £150 million this year. We talk about: 🔸The journey and evolution of Identity 🔸How rebranding during the pandemic has impacted the company 🔸The insight he gained through his financial career 🔸A breakdown of the events industry 🔸What makes a successful event Enjoy the conversation.
Michael Gietzen is the Group Managing Director for Identity, one of the UK’s most successful event agencies. He leads a team that delivers extraordinary events for world governments and global brands. With a team of over 100 people, they deliver events for some of the biggest brands around, such as Apple, Siemens, Leica, Harley-Davidson, New Balance, Formula E, NATO and Her Majesty’s Government. Identity is now on course to turnover £150 million this year.
Kevin Sugrue is currently a consultant for Similarweb, he helps Agencies to differentiate their client’s brands, build attention and preference using Paid, Owned & Earned media. Kevin works across both strategy and insight; guiding more effective marketing. At IPG Mediabrands he worked with clients such as Amazon, ExxonMobil, Lego, Lockheed Martin, Spotify, Tata Communications, Unilever and UPS. He has also worked at Dentsu, Millward Brown and Bates Worldwide. His experience includes work for No.10 Downing Street, BBC Worldwide, Vodafone, Courvoisier Cognac, Kellogg's, Microsoft and Peugeot to name a few. We talk about: 🔸Using consumer behaviour to provide a strategic advantage 🔸The principles of delivering long term growth for consumer brands 🔸Data science vs the big creative idea 🔸The winners, losers and missed opportunities within the pandemic 🔸The importance of data and targeting audiences Enjoy the conversation
Kevin Sugrue is currently a consultant for Similarweb, he helps Agencies to differentiate their client’s brands, build attention and preference using Paid, Owned & Earned media. Kevin works across both strategy and insight; guiding more effective marketing. At IPG Mediabrands he worked with clients such as Amazon, ExxonMobil, Lego, Lockheed Martin, Spotify, Tata Communications, Unilever and UPS. He has also worked at Dentsu, Millward Brown and Bates Worldwide. His experience includes work for No.10 Downing Street, BBC Worldwide, Vodafone, Courvoisier Cognac, Kellogg's, Microsoft and Peugeot to name a few.
Wale Badamosi-Oyekanmi is the Founder and President of Dare.Win, the international award-winning group offering communication & consulting services to entertainment and content brands. They have recently merged with Sir Martin Sorrell’s Media.Monks in 2020. Clients include Netflix, Spotify, PlayStation, Bacardi Group, Google, YouTube, BMW, Disney, Warner Bros and Zalando to list a few. We talk about: 🔸The importance of hard work 🔸The story behind how Dare.Win won their first client 🔸The culture of the agency 🔸What makes social, digital and ad campaigns successful 🔸Entrepreneurial mindset and how he finds great talent 🔸Joining forces with Media Monks Enjoy the conversation.
Wale Badamosi-Oyekanmi is the Founder and President of Dare.Win, the international award-winning group offering communication & consulting services to entertainment and content brands. They have recently merged with Sir Martin Sorrell’s Media.Monks. Clients include Netflix, Spotify, PlayStation, Bacardi Group, Google, YouTube, BMW, Disney, Warner Bros and Zalando to name a few.
Matt Harper is the CEO of The Marketing Practice, with their recent acquisitions, they are now one of the leading full-funnel B2B agencies in the world. He previously ran the agency’s US operation prior to becoming group CEO. His goal is to develop a team that’s the best in the world at B2B marketing, delivering a blend of local expertise and global scale that helps clients grow customers, pipeline and partner channels. The company has recently made two significant acquisitions, Omobono, the digital experience company for B2B brands, and Kingpin Communications, the B2B comms specialists, to make them a collective powerhouse of B2B specialists. We talk about: 🔸His journey to becoming CEO of The Marketing Practice 🔸Why they acquired Omobono and Kingpin 🔸Talent leaving the industry and what to do about it 🔸Refining the recruiting process and identifying the best people 🔸What the client now expects from B2B agencies Enjoy the conversation
Matt Harper is the CEO of the Marketing Practice, with their recent acquisitions, they are now one of the leading full-funnel B2B agencies in the world. He previously ran the agency’s US operation prior to becoming group CEO. His goal is to develop a team that’s the best in the world at B2B marketing, delivering a blend of local expertise and global scale that helps clients grow customers, pipeline and partner channels. The company has recently made two significant acquisitions, Omobono, the digital experience company for B2B brands, and Kingpin, the B2B comms specialists, to make them a collective powerhouse of B2B specialists.
Tiffani Bova is the Global Customer Growth and Innovation Evangelist at Salesforce. Her book: Growth IQ has been translated into seven languages, it was named a Wall Street Journal Bestseller and one of the top 5 books in Leadership and Strategy. She’s been named as one of the “Most Powerful and Influential Women in California”. She writes for HBR, Forbes and has been featured in articles from Bloomberg, The WSJ, Economist, Hoovers and USA Today. We talk about: 🔸Choosing the right growth path for your company 🔸The 10 growth paths to predictable growth 🔸How Salesforce uses the ‘optimise sales' strategy to boost growth 🔸Her book 'Growth IQ'- The best ways to drive your company's growth Enjoy the conversation.
Tiffani Bova is the Global Customer Growth and Innovation Evangelist at Salesforce. Her book: Growth IQ has been translated into seven languages, it was named a Wall Street Journal Bestseller and one of the top 5 books in Leadership and Strategy. She’s been named as one of the “Most Powerful and Influential Women in California”. She writes for HBR, Forbes and has been featured in articles from Bloomberg, The WSJ, Economist, Hoovers and USA Today.
Jonathan Leafe ran Strawberry for 27 years, a very successful Creative Marketing Agency, he then sold the agency and became a performance coach. He’s since helped many Digital Agencies, Marketing Agencies and Creative Agencies fulfil their full potential. Helping them turn minus EBITDA into positive success, double their turnover and more than double their profit, as well as going from having no retainer clients to 100% on retainer. We talk about: 🔸The most important principles for creating success 🔸The main problems agencies have and how he helps solve them 🔸The right time to start thinking about selling your business 🔸How agencies can structure their teams for success Enjoy the conversation. 🔸How to best divide your time as an agency owner 🔸The pandemic's impact on agencies and talent
Jonathan Leafe ran Strawberry for 27 years, a very successful Creative Marketing Agency, he then sold the agency and became a performance coach. He’s since helped many Digital Agencies, Marketing Agencies and Creative Agencies fulfill their potential. Helping them turn minus EBITDA into positive success, double their turnover and more than double their profit, as well as going from having no retainer clients to 100% on retainer.
Sophie Coyne and Megan Leppan are the co-founders of Raised by Wolves. A fascinating company at the nexus of corporate internal communications with brand advertising. Corporate comms for a long time has been stale but Megan and Sophie have big plans to change that by injecting some much-needed life into the space. We talk about: 🔸The problems Raised By Wolves solves for customers 🔸How to create effective and creative corporate comms 🔸How corporate communication is evolving 🔸What makes a great account handler 🔸How being a part of LAB Group adds business value 🔸Their process for getting great people into the business Enjoy the conversation.
Sophie Coyne and Megan Leppan are the Co-founders of Raised by Wolves, a creative communications studio focused on helping brands unsettle the ordinary in the corporate and sustainability space.
Perrine Farque, is the author of 'Inclusion', entrepreneur, keynote speaker and inclusion expert who empowers leaders to leverage diversity as their competitive advantage. Perrine was nominated as one of the TOP 50 most influential UK Tech women. She inspires and motivates leadership teams to embrace diversity and inclusion. As well as helping attract and retain top diverse talent. Perrine has worked with global leading companies such as Facebook, Microsoft, IBM and many others. We discuss: 🔸Why inclusion is the ultimate secret for an organisation's success 🔸How agencies can create true inclusion within their workspace 🔸What is an inclusive leader and how can we become better ones 🔸The difference between 'Culture fit' & 'Culture add' Enjoy the conversation.
Perrine Farque, is the author of 'Inclusion', entrepreneur, keynote speaker and inclusion expert who empowers leaders to leverage diversity as their competitive advantage. Perrine was nominated as one of the TOP 50 most influential UK Tech women. She inspires and motivates leadership teams to embrace diversity and inclusion. As well as helping attract and retain top diverse talent. Perrine has worked with global leading companies such as Facebook, Microsoft, IBM and many others.
Jim Houghton has over 25 years of international experience working with and within marketing and communication businesses on corporate finance, including M&A, exit planning, joint ventures, deal structuring, post-merger integration and earnout management. This is Jim’s second time on the show. He has had an amazing career from his time at Omnicom in the early 2000s, to BDO then to Results international where he advised many leading marketing services businesses. He’s advised on many deals for Waypoint Partners from We Are Social, Headland to 1000 heads. We talk about: 🔸The right time to sell your agency 🔸How to find a fair price & value your business 🔸The most surprising elements of selling a business 🔸Private Equity & the common misconceptions 🔸Why an agency should consider selling to a PE buyer 🔸The market impact from the pandemic - Are investors more cautious If you are interested in anything to do with M&A, then this is the podcast for you. Enjoy the conversation.
Jim Houghton has over 25 years of international experience working with and within marketing and communication businesses on corporate finance, including M&A, exit planning, joint ventures, deal structuring, post-merger integration and earnout management.
Assita Kone is a leading expert in marketing, sales, market penetration and PR with a robust background in tourism and hospitality. Her career with ONOMO Hotels, Mangalis Hotel Group & being a self-employed consultant has taken her all over the world, from moving to the inner city streets of Paris, to the UK, then onto the UAE, Abu Dhabi and now back to Ivory Coast where she is helping build the country's young people into the future leaders of the country. We discuss: 🔸International perspectives in hospitality 🔸Helping young people in Ivory Coast develop international career prospects 🔸How her international perspective strengthens career-building skills 🔸Living and working as a black female in the Middle East Enjoy the conversation.
Assita Kone is a leading expert in marketing, sales, market penetration and PR with a robust background in tourism and hospitality fields. Her career has taken her all over the world, from moving to the inner city streets of Paris, moving to the UK, then onto the UAE, Abu Dhabi and now back to Ivory Coast where she is helping build the country's young people into the future leaders of the country.
Chris Averill is an experienced entrepreneur, founder, author, leadership coach and mentor. He built and sold a hugely successful business and now helps others achieve their business goals. He founded WAE in 2003, a leading global service design company and sold it in 2016; to become a consultant, advisor and mentor. His new book: https://www.amazon.co.uk/dp/1838091807/ref=tsm_1_fb_lk (Build, Sell, Retire) is all about The truth about M&A and demystifying the M&A process. We discuss: 🔸How he turned his £1 Million+ dream into reality 🔸The unspoken truths about selling a business 🔸When is the best time to sell your business 🔸How to value your business & find the right price 🔸The significance of self-belief & having a goal If you are starting a business, growing one or thinking of selling then this conversation is for you.
Chris Averill is an experienced entrepreneur, founder, author, leadership coach and mentor. He built and sold a hugely successful business and now helps others achieve their business goals. He founded WAE in 2003, a leading global service design company and sold it in 2016; to become a consultant, advisor and mentor. His new book: https://www.amazon.co.uk/dp/1838091807/ref=tsm_1_fb_lk (Build, Sell, Retire) is all about The truth about M&A and demystifying the M&A process. If you are starting a business, growing one or thinking of selling then this conversation is for you.
Tom Perry is the Founder and CEO at Sherpa - a global, specialist, Channel agency. They manage Channel, Alliances & Partner programmes for global technology companies at any stage of growth. They have also developed and now operate the world's first Partner Experience platform, which they have built over the last 3 years, which technology firms use to drive revenue with their partners. Tom also speaks on Channel Marketing best practices, Go to Market for Tech brands and channel marketplaces. As well as being a Dad and ex-international water polo player. We talk about: 🔸 Why channel marketing is under-recognised & under-appreciated 🔸 Where are the best-untapped sources of value 🔸 How Sherpa's service offering has changed over time & where the company is today 🔸 The biggest changes implemented to enable agency change 🔸 How to refine the process of identifying the best people when recruiting 🔸 What do buyers and sellers typically underestimate
Enjoy the conversation.
Tom Perry is the Founder and CEO at Sherpa - a global, specialist, Channel agency. They manage Channel, Alliances & Partner programmes for global technology companies at any stage of growth. They have also developed and now operate the world's first Partner Experience platform, which they have built over the last 3 years, which technology firms use to drive revenue with their partners. Tom speaks on Channel Marketing best practices, Go to Market for Tech brands and channel marketplaces. As well as being a Dad and ex-international water polo player.
Andy Nairn is a Founding Partner at Lucky Generals, one of the most awarded and revered Ad agencies in the world. Campaign Magazine has named Andy the No.1 planner in the UK and one of the top 10 in the world. He has won more IPA Effectiveness Awards than any other planner, including 2005, 2007 and a 2010 Grand Prix. He is now a Fellow in 2010 and the IPA has named him one of the inaugural members of their Effectiveness Hall of Fame. Andy has created impactful work at AMV BBDO, RKCR/Y&R, Goodby Silverstein and MCBD. Clients include Amazon, Yorkshire Tea, Zoopla, Alpro, Co-Op, to name a few. Andy is also the author of the new book 'Go Luck Yourself', which presents 40 ways brands can stack luck in their favour. We talk about: 🔸How Lucky Generals stacked the odds in their favour to become a leading agency 🔸How to turn your agency's misfortune into fortune 🔸How to practice being lucky 🔸How to spot opportunities in places where you least expect them Enjoy the conversation.
Andy Nairn is a Founding Partner at Lucky Generals, one of the most awarded and revered Ad agencies in the world. Campaign Magazine has named Andy the No.1 planner in the UK and one of the top 10 in the world. He has won more IPA Effectiveness Awards than any other planner, including 2005, 2007 and a 2010 Grand Prix. He is now a Fellow in 2010 and the IPA has named him one of the inaugural members of their Effectiveness Hall of Fame. Andy has created impactful work at AMV BBDO, RKCR/Y&R, Goodby Silverstein and MCBD. Clients include Amazon, Yorkshire Tea, Zoopla, Alpro, Co-Op, to name a few. Andy is also the author of the new book 'Go Lucky Yourself', which presents 40 ways brands can stack luck in their favour.
Rob Da Costa helps SME agencies increase profits by working with management teams to set strategies and focus on the core activities that will make a difference. As well as a face to face and online coach, he also offers a group coaching programme: The Self-Running Agency. He is the author of a book by the same name and the host of the agency accelerator podcast. We talk about: 🔸 The importance of having a plan 🔸 How to build an agency that doesn't rely on you 🔸 The Importance of having a proper business plan & what to include 🔸 How should you spend your time as an agency owner Enjoy the conversation.
Rob Da Costa helps SME agencies increase profits by working with management teams to set strategies and focus on the core activities that will make a difference. As well as a face to face and online coach, he also offers a group coaching programme: The Self-Running Agency, he is the author of a book by the same name and the host of the agency accelerator podcast.
Paul Frampton is a customer & People-focused tech & marketing leader. He is the President of the marketing consultancy and agency Control v Exposed (CvE), which advises brands on Media Operating models, Martech/Data strategy & ‘Right Housing’ alongside providing data-driven activation and execution for all addressable media channels. Paul is also the host of the ‘Time for a Reset’ podcast. As well as being the former CEO of Havas Group in the U.K. & Ireland with 950 people and £85m revenue. He became EMEA CEO for disruptive B2B2C travel tech startup hi Inc (formerly Tink Labs) backed by Foxconn and Softbank. We discuss: 🔸How journalism lured him into media and marketing 🔸How to get the most value from your media budget 🔸How CvE helps their clients to achieve business goals 🔸How to engage customers when 'Advertising is a tax paid by the poor.' 🔸Inclusive leadership & Improving agency culture
Enjoy the conversation.
Paul Frampton is a customer & People-focused tech & marketing leader. He is the President of the marketing consultancy and agency: Control v Exposed (CvE), which advises brands on Media Operating models, Martech/Data strategy & ‘Right Housing’ alongside providing data-driven activation and execution for all addressable media channels. Paul is also the host of the ‘Time for a Reset’ podcast. As well as being the former CEO of Havas Group in the U.K. & Ireland with 950 people and £85m revenue. He became EMEA CEO for disruptive B2B2C travel tech startup hi Inc (formerly Tink Labs) backed by Foxconn and Softbank.
Jessica Hodgson is the Chief Client Officer at TIPi Group, a network of specialist agencies across Voice, Performance and Digital who are creating exceptional business results for their clients. Clients include the likes of Audible, Experian and Go-Compare to name a few. We have a deep conversation about the unique mix of agencies they have in the group and how client’s expectations have changed due to the pandemic. If you are interested in things such as: 🔸 What makes a great client services person 🔸 The role of account management 🔸 What goes into a world-class pitch for clients 🔸 Her perspective on Diversity and inclusion Then this episode is for you. Enjoy the conversation.
Jessica Hodgson is the Chief Client Officer at TIPi Group, a network of specialist agencies across Voice, Performance and Digital who are creating exceptional business results for their clients. Clients include the likes of Audible, Experian and Go-Compare to name a few. We have a deep conversation about the unique mix of agencies they have in the group and how client’s expectations have changed due to the pandemic. If you are interested in things such as: 🔸 What makes a great client services person 🔸 The role of account management 🔸 What goes into a world-class pitch for clients 🔸 Her perspective on Diversity and inclusion Then this episode is for you. Enjoy the conversation.
Felix Velarde is the author of the new book: https://scaleatspeed.com/ (Scale at Speed). He started one of the world’s first web design agencies, then had a high-profile twenty-year career as a serial entrepreneur CEO. In 2014 he retired as CEO of a marketing services group and headed off to Burning Man, he came back and started helping businesses scale fast. Many have gone on to become market leaders and several have sold, making their owners millions. Welcoming him back for the 3rd time on the show. We talk about: 🔸 How to scale your business at speed! 🔸 The importance of net profit 🔸 How 2Y3X can triple the size of your business 🔸 Why delegation is vital to growth 🔸 The significance of core values and how to set them Sharing more fascinating insight from Felix Velarde. Enjoy the chat.
Felix Velarde started one of the world’s first web design agencies, then had a high-profile twenty-year career as a serial entrepreneur CEO. In 2014 he retired as CEO of a marketing services group and headed off to Burning Man, he came back and started helping businesses scale fast. Many have gone on to become market leaders and several have sold, making their owners millions.
Nancy Hill, is a legend in the advertising industry being President and CEO of the 4A’s for over 8 years. She has personally led the 4A’s work on diversity and inclusion. For over 30 years she has worked directly with top-tier technology and digital media companies such as Cisco, Motorola, AOL and SiriusXM, to name a few. Nancy was recognized by Advertising Women of New York with its Changing the Game Award. She was named one of Advertising Age’s 100 Most Influential Women in Advertising History and was honored as a Woman to Watch by Ad Age. She also served on the board of The Ad Council, The National Advertising Review Council, The Digital Advertising Alliance, Advertising Self-Regulatory Council, and The Marcus Graham Project.
Nancy Hill, is a legend in the advertising industry being President and CEO of the 4A’s for over 8 years. She has personally led the 4A’s work on diversity and inclusion. For over 30 years she has worked directly with top-tier technology and digital media companies such as Cisco, Motorola, AOL and SiriusXM, to name a few. Nancy was recognized by Advertising Women of New York with its Changing the Game Award. She was named one of Advertising Age’s 100 Most Influential Women in Advertising History and was honored as a Woman to Watch by Ad Age. She also served on the board of The Ad Council, The National Advertising Review Council, The Digital Advertising Alliance, Advertising Self-Regulatory Council, and The Marcus Graham Project.
Luke Bozeat is the COO of MediaCom, he has over 20 years of experience working in media and communications. He has launched products, refreshed brands, led integrated agency teams and driven communication strategies across a vast array of areas from cars, booze, charities, finance to kids TV, hairdryers and holidays. He specialises in Media planning, Communication planning, Advertising, Agency integration, Social media. We talk about everything from, what the media landscape looks like today, how MediaCom, help brands see the bigger picture by offering advice that can sometimes end up taking money out of their own pockets. You may remember the campaign for the launch of Playstation 5 which was enormous and almost broke the internet last year. They were behind that. This is absolutely a must listen to conversation with a marketing leader who had a small part in building the biggest media agency in the world. We talk about what factors led it becoming the Goliath it is today. Enjoy the chat. ________________________________________________________________________________ This week’s episode of Agency Dealmasters is sponsored by https://www.accountinsight.ai/ (Accountinsight) Built for B2B marketers. Managed by B2B agencies Nominated Emerging Vendor of the Year at the B2B Marketing 2021 Martech Awards. AccountInsight helps you deliver targeted, tailored ads to high-value companies. Today’s B2B buyers decide digitally, and in teams of up to 40 people.You’re no longer marketing to one person, you’re marketing to whole accounts. That’s why smarter B2B marketers use Account Based Advertising.
Luke Bozeat is the COO of MediaCom, he has over 20 years of experience working in media and communications. He has launched products, refreshed brands, led integrated agency teams and driven communication strategies across a vast array of areas from cars, booze, charities, finance to kids TV, hairdryers and holidays. He specialises in Media planning, Communication planning, Advertising, Agency integration, Social media,
https://www.linkedin.com/in/ACoAAAkJk3cB4ObQhFQNy3nJGoEiDp1HI6MIRkQ?lipi=urn%3Ali%3Apage%3Ad_flagship3_feed%3BVeWZxnSwSN2NO4UG2izU1Q%3D%3D (Adetunji Paul) is the founder of https://www.linkedin.com/company/studio-blvck/ (studio BLVCK), a content company, and community committed to celebrating the untold stories of African artists, makers, and all-around creatives. He has an excellent new podcast called Bantu, a bi-monthly podcast where he tells stories of talented Africans. Adetunji talks about the challenges Africa faces with income inequality, infrastructure and inept leadership. But while these are real challenges, there is a generation of young Africans who see the world very differently from older generations of leaders and emphasize the arts and African creativity. If you are interested in the African creative landscape and what that might mean for your business, you will love this conversation.
Adetunji Paul is The Founder of studio BLVCK, a content company and community committed to celebrating the untold stories of African artists, makers and all-around creatives. He has an excellent new podcast called Bantu a bi-weekly podcast where he tells the stories of talented Africans, and the African creative industry. He is also the Growth Marketing Manager for Atomic, a B2B marketing agency in Ireland.
https://www.linkedin.com/in/ACoAAAAERXwB1sVqWdvAh5t-4CRcUJ9J5_el81Y (Christopher Engman) is the Co-Founder and Managing Partner of the https://www.linkedin.com/company/megadeals-advisory/ (Megadeals Advisory). He is the father of ABM and he invented IP targeting. He’s been involved in hundreds of ABM campaigns for Fortune 500 businesses. His methodology, Megadeals and his book and podcast by the same name is a playbook of how to do ABM properly and sell to complex organisations. We talked about: 🔸 What led to Megadeals 🔸 How B2B marketing has evolved 🔸 How to run effective ABM campaigns
I came out of the conversation significantly wiser and generally more well versed in ABM and how to sell multibillion-pound deals.
If you only listen to one Agency Dealmasters episode this year, this is the one for you.
Christopher Engman is the father of ABM, the author of Magadeals and an investor in sustainability and martech scaleups. He started in ABM in 2007 and has been personally involved in hundreds of B2B deals and several multi-billion pound deals. His Megadeals Advisory is assisting scaleups and Fortune 500 companies doing more and bigger Megadeals. Because of their size, scope, complexity, and status, megadeals are deeply meaningful to the mega dealers behind them. They present an opportunity to change the world for the better on a massive scale.
Jamie Devlin is responsible for B2B growth at Revolut and was one of the first employees at the business. He has a storied background having held senior roles at CitiGroup, Bain and Vodafone. Revolut is building the world’s first truly global financial super-app. Their 15 million customers around the world use dozens of Revolut’s products to make more than 100 million transactions a month.
Jamie Devlin is responsible for B2B growth at Revolut and was one of the first employees at the business. He has a storied background having held senior roles at CitiGroup, Bain and Vodafone. Revolut is building the world’s first truly global financial super-app. Their 15 million customers around the world use dozens of Revolut’s products to make more than 100 million transactions a month.
Riaz Kanani is the CEO & Founder of Radiate B2B. He has built global video ad networks that understood user behaviour, launched the first paid for cinematic movie online, exited Digital Oxygen to Silverpop (now IBM), helped build demand generation strategies (B2B) and engagement marketing strategies for companies across the globe. Today he is helping to build a better way to do B2B Marketing that increases both average contract values and the speed of closing contracts. With Radiate, he is using scaled account-based marketing to build awareness and accelerate deals through the pipeline.
Riaz Kanani is the CEO & Founder of Radiate B2B He has built global video ad networks that understood user behaviour, launched the first paid for cinematic movie online, exited Digital Oxygen to Silverpop (now IBM), helped to build demand generation strategies (B2B) and engagement marketing strategies for companies across the globe. With Radiate, he is using scaled account-based marketing to build awareness and accelerate deals through the pipeline.
Philip Gosney is Head of Global Marketing and Product Management at Maersk Drilling. It’s not often you hear people go from the legal profession into marketing. many would consider it a significant step down. He tells the fascinating story of how he went from being a lowly lawyer at the company to now running global marketing for Maersk, the multibillion pound drilling company. So it’s really impressive that he has since gone on to run some of the most impactful, demand and Account Based marketing campaigns that are outperforming all expectations. This is just a masterclass on ABM and all things account targeting. Stick around to the end of the show to hear my discussion with Thomas Lind, Chief Sales officer at Accountinsight reflecting on my conversation with Philip, ABM and Account targeting. If you are interested in anything to do with: ABM B2B marketing How to choose the right agency partner The business of Maersk Drilling, a really fascinating business.
You will find this conversation absolutely fascinating.
Philip Gosney is Head of Global Marketing and Product Management at Maersk Drilling. He has a background in law before moving over to marketing. Maersk Drilling supports global oil and gas production by providing high-efficiency drilling services to oil companies around the world. Their fleet of 23 drilling rigs is among the youngest in the industry and ensures the highest level of safety. They have over 3,200 highly skilled employees operating state-of-the-art drilling rigs and have done so for 40 years operating in some of the most challenging environments on the planet.
Monique Drummond is the Founder of Relish, an insights agency working with leading brands. Relish thrives on insight, innovation and impact. Their team is driven by a desire to deliver results that will drive growth for their broad range of blue-chip clients.
Monique Drummond is the Founder of Relish, an insights agency working with leading brands. Relish thrives on insight, innovation and impact. Their team is driven by a desire to deliver results that will drive growth for their broad range of blue-chip clients.
Andre Bloch is the Founder and Non Executive Director of Frank. They are one of the UK’s most respected and award winning PR agencies. Clients include 20th Century Fox, Aldi, Burger King, Coca Cola. We talk about how he built Frank from the early days of 2000 to where they are now in 2021 with globally recognised brands, too many agency awards to mention. We talk about: What factors go into making PR campaigns successful. The metrics he uses to measure the health of his agency His process of recruiting top talent.
This is just an absolute masterclass in business building, not just agency building. Andrew has such a detailed knowledge of the inner workings of successful businesses, you feel he could go into any industry or market and replicate the same success or even more. Did I mention, he was also Lord Sugar’s PR advisor for over 20 years, and he revels some things about Lord Sugar many people would be surprised by I think. He’s got a string of achievements as long as his arm and non of the hubris or ego that sometimes goes with great achievements. If you are interested in agency growth, new business, PR, talk-ability, M&A, then you will find this conversation to be absolutely fascinating, so
Andrew Bloch is a Non-Executive Director, Board advisor and consultant to several leading agencies and brands. He founded Frank, one of the UK’s most respected and award-winning consumer PR agencies. He’s been the official spokesperson and PR advisor to Lord Sugar for over 20 years and has handled the PR for all The Apprentice winners and their companies since the show started in 2005. Andrew is listed in the ‘PR Week Power Book' – 'The Definitive Guide To The Most Influential People in PR’ and is ranked as the most influential PR person on Twitter. In 2021, he was named one of the Top Ten Most Influential PR people by Buzz Sumo.
Emma Thompson is the Head of Agency Consumer Brands for Golley Slater. She has over 20 years of marketing agency experience across brand, pharmaceutical, shopper and retail. Golley Slater is a 60-year-old integrated national agency. They have over 170 sector specialists and discipline experts and have an average client tenure of 10 years with some of the best in the business including P&G, Coca-Cola, Mitsubishi, The Welsh Government, Npower. If you are interested in: 🔸 Agency positioning 🔸 Structuring your business 🔸 Talent and recruitment 🔸 Balancing work and family You will find this conversation to be absolutely fascinating.
Emma Thompson is the Head of Agency Consumer Brands for Golley Slater. She has over 20 years of marketing agency experience across brand, pharmaceutical, shopper and retail. Golley Slater is a 60-year-old integrated national agency. They have over 170 sector specialists and discipline experts and have an average client tenure of 10 years with some of the best in the business including P&G, Coca-Cola, Mitsubishi, The Welsh Government, Npower.
Raffaele Apostoliti is the President & CEO at Expandi Group. They are one of the biggest and most respected B2B agencies in the world. They serve brands like Microsoft, Microfocus, Samsung, IBM and Google to name a few. They employ more than 400 staff in marketing and operations and have a mission is to grow their clients business by building data-driven, performance-led and sales-oriented marketing programs. This is a masterclass in all things B2B marketing. He talks about how their services evolved as technology started eating the world and clients asked for more data and measurability. We discuss what clients are asking for these days How they are investing in their own technology by building their own analytics platform We talk about what the next stage in their growth is.
His energy and vision for the future of technology is fascinating and really energising. We go really deep into data and the future of creative ideas, brand building and so much more. Enjoy the chat.
Emma Robson leads the events team at Ingenuity across both UK and Dutch markets. She is also part of the Ingenuity Senior Leadership Team. Ingenuity’s B2B new business events provide creative agencies and tech businesses with an opportunity to get in front of engaged brand marketers they wouldn’t normally have the chance to meet.
Raffaele Apostoliti is the President & CEO of Expandi Group, a leading global B2B marketing agency serving many of the top B2B brands globally. Clients include Microsoft, Microfocus, Samsung, IBM, and Google to name a few. They employ more than 400 people in marketing and operations and have a mission to grow their clients' business by building data-driven, performance-led and sales-oriented marketing programs.
Paul Mellor is the MD (Masters of Decibels of Mellor and smith) If you are interested in how to make your agency and your work for clients stand out in a sea of sameness, then this is the podcast for you. This is all about the power of standing out and difference. He says, 89% of the work out there is ignored, and he shares some of the ways they stand out as an agency. They’ve done some breathtaking work and really punch above their weight as a creative firm. If you are interested in: 🔸 Building famous brands 🔸 How to make your creative work stand out 🔸 The lessons and pitfalls of growing an agency 🔸 How to find and hire the best talent out there You will find this conversation to be absolutely fascinating.
Paul Mellor is the Master of Decibels for Mellor & Smith. They make brands famous and say he’s the loudmouth at the company. They work with brands who know the power of difference, who want to light a fire and be memorable. Brands who want to be famous. Clients include: Amazon, Expedia, Emma Mattresses, Ikea and Bionic to name a few.
John Harris is the President and CEO at Worldwide Partners. He manages a network of 70 independent agencies who manage over $5 billion is worldwide advertising revenues. He started his career in the beer industry where he learned about marketing, branding and shopper marketing and adversing from the ground up, which gives him a very unique lens with which to view driving demand and growing brands. If you are interested in such things as: 🔸 The future of the networks 🔸 The priorities of CMOs 🔸 Advertising and creativity 🔸 B2B marketing We have a deep winding conversation about diversity in our industry and what he is doing about it. This is an absolute must listen to conversation with someone who is at the top of his game when it comes to all of the above.
John Harris is the President & CEO at Worldwide Partners, one of the world’s largest advertising and marketing communications network made up of 70 independent agencies in 40 countries employing 4,500 people. Clients include Lufthansa, Microsoft, Pfizer, McDonald’s, Amazon, 3M and Las Vegas Tourism. Worldwide Partners agencies manage over $5 billion (USD) in worldwide advertising expenditures. John has held senior roles in TBWA, The Integer Group, Smash Burger, Location 3 and Worldwide Partners. He believes that the best way to predict the future is to create the future.
Jenny Plant is the Founder at Account Management Skills. She set up Account Management Skills in 2010 with the intention of helping account managers in creative agencies grow their confidence with clients. We talk about: 🔸 What makes a great account manager 🔸 What the difference is between account management and project management and how agencies typically have one person doing both roles and why that’s such a mistake. 🔸 We discuss how she suggests structuring account teams. We also spend a lot of time talking about how account managers can become more commercially aware and drive a significant amount of growth for the agency by adopting high level sales skills. We both geek out about Anthony Iannarino who talks about the 4 levels of client value. If you are interested in anything to do with Account Management then this is the podcast for you.
Jenny Plant is the founder of Account Management Skills Training and is on a mission to help agency account managers and directors to develop sales skills earlier in their careers so they can become more commercially aware and confident in managing client relationships. She has 30 years experience in agency account management. She coaches agency account managers and directors through her Account Accelerator coaching programme, a 90 day step by step process to go from unpredictable project revenue to more predictable account growth. She also runs the fantastic podcast Creative Agency Account Manager.
Jason Megson is the Managing Director and Vice president at George P.Johnson. One of the leading experience agencies in the world. They have doubled the size of their business in the last 5 years. They've been around for over 100 years and work with the world’s top brands to deliver creative solutions and experiences. We talk about how to create experiences for B2B brands today and how they are applying principles the consumer world. He shares some fascinating examples. If you are interested in: 🔸 Delivering world class events 🔸 The future of experiences 🔸 Stakeholder managment 🔸 International expansion 🔸 Simplifying your strategic thought This is the podcast for you.
Jason Megson has had 21 years of marketing and events experience at some of the best independent and networked agencies in the UK and beyond including FCB, WPP and Ogilvy. He now runs George P Johnson a global experience marketing agency. For over a century they’ve been partnering with the world’s top brands to deliver creative solutions that make a real difference. Their ideas create impact, inspire audiences and grow business.
Robin Jaffray is the founding Partner at R&D Associates with Tim Doust. This is a masterclass on the new network agencies and growing brands. We talk about their growth planning & business development services, strategic leadership consulting. Robin has built a Stella career, starting at Leo Burnett in the 90s then onto McCann where he became global strategy director and worked on the Microsoft business, managing Xbox and Windows products. He talks about his 7.5 years with FCB Inferno helping to be part of their story. He has built a CV and career that is really impressive. If you are interested in such things as: 🔸 Alternative models to the traditional holding companies 🔸 What clients want from agencies today 🔸 How agencies can become an indispensable source of advantage for their clients
Then you will find this conversation fascinating.
Enjoy the chat!
Robin Jaffray is the Founding Partner at R&D a strategic business consultancy that helps creative businesses and brands develop and flourish. They offer growth planning & business development services, strategic leadership consulting, as well as a range of off-the-shelf solutions to in-housing, global insights, IP development and networking. They have also created a holding company proposition, without the holding company, connecting the agencies with though unique methodologies to provide brands with a bespoke, expert and solution-neutral resource.
Ricky Abbott is the President of Americas for Transmission. He works with clients across the technology sphere to help them link inbound, outbound, and marketing technology together to unify their marketing activity and identify the value it's delivering. He has worked with many large fortune 500 brands to build true revenue-generating marketing engines, whether that's combining brand with demand-gen or creating an account-based approach. This week's episode of Agency Dealmasters is sponsored by https://www.accountinsight.ai/ (Accountinsight) Built for B2B marketers. Managed by B2B agencies https://www.accountinsight.ai/ (AccountInsight) helps you deliver targeted, tailored ads to high-value companies. Because today’s B2B buyers decide digitally, and in teams of up to 40 people. You’re no longer marketing to one person, you’re marketing to whole accounts. That’s why smarter B2B marketers use Account-Based Advertising.
Ricky Abbott is the President of Americas for Transmission. He works with clients across the technology sphere to help them link inbound, outbound, and marketing technology together to unify their marketing activity and identify the value it's delivering. He has worked with many large fortune 500 brands to build true revenue-generating marketing engines, whether that's combining brand with demand-gen or creating an account-based approach.
Peter Czapp is the Co-founder of The Wow Company, an accountancy practice that specialises in working with growing agencies. Peter also co-founded The Agency Collective which is the world's best peer support community for agency owners and he also runs Benchpress which is the largest benchmarking survey of independent agency owners in the UK, and this year it has gone global. Take part in the BenchPress agency survey 2021 http://wowco.uk/benchpress2021 ( wowco.uk/benchpress2021) http://benchpress.uk.com/ ( benchpress.uk.com)
Peter Czapp is the Co-founder of The Wow Company, an accountancy practice that specialises in working with growing agencies. Peter also co-founded The Agency Collective which is the world's best peer support community for agency owners and he also runs Benchpress which is the largest benchmarking survey of independent agency owners in the UK, and this year it has gone global. Take part in the BenchPress agency survey 2021 http://wowco.uk/benchpress2021 ( wowco.uk/benchpress2021) http://benchpress.uk.com/ ( benchpress.uk.com)
Chris Hirst is Global CEO of Havas Creative – a multi-disciplinary marketing services group. After a decade in CEO positions, he has a proven track record of leading transformation. He believes in the principles of an open culture – where people are given permission to take risks and make mistakes. He is actively engaged in broadening the appeal of the advertising industry and sees diversity and social mobility as key factors in the future health of the creative industries. His book, No Bullsh*t Leadership was the Business Book Awards Winner for 2020 This week's episode of Agency Dealmasters is sponsored by https://www.accountinsight.ai/ (Accountinsight) Built for B2B marketers. Managed by B2B agencies https://www.accountinsight.ai/ (AccountInsight) helps you deliver targeted, tailored ads to high-value companies. Because today’s B2B buyers decide digitally, and in teams of up to 40 people. You’re no longer marketing to one person, you’re marketing to whole accounts. That’s why smarter B2B marketers use Account Based Advertising.
Chris Hirst is Global CEO of Havas Creative – a multi-disciplinary marketing services group. After a decade in CEO positions, he has a proven track record of leading transformation. He believes in the principles of an open culture – where people are given permission to take risks and make mistakes. His book, No Bullsh*t Leadership was the Business Book Awards Winner for 2020. This week's episode of Agency Dealmasters is sponsored by https://www.accountinsight.ai/ (Accountinsight) Built for B2B marketers. Managed by B2B agencies https://www.accountinsight.ai/ (AccountInsight) helps you deliver targeted, tailored ads to high-value companies. Because today’s B2B buyers decide digitally, and in teams of up to 40 people. You’re no longer marketing to one person, you’re marketing to whole accounts. That’s why smarter B2B marketers use Account Based Advertising.
Sherilyn Shackell is the Founder & Global CEO The Marketing Academy. They identify & develop exceptional talent in the field of Marketing, Media & Advertising. Their coaches and sponsors are leading CEOs, CMOs, Marketing Directors, Agency Heads from some of the biggest companies in the world. They include Salesforce, BT, KFC, Mars Wrigley, Accenture, ITV, Google, and Facebook. We talk about how Sherilyn convinced a global network of leaders to give up their time for free to help build future leaders of our industry. we discuss all sorts for fascinating things from how she learned about marketing and the world of agencies from the back of a napkin to setting up the marketing academy. If you’re interested in: What it’s like to have a network of some of the most influential marketing leaders in the world in your LinkedIn connections. How agency leaders should improve their culture within their businesses then you will find this conversation fascinating.
Sherilyn Shackell is the Founder and global CEO of The Marketing Academy, a unique 'not for profit' dedicated to inspiring and developing talented stars from emerging leaders to CMOs to become the leaders, Board Directors and CEOs of tomorrow. The Marketing Academy programs are highly-selective but totally FREE of charge.
Take part in the BenchPress agency survey 2021 http://wowco.uk/benchpress2021 ( wowco.uk/benchpress2021) http://benchpress.uk.com/ ( benchpress.uk.com) Charles Courtier is the Chairman at MSQ Partners and a legend in media and advertising. He’s been in the industry for 30 years and has had a fascinating career. He became the Global CEO of MEC (Wavemaker) for 14 years, responsible for 5000 people across 80 markets. Over that time MEC quadrupled in size and became a $1 billion business and one of the world's top 5 media agencies. This is a master class on all things media and advertising. He's also one of the nicest people you will ever meet. We discuss: 🔸The future of media and adverting 🔸The importance of Diversity and inclusion 🔸Mergers and acquisitions 🔸The future of the holding companies Enjoy the chat!
Charles has had a 30-year career in advertising. He initially wanted to be a 'suit' in any of the big ad agencies. But they all turned him down; repeatedly. Eventually, a small London agency, Connell May & Steavenson, offered him a job in the media department. He took it. From there he did get his 'big agency' break and joined Young & Rubicam. By the time WPP acquired Y&R in 2000, Charles was their EMEA Media Director. In WPP media was fully spun-out of the ad agencies and MEC (now Wavemaker) was born. Charles was the Global CEO of MEC for 14 years, responsible for 5000 people across 80 markets. He did that role for 7 years based in New York and for 7 in London. Over that time MEC quadrupled in size and became a $1 billion business and one of the world's top 5 media agencies. Charles was a founding member of GroupM. He left WPP in June 2017.
Take part in the BenchPress agency survey 2021 http://wowco.uk/benchpress2021 ( wowco.uk/benchpress2021) http://benchpress.uk.com/ ( benchpress.uk.com) Laurence McCahill is a Co-founder of The Happy Startup School. He is on a mission to inspire, empower and connect entrepreneurs and leaders that want to create lives and businesses rich with purpose. After running a digital agency for 10 years, Laurence and his co-founder have devoted themselves to realising their vision for The Happy Start-up School creating experiences, programs and an accidental community of like minded people. Enjoy the chat!
Laurence McCahill is on a mission to inspire, empower and connect entrepreneurs and leaders that want to create lives and businesses rich with purpose. After running a digital agency for 10 years, Laurence and his co-founder have devoted themselves to realising their vision for The Happy Start-up School creating experiences, programs and an accidental community of like minded people.
Take part in the BenchPress agency survey 2021 http://wowco.uk/benchpress2021 ( wowco.uk/benchpress2021) http://benchpress.uk.com/ ( benchpress.uk.com) Jonathan Trimble is the CEO of And Rising. They work with the world’s fastest growing scale-ups, helping them to become universally loved brands of tomorrow. He has some strong opinions about the future of brands. He says ‘five years from now, we won’t recognise most of the brands we see as universal’. This is a deep dive conversation into the state of the traditional advertising agency model, why he made the pivot to this new creative capital model. If you are interested in things such as: 🔸 Creative capital 🔸 Building scale-ups 🔸 The state of advertising and media today 🔸 Venture capital in the agency space You will love this conversation!
Jonathan Trimble is the CEO of And Rising, a creative partner to the world's fastest growing scale-ups, helping them to become universally loved brands of tomorrow.
Take part in the BenchPress agency survey 2021 http://wowco.uk/benchpress2021 ( wowco.uk/benchpress2021) http://benchpress.uk.com/ ( benchpress.uk.com) Kate Kallot is the Head of Emerging Areas at NVIDIA, the largest AI company in the world. She builds large complex AI ecosystems and developer communities to drive forward innovation focused on solving real-world problems. Kate believes in the power of AI to drive social change. Using tech innovation she aims at helping accelerate economic development in emerging markets. She has won multiple accolades throughout her career being named: 🔸Business Insider Top 100 Transformers 2020, 🔸VentureBeat Women in AI Rising Star in 2020 🔸CES ‘Best of Innovation Award’ 🔸China AI Industry Innovation Alliance ‘Most Remarkable Product Award’ in 2018. If you are at all interested in: 🔸The power of AI to drive social change You will love this conversation!
Kate Kallot is the Head of Emerging Areas at NVIDIA. She builds large complex AI ecosystems and developer communities to drive forward innovation focused on solving real-world problems. She believes in the power of AI to drive social change. Using tech innovation she helps to accelerate economic development in emerging markets. She has won multiple accolades throughout her career being named Business Insider Top 100 Transformers 2020, VentureBeat Women in AI Rising Star in 2020, the CES ‘Best of Innovation Award’ and the China AI Industry Innovation Alliance ‘Most Remarkable Product Award’ in 2018.
Take part in the BenchPress agency survey 2021 http://wowco.uk/benchpress2021 ( wowco.uk/benchpress2021) http://benchpress.uk.com/ ( benchpress.uk.com) Patrick Collister is the former Executive Creative Director of Ogilvy & Mather UK. In 2013 he became creative director of The ZOO, Google's client-facing creative think-tank. He is also the author of How to use innovation and creativity in the workplace. He is now a Non-exec CD at Ad-Lib. The only UK based Google Creative Marketing Partner. Patrick is also a curator of The Caples Awards. If you are at all interested in things like: 🔸 Brand building 🔸 Creativity 🔸 And what makes agencies like Ogilvy special You will love this chat! Take part in the BenchPress agency survey 2021 wowco.uk/benchpress2021 benchpress.uk.com
Patrick Collister is currently a non-exec creative director at tech start-up Ad-Lib. He was previously creative director of Google ZOO (NACE). He has also been ECD and Vice-Chairman of Ogilvy and Mather.
Take part in the BenchPress agency survey 2021 http://wowco.uk/benchpress2021 ( wowco.uk/benchpress2021) http://benchpress.uk.com/ ( benchpress.uk.com) Katy Howell is the CEO of immediate future. She has run the company for almost 17 years where everything they do is underpinned with social data. Campaigns are built around four main skills to break the social boring: If you are interested in anything to do with: 🔸 Social media 🔸 The issues that divide us 🔸 How to spot trends coming 🔸 The rollercoaster of building an agency over 20 years We also discuss diversity and inclusion in the agency community, after the murder of George Floyd and a lot of people were posting black squares as a show of support, she went the other way and posted the most emotional and passionate video on Linkedin that was so real, bold and quite vulnerable for any agency owner. It got a lot of support on social but really scary to put yourself out there as an independent business owner. We had a deep honest conversation about the race and the challenges that affect us in the marketing industry. She goes from winning Sony EMI for 1.5 million to the 2008 crash. She talks about her mistakes working too much on the business and not enough on family, over reliance on one client. This is truly a masterclass in building an Indi businesses over what is now a 20 year career. Enjoy the chat! Take part in the BenchPress agency survey 2021 wowco.uk/benchpress2021 benchpress.uk.com
Katy Howell is the CEO of Immediate Future. She has run the company for almost 17 years where everything they do is underpinned with social data. Campaigns are built to break the social boring and hit the social sweet spot with your customers.
Andrew Wilkie is a board Director at Touch Associates. He spent around 20 years at Saatchi and Saatchi and became Managing Director at GUM the branded content division creating some breathtaking films, TV documentaries, events and music. He started his career when advertising was still adverting, not the watered down version we have today. He started in the industry in 89 when the Berlin Wall came down and worked at the legendary Saatchi and Saatchi when it felt like nothing was impossible and you were only limited by the power of your creativity. This is a masterclass on: 🔸 Branding 🔸 Finding a brands place in the world 🔸 Diversification due to covid 🔸 The evolution of live events in lockdowns 🔸 The importance of bravery to create truly great work This was just just a great conversation from someone who has seen it all when it comes to branding and creative work. It was such a pleasure speaking with him. Just such a down to earth, funny and charming guy. Enjoy the chat
Andrew Wilkie is a board Director at Touch Associates. He spent around 20 years at Saatchi and Saatchi and became Managing Director at GUM the branded content division creating some breathtaking films, TV documentaries, events and music.
Kimi Gilbert is the Managing Partner for The Future Factory. They are one of the UK’s leading business development consultancies. They work with Creative, Comms and Digital agencies. Since 2011, they have helped to shape the future of more than 300 agencies, contributing to new business wins in excess of £100m. Kimi is a fascinating person with the most interesting career path, which gives her a very different perspective on the industry. We discuss what every creative business wants to know: 🔸 What emails to send to prospective clients 🔸 What time of day to send them 🔸 How long emails should be 🔸 Effective email subject lines. We also talked about: 🔸 What the market looks like for agency new business today 🔸 What our strategy should be through 2021 🔸 How to stand out from the crowd 🔸 Which brands are spending money Enjoy the chat
Kimi Gilbert is the Managing Partner for the Future Factory. They are one of the UK’s leading business development consultancies. They work with Creative, Comms and Digital agencies. With a mix of lead generation, board level coaching, market insights and consultancy, they help to make the future more predictable for agency Owners, Founders and Directors.
Abeed Janmohamed is the founder and Director at VOGL. He is an experienced C-Level Executive & Board Member with a demonstrable history of working with startups and high growth businesses. He has extensive experience in Business Development, Revenue Operations, Commercial Strategy, Pricing and Investment Strategy. Experience across AdTech, Martech, Blockchain, IOT, Sport Sponsorship and Information/Data Security. We discuss: 🔸How to value a business 🔸Who the best buyers are out there 🔸How to build a team 🔸The power of data to transform businesses. 🔸How to ensure the future growth of your business Enjoy the chat
Abeed Janmohamed is the founder and Director at VOGL. He is an experienced C-Level Executive & Board Member with a demonstrable history of working with startups and high growth businesses. He has extensive experience in Business Development, Revenue Operations, Commercial Strategy, Pricing and Investment Strategy. Experience across AdTech, Martech, Blockchain, IOT, Sport Sponsorship and Information/Data Security.
Chris Kemp is the owner of Ingenuity, a new business consultancy for agencies and brands, specialising in lead generation, new business events, pitch management, brand partnerships, PR and content. Agency clients include BBH, MCcann, Weber Shandwick and they have also worked with a number of leading brands, including Sainsbury’s, EE, Amazon, Aldi, Nestle, Loriel, SKY, Wilkinson and Coca-Cola. We discuss: 🔸 How agencies win new business today 🔸 What brands are looking for in an agency partner 🔸 Running events in a pandemic 🔸 Agency specialisms & disciplines Enjoy the chat
Chris Kemp is the owner of Ingenuity, a new business consultancy for agencies and brands, specialising in lead generation, new business events, pitch management, brand partnerships, PR and content.
David Van Schaick is the CMO of The Marketing Practice, one of the leading global B2B marketing agencies in the country with revenues over £17 million. They have over 180 people and run global marketing programmes for the likes of Microsoft, O2 Telefonica, Xerox, Salesforce and Citrix. David has really a fascinating background not only academically but also professionally. He starts his career as a copy writer in 2005 and he joined at the right time because from that point on, growth really took off. They were ranked number 3 in the fastest growing UK B2B agencies and number 9 in the fastest growing US B2B agencies. The arc of his career tracks the development of behavioural science and behavioural economics and how that discipline has been adopted by the marketing profession and made popular by books like Thinking Fast and Slow, Daniel Khanneman and predictably irrational, Dan Ariely. From that point of view he's a marketing purist and talks about the importance of B2B marketers taking brand far more seriously than they have been so far. If you are at all interesting in: 🔸 Brand vs demand 🔸 Account based marketing 🔸 Behavioural science in B2B marketing Enjoy the chat
Register for my ClientSide webinar Wednesday 9th December 3pm: Will B2B sales ever be the same again? Guests include Brent Adamson - VP at Gartner & author of Challenger Sale and Challenger Customer Marie Bergfelt - Head of Marketing Portfolio & Communications at BOBST Geoff Phillips - Former Head of Marketing at Sage
Tamara Littleton is the founder and CEO of The Social Element. They are a 300 person global social media agency providing social media solutions to some of the world’s biggest brands including Diageo, Toyota, Mondelēz, HSBC and Nissan. She founded the company in 2002, pre Facebook. By 2017, they had become the largest independent social media agency with the biggest global reach of anyone in this space. She also runs sister company Polpeo, that provides a unique crisis management platform. We discuss: Building first online communities Bootstrapping a 300 person agency "The Social Dilemma" Crisis management for brands
Enjoy the chat
Ryan Hall has built a career transforming how B2B sales is done and how sustainable pipelines are built. He is the Growth Chief Officer at The Zeitgeist and has held leadership roles in, Karmarama, Accenture and http://wearethink.com/ (TH_NK). Including two successful exits. He also works with a range of B2B businesses and has sold and supported over £100m of deals in his career. He is currently working with Territory Studios, who Motion graphics and screen effect, Marvel movies, Spiderman, Ex Machina, Blade Runner 2049 We discuss: How to win new business with 'Slow Selling' Mobile app development Growth Strategy for B2B brands Selling to Karmarama and Accenture Interactive
Enjoy the chat!
Ashleigh Ainsley is the co-founder of Colorintech.org and Black Tech Fest. A fascinating organisation around increasing access, awareness and opportunities to underrepresented groups in the technology industry. You may have heard of one of two of their partners like: Google, Facebook, Microsoft, Deepmind, JP Morgan, Box, Tiki’s Tok, WPP, just go down the list…. We discuss: Equal access to opportunity
Start ups Working for Google
Lack of diversity in tech
Black Tech Fest 2020
Enjoy the chat
Jeremy Harvey founded Clarity in 2005 with his business partner and long time collaborator Chris Morris. Deriving from larger agency backgrounds, Clarity was formed to be a different kind of agency, with a more focussed hand picked team built around specialist sectors and with a passion for creating clear, motivating communication that cut-through in this increasingly noisy marketplace. Their clients have included: Premier Inn, Europcar, Volkswagen Group, Jaguar Land Rover, Ideal Standard, Parker UK, NUS, The Restaurant Group, Homebase, TGI Friday's, Wilkinson Sword, Interserve, ISS, Radisson and Whitbread. We discuss: Brand building
Insight
Creativity
Growing agency businesses over a 30 year career
Enjoy the chat
This week on the podcast, we have a very special episode. Episode 100! And if you are at all interested in what Agency Dealmasters does and where it’s going, then you will find this conversation fascinating. This time the tables are turned and we get our awesome editor Chis Blaszczyk to interview me. I just want to say firstly, thank you so much for listening, subscribing, and supporting us so far. This is number 100 and it’s crazy to think how far we’ve come. We started the podcast on 20th January 2019. It’s been the greatest learning experience of my life and it’s been so awesome and humbling to speak to so many of you listening. We have such an amazing community here at Agency Dealmasters and it’s only growing. Looking back on the last 100 episodes, it been just a tsunami of knowledge shared and wisdom on not just how to grow an agency business, or any business for that matter but we’ve learned so much about life and success and failure, how we should think about all those things. My favourite part of the show is when we get the business out of the way and I ask the questions I really want to ask about their favourite books, mentors, Netflix or Amazon, lessons for young people and what they know now looking back on their careers. Nothing that I’ve done in my life has made me grow as much as this has. I’ve made some awesome friends along the way and built an amazing business in the process which you will hear more about in the show. We’ve had thousands of downloads, we’re live in 51 different countries. I know business has been done on the back of the podcast which makes me really happy. It’s just been a lot of fun. Because it’s number 100 we thought we would change things a bit and get Chis Blaszczyk our awesome editor and just general badass to interview me. I’ve known Chris for years and he’s recently joined the company. We met at a boxing gym, he’s super fit, but like me he’s all about personal and professional development, reads a lot, listens to podcasts and he’s on his own growth journey. Her was super nervous when I suggested this, but after he thought about it for a while he came back and agreed to do it, which I appreciate because this is way out of his comfort zone. But as I’ve discoed over 100 episodes, these uncomfortable things are the things that force you to grow. And he has grown so much in his little time here and I can’t wait to see how much more he grows here. I just want to say again, thank you, thank you, thank you for all your help and encouragement and support and listening. We haven’t put any paid behind this at all so it’s all come from you telling your friends and colleagues about the show. So I really appreciate it. We’re building something truly amazing here at Agency Dealmasters and I’m really grateful for your support. Here’s to 100 more. Enjoy the chat.
This week on the podcast, I have an extra special guest, Stuart Bradbury is the Managing Director of Avantgarde. If you are at all interested in how to create world class global brand experiences for the likes of Mercedes/BMW, Porsche, Samsung and other global brands then this is the podcast for you. They worked with Samsung on the Olympic torch relays for London 2012. Where they had a Million of people in the streets with the torch. Worked for Porsche at Le Mans. We discuss the highs and lows of winning new business. Growing a pioneering global brand experience agency His hiring process How to expand internationally, how to do it and the pros and the cons.
Enjoy the chat.
Book your tickets for 7 priorities for rapid profitability and cost reductions for agencies Joe Hine is a Partner at SI Partners Global He has been involved some of the biggest deals in the creative services space. He was involved in the sale of Velocity Partners' stake to Next 15. The sale or 'All of us to BCG' and the sale of Market Gravity to Deloitte. He is uniquely qualified to talk about the M&A experience in 2020. With the FT and other publications in the summer talking about lockdowns in global dealmaking, Joe’s firm has seen the opposite. They’ve gone to market 8 times since March, all have been achieved without face to face meetings. This is just a masterclass in all things concerning dealmaking for creative services firms. If you’re interested in anything to do with M&A in during COVID-19 then this is the podcast for you. Enjoy the chat. Book your tickets for 7 priorities for rapid profitability and cost reductions for agencies
Book your tickets for: 7 priorities for rapid profitability and cost reduction for agencies. He holds no punches, he says; ‘B2B marketers have lost their way, they have chased the money and jumped on the thought leadership bandwagon'. We discuss: Why the main objective of agencies is to create fame for their clients. In his opinion, nothing is more important than that fame metric which creates memorability, preference and ultimately buying behaviour. They not only back this up with hard data from Binet and Field, but it’s also born out of their results for clients like Rockwool, Micro Focus, EY and Yell which have resulted in multiple awards wins. If you are interested in: The importance of brand and Fame in B2B marketing then you will find this conversation absolutely fascinating. Book your tickets for: 7 priorities for rapid profitability and cost reductions for agencies
Book your place for the free webinar 7 priorities for rapid profitability and cost reduction for agencies James Collis is the founder and managing director of Revere agency. A phenomenally successful insight-driven B2B marketing agency with clients like Avanade, VMware, Worldpay and Sitecore. We discuss, what it takes to build a world-beating technology agency and what mistakes to avoid along the way. He founded his first agency, Second2 in 2001 and built it to be one of the most successful B2B Marketing agencies in 2011 and later sold the business to an AIM-listed group. But realised they short-changed themselves and in his words, he‘learned how not to sell a business’. If you are interested in: How they built Revere in just 6 years B2B technology trends How they attract top talent to work at the agency
We also talk about what’s important now to attract an increasingly purpose-driven, socially motivated millennial workforce who are less interested in financial incentives and are increasingly concerned with social issues of race and inequality. If you are interested in any of that then you will find this conversation to be absolutely fascinating. Enjoy the chat. Book your place for the free webinar 7 priorities for rapid profitability and cost reduction for agencies
Chris Bagnall is the founder and CEO of Transmission Agency They are in the top 5 B2B only international agencies in the world. and just in case you were wondering, that list of 5 starts at above 25 million US dollars. They’ve been either the first or second fastest growing B2B agency HQd UK for the last 4 years in a row. They are the 42nd fastest growing business in the UK, according to the FT. Their goal is to become the biggest, most respected B2B comms group in the world. They’ve done this with all organic growth, no investors. We discuss: why shouldn’t name a business after yourself is the best model a Full-service agency or specialist agency How B2B marketing has evolved and just so much more
Enjoy the chat.
David Crawford is the founder of the Digital strategy unit. If there is anyone who can bring us to date and give us an accurate account of the lessons and learnings from the last 6 months, it’s David Crawford. He has actually written an excellent piece related to this on LinkedIn called 6 from 6. The link is in the description. A couple of interesting highlights from his post: 1. The steering wheel is more important than the accelerator 2. Don't Do One Thing Well - Do It Brilliantly! 3. There really isn’t any room for passengers We talk about: The shock and awe of the early days and how the best agencies responded. Confidence is rebounding The importance of Cash in the bank Reevaluating office space. Do we actually need all that office space? Client relationships - the deeper and stronger relationships with your clients the better - trusted partner status. We learned a lot about our people - who adapted well and who didn’t.
Probably the biggest learning has been, Jim collins or Blair Enns philosophy of being really clear about the services we offer and the markets that we serve. If you are interested in any of that stuff then you will find this conversation absolutely fascinating. Enjoy the chat
Mandy Merron is a partner at Moore Kingston Smith. They are one of the Uk’s leading accountants and business advisors, with over 500 employees and 60 partners. Their network spans 30,000 people across 100 countries. They have been around since 1923. Mandy now runs the media business which is now over 100 people. If you are remotely interested in: Growing your services firm, value prop, new business M&A Recruitment of top talent The key stages of growth in creative services firms What we learn from other recessions that we can apply now
We go really deep into how to win new business, she spends a lot of time talking to clients about their value proposition and finding the right TRIBE of client. She has some fascinating ideas on how to win new business. She says new business is really an attritional process, you need to keep delivering it day in day out. If you’re interested in any of that then this is the podcast for you.
Karish Andrews is a Partner at Lewis Silkin a top 100 Uk law firm, he also spent 3 years at the Magic circle firm Freshfields Bruckhaus Deringer. We discuss: Agency M&A Building value back into your business Who’s buying all the creative services firms today Diversity and inclusion in the legal profession
Modestly, he says wasn’t talented/creative enough so he became a lawyer. The goal of Lewis Silkin is to become the best employment law firm in the UK and to become the Best firm for clients in the creative industries. We also discuss: Pre COVID it was a seller's market How EBITDA and profitability has gone down for many agencies Uncertainty in the market, not only COVID but Brexit which hasn’t been discussed, Trump reelection, China trade war The impact of COVID 19 on Lewis Silkin Why some deals don't go according to plan The importance of leadership and culture.
He talks about D&I in the legal profession and says, if we imagine we’re scaling a diversity mountain, gender diversity would be at basecamp and ethnic diversity would be in the distant foothills. We talk about the issues with accessibility in the legal profession which is a massive issue in the magic circle firms He talks about racism still being an issue in the UK. His mother was racially abused on a bus in leafy west London. Its an area quite close to his heart because his grandfather was involved in the fight for freedom in apartheid South Africa. Enjoy the chat.
Ben Scoggins is the managing director of Organic Agency. He spent the early part of his career in some of the most prestigious agencies in the world. Y&R, DDB and Ogilvy. He now runs organic a 50 person agency in Exeter south Devon and delivers fantastic work for clients like HSBC, Argos and the Body Shop, just go down the list of iconic brands. He spent the first few months in the role narrowing in on a compelling client proposition, developing the culture and hiring amazing talent. which we discuss at length because its such a crucial part of any agency’s value. We talk about everything from: The differences in cultures when he interviewed for BBH, Abbott mead Vickers (AMV), and BNP now Adam and Eve DDB. it was fascinating to hear how different they were from each other and how the agency’s tone and culture is set not so much by the leadership team or the employees but actually your client. because the culture your client has flows both ways. We talked about his hiring strategy: The 5 hours on a train test. Is this someone you want to sit next to on a train for 5 hours? His time at one the Meccas of agencies, Ogilvy. Going from an agency of 300 people in Ogilvy to Red Bee Creative an agency with just 50 people. we talked about whether or not we need to be in London anymore? the difference between Regional agencies and London agencies in terms of attracting clients and talent. If you are at all interested in any of those things then you will enjoy the conversation. Enjoy the chat.
James Cross is a parter at the Global Law firm K&L Gates. He is a deal junkie and loves the rush of M&A. He loves helping founders and owners sell their businesses and build some close and long-lasting relationships in the process. He spent 7 years at Reed Smith where he helped build out their private equity practice The creative services space is generally not the most attractive to investors because they like things like recurring revenue, low customer concentration, less reliance on individuals generating revenue for the company. But for those investors that really get the creative services space, they seem massive opportunities for the right kinds of businesses. We discuss all things agency and creative services but also other sectors outside creative services that are attractive to investors. Data business in the food sector, Logistics, Food delivery, edtec, Medtech, Fintech. And Facilities management businesses and cleaning businesses are now sexy. If you are remotely interested in: What buyers are looking for when buying creative services businesses How to build value back into your agency because of the losses from COVID 19. The good and the bad sides of selling your business
Then this is the conversation for you. Enjoy the chat
Nick Clark is the Managing Director of Nelson Bostok. After being with the business for over 20 years and MD for 7, there is very little he doesn't know about growing B2B technology brands. Toshiba has been a client for 30 years, Cannon for 18 years. We discuss: How they got over the tricky £4 and £5 million turnover barrier. They introduced new business process, hired some amazing people, added an integrated offering which gave them the skills of account-based marketing, marketing automation, attribution, they also made some smart acquisitions. This is a masterclass in helping clients grow and achieving their own agency business goals in the process. They’re one of those agencies whose name keeps popping up from time to time but you don't know too much about. except that they’ve got some amazing clients and keep showing on the top B2B agencies list. they don’t shout about themselves a lot, they fly under the radar but continue to produce great work. Enjoy the chat.
David McQueen is the co-founder of Q-Squared. He is an expert in leadership communication, workplace culture and presentation skills. He consults and speaks with senior leaders all over the country including, a certain Sir Richard Branson. We discuss the challenges for all minorities as they climb their professional careers in the UK but David pays particular attention to the challenges facing black professions. He sites that across 800 partners in the top 5 law firms in the UK only 4 are black. 3 of those 5 are not British born. Of the top 4 consultancies, EY, Deloitte, PWC and KPMG of 1500, only 27 are black. He says this is not about ticking a box, UK corporations have promised opportunity that for those that get on, work hard, they can do well but many have not followed through on their promise and are failing a lot of black and ethnic minorities. This is just such a fascinating conversation concerning everything from the fall out of events of recent months and back lives matter to everything else in between. If you are interested in anything to do with: Race and Diversity in our profession and what to do about it.
Deepa Shah is a rockstar in the world of corporate finance for creative businesses, having worked within two of the largest global advertising holding groups in the world. she was the CFO for Omnicom Emea and Apac for 13 years before becoming CFO for Publicis Sapient. She’s got an incredible history of being a tremendously successful financial advisor to agencies in a number of different areas. Incredibly knowledgeable about the sort of thinking that has generated a lot of money for creative businesses of all shapes and sizes. She’s pretty much held every role in finance its possible to hold. This is actionable advice from an award-winning veteran in agency land. It’s about taking already solid working businesses and making them that much better and when you hear some of the businesses she’s been involved with you will really understand this. She talks about her initial blindness to the disparity of minorities and women for a long time because she was so head down focused on her own work but when she finally realised the problem she had to do something about it. If you are remotely interested in: How to grow your bottom line How to make your business stronger to wether COVID 19 Diversity and inclusion of women and minorities in the creative space.
Then you will find this conversation absolutely fascinating so without me keeping you in suspense any further, my conversation with Deepa Shah.
David Hieatt is is the Co-Founder of Hiut Denim. He also founded Howies, the outdoor clothing company in 1995 which he later sold to Timberland In 2008. Howies was cited as the 6th most 'recession-proof' company in the UK at the time. we could all use some of that wisdom right now. We discuss: His start in the ad agency world, he got frustrated because he didn’t want to sell sugar water anymore and wanted to do something with a bit more meaning. The reason why people spend their whole lives making a billion dollars then spending the rest of their lives giving it away is that they didn’t get any meaning from making it in the first place. We talk about how people get seduced by fast growth. everyone’s in a rush to build a business quickly and take VC money. His advice is to build something slowly. you’re not gonna build anything with any great significance quickly. We also discussed: How he built Hieat denim with a simple email newsletter. His books, mentors, successes and failures. This is a masterclass in business growth. Stick around for our favorite questions at the end where he talks about his mentors Paul Arden. If you only listen to ONE podcast this year. This is the one for you. Enjoy the chat.
Lucy Snell is the co-founder of Cherry a new business and marketing consultancy for digital agencies. She’s helped agencies win new business for over 20 years. This was a tour de force conversation covering all things new business. We discuss everything from: The process of winning new business How to build a strong pipeline selling in this environment hiring new business people How to use social selling Why we’re so scared of picking up the phone
She’s helped win business in pretty much every sector both in the UK and globally. I've worked with all types of creative agencies, across every discipline, of all shapes and sizes from global networks to start-ups. She has helped win business with big brands such as Rolls Royce, AstraZeneca, Aviva, Channel 4 and SAS as well as smaller, challenger brands. Lucy also created The Agency Growth Academy which is a hybrid online training programme teaching agency owners how to do new business themselves. It’s aimed at smaller agencies that can’t afford to hire someone. Enjoy the chat.
Aaron Ross is the Co-CEO PredictableRevenue.com, keynote speaker, author "Predictable Revenue and From Impossible To Inevitable". He is an inductee to the sales hall of fame and Dad of 9. He now lives in Edinburgh. If you’re even remotely interested in: Sales Winning new business Getting attention in a crowded marketplace Lead generation Entrepreneurship writing books Having 9 children
This is the podcast for you. He was the CEO of an unsuccessful company that failed because he didn’t have an understating of sales. He hired a VP of sales and abdicated responsibility instead of delegating. He went to salesforce so he could learn sales properly and that’s where his career took off, two best selling books later and a multi million pound company. he’s the definition of failing your way to success. Enjoy the chat.
Jessica Manintire and Natalie Moores are the co-founders of a fantastic communications agency called Mac & Moore. Where do I start, in 2016 on the back of the doom and gloom of Trump, Brexit, they really wanted to see a change in the world so they set up the agency. They were in-house at agencies before and worked with a tech startup that failed, and at that point, they joined forces and decided to do something a little bit different. About 3/4 of the way into the interview Jess quotes an author who says, i’m completely happy when my brain, heart and gut aligns and I think you’ll hear that come through in their stories. They truly live their purpose and have built an amazing business around it. We discuss everything from: What profit and purpose actually means How to get purpose right Black lives matter Why female founders need to be more resilient that their male counterparts. Launching a business in 2016, although 2016 seems calm and uneventful by 2020 standards
If you are remotely interested in, Making the world better, then you will find this conversation to be absolutely fascinating, so without me keeping you in suspense any further, my conversation with Natalie Moores and Jessica Macintyre.
Bernadette Jiwa is a recognised global authority on business philosophy and the role of identity and story in business, innovation and marketing. She is the author of several best-selling books on marketing and brand storytelling including: Make your ideas matter, the fortune cookie principle, marketing a love story and her latest book, Story-driven, you don’t need to compete when you know who you are. It was just an absolute pleasure speaking with her, I've followed her work from afar for a long time. we talk about everything from: How to create stories that move people Creating meaning in people lives How brands like Iceland, Air BnB and Mecca create the best stories we can all learn from.
Seth Godin says she’s one of the greatest marketing thinkers of all time. If you are at all interested in: How to create better marketing communications then you are going to find this conversation absolutely fascinating.
Tim Doust has been in the Media & Marketing industry for over 30 years, his biggest achievement to date has been launching Inferno (one of London's leading integrated agencies). They have now been merged into a global network. Their belief is: 'The world needs more interesting' will still remain the same but they now have the support of 150 countries behind them. Their main goal is to make their clients' business grow and flourish. He is now the co-founder of R&D and Pablo, helping brands with a broad spectrum of brand, business and growth strategy, and leadership consultancy challenges, setting the business on the path to a defined future outcome.
Martin Palethorpe is the founder and executive coach at the Pragma Group, they are a team of high-level Executive Coaches & Consultants, working with CEOs and CxOs. He is passionate about inspiring and challenging CEOs to be better leaders, to achieve their potential building healthy high-performing teams & organisations. His teaching about the Human Mind is at the core of his work. He’s also an adventurer, having raced to the north pole and run across deserts.
If you saw the video of the brutal murder of George Floyd recently, you felt saddened and shocked that these things are still happening in 2020. Our industry has an opportunity to respond to the brutality that is sadly still with us and begin to change things. Agencies communicate on behalf of brands which means we can actually affect some kind of positive change, but a lot of that change has to begin at home with ourselves. Diversity and inclusion is still a massive problem in our industry and that’s why my guest this week is Asad Dhunna Founder of the Unmistakables an award-winning consultancy that creates a world of opportunity from diversity. This interview was recorded before the tragic incidents but i think it’s relevant to release now. They are: Best new agency as rated by Oystercatchers Start-up agency of the year - The Drum Best in diversity & inclusion - The Drum BAME business of the year - Great British Business Awards
What led him to set up the agency was the idea that to set up a successful business you must either solve the smallest problem for the largest number of people or the biggest problem for only a few people. and diversity is a big problem for a lot of people. If you are remotely interested in: Seeing a fairer world for all of us, then you will find this conversation absolutely fascinating.
Sandy Lindsay is the Chair of Tangerine comms, One of the UK’s leading integrated communication consultancies. She’s also the Non-executive director for many tech and not for-profit businesses. She’s involved in over 10 businesses in some capacity. Sandy was honored in the Queen's birthday list of 2015 for services to business and young people. The same year also saw Sandy named North West Director of the Year (SME) and Highly Commended in the same award, nationally, by the Institute of Directors. She is a national Ambassador for Apprenticeships, Vice Chair of Forever Manchester and on the Business Leadership Council of TeachFirst in the North West. She chairs skills groups for the IoD and the North West Business Leadership Team and is Vice Chair of the latter. She is a NED of Northcoders, a leading coding Bootcamp and a Board Adviser to Flock, a culture (future SAS) start up. We discuss: The interesting ways tech businesses are pivoting How business when we come out of this The opportunity within the crisis Leadership How she is staying grounded at this time? Sandy's Silver linings
Enjoy the chat.
Colin Campbell Austin is the co-founder of MenTall, a socially responsible organisation focusing on the issues surrounding mental health, diversity and inclusivity from the male perspective. With a focus on training and development in the workplace as well as collaboration with other socially responsible businesses focusing on other social issues and the strands of diversity, as defined by the UK Government. We discuss: How Channel 4 benefit from talent and diversity Diversity and Inclusion at The Telegraph How to get more inclusive businesses Blockers and how to overcome them Why he doesn't like the word 'Diversity' Colin's silver linings
Enjoy the chat
Shazia Ginai is the CEO of Neuro-Insight. They are a neuromarketing and neuro analytics company that uses unique brain-imaging technology to measure how the brain responds to communications. This allows them to deliver unique consumer insight, and reveal how a piece of design or advertising is affecting people at both a rational and an emotional level. We discuss: How the brain works Influencing human decision making Leadership becoming CEO of a multimillion-pound firm at 36 Female leadership and underrepresentation of minorities in media
If you’re a marketer in any shape then get a cup of coffee and clear some time in your calendar. Enjoy the chat.
Kathleen Saxton is the Founder of The Lighthouse Company with offices in London and New York. Their goal is to work with the most talented leaders globally within the Media, Marketing and Advertising sector. They build Superteams for their clients and pioneer new talent management. Clients include: Havas, Engine and Channel 4 to name a few. She is also the co-founder and Chair of the Advisory Council for Advertising Week Europe, the leading Advertising event now planning it's 8th year in London. Kathleen is also a qualified psychotherapist and Founder of Psyched Global. She brings positive transformational psychotherapy into corporate boardrooms. If you are remotely interested in: Media and marketing Executive leadership The mindset of high achieving CEOs Having a single-minded proposition Changing the recruitment and headhunting industry Empathetic leadership Running and growing Advertising Week Europe
Then this is the podcast for you. Enjoy the chat.
Adam Tuckwell is the Commercial Director at Mobas, the Brand Transformation Agency, leading marketing campaigns for a variety of national and international clients. Adam is also the co-founder of PRHub, a regional network of PR professionals in the East of England and a Fellow of the Chartered Institute of PR. We discuss: The culture within Mobas that helps them in a crisis Which agencies will struggle most at this time and what can they do about it? How do we help people not suited to remote working? The Five ways business leaders can help their stakeholders What is Mobas doing? Adam's silver linings
I started by asking him to explain his comment: ‘The focus for agency leaders at any time of crisis typically centers around three Areas: retaining projects, delivering effective and profitable projects and managing cashflow'. Enjoy the chat.
Doug Kessler is Creative Director, Co-Founder, Velocity Partners. A multi award-winning London-based, B2B content marketing agency. They help their clients develop compelling stories, then drive these stories into the marketplace. We discuss: What are the most common questions from clients right now. How much do you think life will change after this? Which brands should be communicating at this time and who shouldn't? What opportunities does this provide for the well run agencies and businesses who will survive and even thrive? Smart businesses won't waste a crisis. This is an opportunity to upgrade operations, run leaner and run more efficiently. discuss. Will we continue in their remote working environments or will we all be yearning to go back to the office? Doug's silver linings.
Enjoy the chat.
Giulia Watson is the Head of the Change Accelerator at Revolt, helping NGOs, activists and changemakers supercharge their revolutions through the power of branding. Where action and creativity meet to have real impact. We discussed: Respond, Relieve, Rebuild their manual for action leadership in Covid 19. Should marketers step back and let the public health professionals and government take the lead? Do brands even have a role to play in this environment? What practical help can brands help with at this time? How do we make sure were being sensitive to the situation and not be opportunistic? Good examples and bad examples from brands Giulia's silver linings
I started by asking her: Since the start of the crisis, many of our clients have come to you to help them understand how they can take action, and do so with maximum impact and integrity. Talk about what some of their toughest challenges are and what advice do you give them? Enjoy the chat.
Marcus Lambert is an entrepreneurial CTO and software architect for Omobono, the digital agency for business brands. He measures success by delivering exactly what the user needs wrapped in a compelling UX on time and on budget. We discussed: How have their business continuity plans changed What does that look like with an agency with 100 people? How should we be thinking about scenario planning? How his role has changed as CTO How Omobono are thinking about sales and new business? How do B2B salespeople sell in this environment? Pitching/workshops Digital transformation Marcus' silver linings
I started by asking him to explain his comment: 'Most agency business continuity plans are not fit for purpose'. Enjoy the chat.
Tim Hill is Growth and Development director for Hill & Partners. His purpose is to help independent creative and design businesses grow faster, perform better and build sustainable client relationships. As Managing Director, he’s led business transformation, re-starting growth, restructuring and re-energising businesses. We discussed: If you are a new business person right now when the future is so uncertain, how should we be selling now? How should new business teams be taking care of their clients Coping strategies for business developers How do you think about new business development in peace times and how have you had to adjust to what has happened? Opportunism/genuine outreach/lack of empathy How are you as a leader staying grounded at this time? Tim's Silver linings
I started by asking him: Is this a good time or a bad time to sell? Enjoy the chat.
Collette Philip is the founder and managing director of Brand by Me. She specialises in is helping brands that drive positive change and social impact. Everything she does is about putting strategy at the heart of brands and unlocking brands to achieve transformation. We discussed: The difference between a knee jerk reaction vs a more thoughtful and considered one. Good and bad examples The pressure between short term results and long term success. Do we have the wrong metrics? Which brands have a role to play Fear of getting it wrong - is now the time to experiment with our marketing even more? How can we use our purpose and values to guide decision making? Corona virus fatigue? Collette's silver linings
Enjoy the chat.
Sally Henderson is an Executive Change Mentor, offering support, advice & help to senior leaders to keep you & your business going during the challenges ahead. We discussed: How our emotions have changed over the weeks and how to manage them How do you lead yourself first before your employees Frameworks for dealing with stress, fear and anxiety Keeping perspective healthy Prioritising your own needs Sally's silver linings.
I started by asking her: As an Executive Change Mentor, you specialise in creating valuable change and impact to help ambitious growth mindset owners and senior leaders achieve greater success and happiness at work and in life. Is that a skill set that is needed now more than ever? Enjoy the chat.
Richard Wood is the Managing Director of Six & Flow, a Manchester-based growth marketing agency working across digital to help grow businesses through brand awareness and Customer acquisition. We discussed: How transparent he is being with his team Contingency planning and preparing for a crisis Getting back to business as usual quickly The exciting time to experiment for marketers Richard's silver linings
I started by asking him to explain what’s at the top of his mind as we enter week two of Enforced isolation? Enjoy the chat.
Michael Scantlebury is the Founder of Impero a modern, independent creative agency - winner of five Agency of the Year Awards. Impero's clients include Martell Cognac, Ugg shoes, The Volvic water brands at Danone, Lindt & Sprungli, Havana Club Rum and General Mills. We discussed: How clients are responding Sales and new business Supporting employees to keep motivation up Making order out of chaos Michael's silver linings
I started by asking him to share what he is thinking about the future as we end another week of this enforced shutdown? Enjoy the chat.
ANTHONY IANNARINO is a highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex business-to-business (B2B) Sale. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy. He has put out some fantastic content recently to help people through this difficult time and we wanted to speak with him to share his ideas with people who may not have come across them because we have found them very useful. We discussed: What to do when the world is on fire, you say Advice on maintaining our poise Taking care of yourself Keeping perspective Making order out of chaos Anthony's silver linings
I started by asking him to explain a comment from his recent blog post: ‘If you were to boil down the last 20,000 years of Homo sapiens, it would be the story of overcoming the obstacles placed in our way.’ Enjoy the chat.
Nik Govier is the founder and CEO of Blurred. In January 2019 Blurred was named PR Week’s #1 ‘ONE TO WATCH’ FOR 2019. Within a few short months it's secured a number of major global clients, focusing on work which embraces the blurring of the lines between corporate / consumer and internal/external comms. We discussed: The importance of core values for decision making at this time How clients are responding Treating people like human beings Keeping the energy of her team-high How to think about sales and new business Nik's silver linings
She is a previous guest of the show. In our last conversation, the focus was on core values and how they should become our north star at all times. This is especially valid now. I asked her to talk about the role your core values play in your life at this time? Enjoy the chat.
Guy Wieynk is the Global CEO of Analog Folk and the former CEO of Publicis UK, the 3rd largest communications firm in the world, where he led the transformation of the UK’s broad client offering, during which the business won some of its biggest clients from the last decade. We discussed: Should we put sales and marketing on hold or ramp up? Selling without looking opportunistic Communicating with clients and employees at this time How agencies and creative businesses can support each other. How clients can remain always on Innovative businesses emerging from this Guy's silver linings
I started by asking him: 'What are the most pressing things you are thinking about as this becomes our new reality? Enjoy the chat.
Joe Hine is a Partner at SI Partners. A global growth consultancy, he supports clients to build value within their businesses and providers M&A advice on high value, cross-border deals. We discussed: The importance of first securing your business Over-communication to your employees What you business will need to look like post-crisis Digitally enabled businesses vs legacy businesses challenges How to de-risk your business
I started by asking him, how we should be thinking about the problem right now? Enjoy the chat.
Julianna Richter is a partner at Waypoint Partners, a leading Growth and M&A Advisory firm in the UK and US. She has spent the last 20+ years in senior leadership and agency management roles where she has focused on Communications, Operations, Client Management and Business Development. Prior to joining Waypoint, Julianna was U.S. Chief Operating Officer at Edelman, the world’s largest independent PR firm, where she led the largest region with 2,700 employees and revenue of close to $500 million. We discussed: The main problem sets businesses should be thinking about right now How to communicate at this time Sales, marketing and new business How to lead Coming out stronger
I started by asking her: 'How should we be thinking about the problem. How are you and your clients thinking about the problem today? Enjoy the chat.
David Clare is an award-winning communications strategist, specialising in content, insights, and influence. He is Head of Content at Fox Agency, the B2B tech marketing agency, and producer of ClientSide podcast. David was listed in PR Week's 30 under 30 in 2015 as one of the leaders in the communications industry. He is a regular speaker on digital topics, having spoken at Social Media Week, CIPR and Microsoft conferences. We discussed: Have client relations ever been impacted by your remote working setup? Socialising and maintaining human interaction? Work/life balance and remote working. Managing your family and their expectations, considering you appear to be home and ‘available’. How clients react. The best set-up for agencies. Should we continue remote working as we come out of this crisis? David's silver linings?
Enjoy the chat
Farhad Koodoruth has more than 20 years experience in marketing mainly around Digital & Strategy. With extensive experience across all forms of e-commerce, b2b, startups and sport We discussed: What can agencies and creative businesses be doing at this time to support each other and their employees? Coming out stronger How well has the government responded? Taking emotion out of it Suck it up and deal with it Farhad's silver linings
I started by asking him what are the main things Threepipe thinking about over the next 3,6 and 9 months. Enjoy the chat
Paul Allen is the Founder of Red Dots Consulting using over 20 years’ experience of working in and with marketing services agencies. They deliver a financial and commercial sounding board, creating new business models, fee structures and simplifying the way that the business operates. We discussed: What are the things agency owners should be focusing on right now? What are the financial triggers that provoke action? What other financial considerations should I be thinking about? How can the government initiatives tangibly help my business and my employees? Paul's Silver Linings
Enjoy the chat
Robert is the UK's best-known and sought-after keynote speaker on growing digital agencies. He also talks on customers: finding, delighting and keeping more and better customers and clients. We discussed: Which types of creative businesses will survive? How to prepare yourself for the recession to come Reassuring employees Robert Craven's Silver Linings
Enjoy
Felix Velarde works with action-oriented digital, marketing and creative agency owners and tech startups. Using a highly effective process to scale up, drive up profits and increase exit value, and cutting to critical issues to deliver value fast, the 2Y3X programme generates a huge ROI and can add millions to both revenue and sale value. We discussed: The short, medium and long term implications of the situation How to deliver value to your clients at this point What the really good agencies do in a recession
I started by asking him, what questions are his clients most concerned about at the moment? enjoy the chat.
With so much uncertainty at the moment, many agencies are putting sales and marketing on hold, but that may not be the best approach. Robin Bonn runs a specialist management consultancy for agencies called Codefinery, Helping them find their shortest course from good to great. I asked rob if he can blame agencies for not focusing on sales and new business right now? enjoy the chat.
The coronavirus is hitting creative businesses and agencies pretty hard. The government announced an unprecedented rescue package for UK businesses but there is confusion as to how businesses can access this support. Today we’re speaking with Stuart Ramsay, the founder of Accountancy Extra. They specialise in helping Digital Creative Agencies in the UK build great Finance functions and help the owners create the lifestyle they deserve. Contact Stuart stuart@accountancyextra.co.uk http://stuart@accountancyextra.co.uk/ Enjoy the chat
My extra special guest this week is Blair Enns, he is the CEO of Win Without Pitching, if you are one if the 15 people in the agency world who has not read the book, I suggest you head over to http://Amazon.com (Amazon.com) or wherever fine books are sold and pick up a copy for you and your business development people. It’s one of those books you realise within the first few pages, yeah this is a good book. It’s short, super practical and full of enduring business development insights. the book has been around over 10 years and it’s still as fresh and relevant today as it was in 2010. He said he wanted to write a book that if you picked it up would feel old while at the same time relevant. Annual sales have increased year after year, It hit the Amazon best seller list in January 2020. Blair is funny, charming, scary smart and has a deeper and smoother voice than I’m told that I do. I could just listen to him talk all day. If you only listen to one podcast this year! this is it. If you are even remotely interested in anything to do with winning new business for your agency, you will find this conversation to be absolutely fascinating, so without me keeping you in suspense any further, my conversation with Blair Enns.
Dylan Davenport is the Managing Director of The Wild at Jungle Creations. They are a social-first publisher that is disrupting the traditional agency model. Dylan is a highly regarded advertising veteran. having worked at some of the most prestigious ad agencies of the last decade. Rapier, BMB, Adam&Eve, who later became adam&eveDDB. They’ve got channels like ITV or Channel 4 dedicated to different interests people have like food, crafting, fitness, female empowerment and they have amassed 115 million followers across them. One of their brands is Twisted, the food brand, which has more than 500 million sponsored views 27 million in the community. It’s the number one food and drink Facebook page in the UK and they have launched their own restaurant. Now with this super-engaged audience, they understand what people like, what they share, what they’re fascinated by and what’s emerging and they use those audiences and insights to solve their clients' biggest business challenges. If you are remotely interested in: what it takes for brands and agencies to be successful today then strap yourself in because you will find this conversation to be absolutely fascinating. We discuss why he feels marketers at FIFA are some of the best marketers in the world. The FIFA football game has the ability to react to culture quickly, in 48 hours they can put something that happens in culture in the game, like putting in the Viking hand clap. His team had the idea of reversing it, so create something in the game that would be reflected in culture. which they did. but it just demonstrates what can be done once we take away the shackles of the 30 and 60-second advert. Enjoy the chat.
Jeannette Pritchard is the founder and Chair of JPC, a multi-award-winning strategic brand and communications consultancy. In 2018 she was recognised by the queen for services to business and entrepreneurship. and if you are remotely interested in: Entrepreneurship Experiential design Customer experience Social entrepreneurship and Changing people lives
you will absolutely love this conversation. She was one of the first people to combine the fields of Operatic and theatre design with the emerging customer experience priority that brands started to have. So for a few years, she flew around the world, hanging Hondas in the air and creating breathtaking displays to launch new cars. She was part of the movement to encourage female entrepreneurs to start their own businesses. We take it for granted now but in the 90s there weren’t that many women entrepreneurs. Her alumni have collectively achieved an astonishing 96% business survival rate against the national average of 25% and they have created more than 200 new jobs from scratch and have on average tripled turnover. She also founded Ugli, partnering with the BBC which has transformed an unused area of West-London into a thriving creative start-up community of more than 700 people working across fashion, film, photography, digital and design and in in the process only helped unofficially zone West London as the new spiritual home for creative start-ups.
My extra special guest this week is Rory Sutherland, the vice-chairman of Ogilvy UK. it wasn’t actually this week we recorded it some time ago but this is the final part of our interview. We chopped it into 3 parts because we spoke for such a long time and he packs so much into every minute of the interview, it made sense to break it up just so I could take it all in, reflect, come back to it. In this part, for instance, we talk about: Why placebos are a good thing and why marketers should use them more in our marketing How we can take a perceived weakness of a product and turn it into a strength. The most famous example of this is probably, Avis, we’re number two so we try harder. We discuss why his book, Alchemy has been so popular with the finance community in America. Probably because they’re all obsessed with rational and irrational decision making. His conversations with the Nobel Prize-winning Daniel Khanneman author of thinking fast and slow. wouldn’t you have loved to be a fly on that wall? They talk about the focusing illusion which says, ‘nothing is as important as we think it is, as we are thinking about it. which could be the whole reason why advertising works at all.
I’m not gonna give a big long intro to this, I’m just gonna say, without me keeping you in suspense any further, my conversation with Rory Sutherland.
Jim Hawker is the co-founder of Threepipe, a multi-award-winning integrated agency working with some of the biggest brands in the world. This is just a masterclass in how to continuously reinvent yourself and your offering to make sure it’s a relevant and compelling to the client as possible. They started life as a very well respected PR agency, then transformed its self into a truly digital-first agency as the worlds of PR and SEO began to merge. He’s been confronted with one challenging situation after then next and although each was gut-wrenching and intractable, he found ways to make sure they emerged stronger from the experience. Whether he knew it or not, that’s stoic philosophy in action. He’s open about the mistakes he has made, like how they lost business because they pitched really innovative digital strategies to internal people who didn’t have the knowledge or skillset, so they chose a different agency, they felt more comfortable with. It’s a lesson in starting with a lower commitment, then widening the scope of work, take them on a journey. we also discussed: Media fragmentation Leadership And what clients now expect from agencies
If you are remotely interested in any of those topics then you will absolutely love this conversation. Register for Proactive Prospecting for agencies Get your tickets to How to Triple your profit: the 2Y3X methodology, 5th March http://2y3x.com/event (2y3x.com/event)
Andrew Nicholson is the Co-founder and CEO at Kulea.MA. An award-winning marketing automation platform that is skyrocketing right now and taking significant market share from Hubspot and Marketo. They won ‘emerging vendor of the year at the B2B marketing awards and if you are remotely interested in… Saas marketing automation Behavioral economics
This is the podcast for you. Andrew is the proud owner of a B2B Marketer of the Year Award and has used this accolade to promote a digital agenda to marketing professionals throughout the industry. He is a passionate advocate of the new discipline of digital psychology and has completed a Masters in the subject, drawing on heuristic theories from the fields of behavioral economics and psychology, and applying them to contemporary digital marketing challenges to drive online behavior change. enjoy the chat. Get your tickets to How to Triple your profit: the 2Y3X methodology http://2y3x.com/event ( 2y3x.com/event)
Guy Wieynk is the global CEO of AnalogFolk, a 300 person digital creative agency with offices in London, New York, Hong Kong, Shanghai, Sydney. You may have heard of some of their clients: Nike, Diageo, BT, Tommy, Unilever, go down the list…. He was the former Managing director of AKQA New York then VP of International. He joined the agency when they had just 20 people, opened 10 offices and worked with some of the most iconic brands of the last 20 years. They sold the agency to WPP for only about 500 million. He then became CEO of Publicis UK where he really had his toughest test to date. working with a portfolio of 5 different brands who had their own way of doing things, didn’t want to play nice, Publicis was losing a lot of money at the time, he says, if it was a private company it would have closed ages ago. and how he turned it around it really a remarkable achievement. This is really a masterclass is getting people to align around a common vision and using EQ, emotional intelligence, not IQ to turn around a failing company. If you are remotely interested in: How to turn around a failing business How to win new business The crisis of innovation in marketing Running small agencies to much much larger ones
You will find this conversation to be absolutely fascinating. http://eoseurope.eventbrite.com (Get your tickets to EOS Worldwide is running their first "EOS Launch Event" in London on the 2nd April at The Dorchester.)
Paul Allen is a Partner at SI Partners. A Global M&A advisory & Growth Consultancy for creative & technology businesses. He is an Industry specialist in growth, leadership, and commercial behavior change, he leads SI Partners’ global commercial practice spending 50% of my time in the U.S., working with leaders of creative businesses to build high-performance teams that deliver accelerated, profitable growth to build and ultimately realise equity value. And this is just a tour-de-force conversation about everything from: What to look for in a good financial controller for your agency How to manage the relationship between employees and staff costs How the best agencies fund for growth and the pinch points for agencies from 5 -10 people, 15-20 people, 50 people.
I’m just scratching the surface…. If you are remotely interested in increasing the profitability of your agency then this is just essential listening.
Rory Sutherland is the Vice Chairman at Ogilvy UK. TED Global speaker and author of Alchemy: The Surprising Power Of Ideas That Don't Make Sense. He is one of the smartest people we’ve had on the show. And for someone who has achieved so much is so humble and is just hilariously funny. We go deep into the weeds about his new book Alchemy - The surprising power of ideas that don’t make sense. This is essential reading if you are in the business of affecting how people think and act. It’s about human behavior, perception and how we think about the world and the way we are is wrong. If you’re into the work of Daniel Kahneman, Tversky, Richard Thaler on behavioral economics this is the podcast for you. If you are remotely interested in: -Human behavior -The disproportionate effect of fame and winner take all scenarios in marketing. -Why the legacy of ABBA will live on longer than the legacy of the Beatles. -Why Bach was must better than Mozart Enjoy the chat.
Robert Craven is a first-class, international Keynote business speaker, digital agency expert, author and business growth consultant. I’ve been reading is books for years. He is a true expert in all things around growing your digital agency. In fact, he has had such an impact on me. Whenever I have a big pitch or presentation I so often refer to his work in Grow your digital agency and Grow your service firm, both excellent books and recommend you get both. His clients include Google, Barclays, and Nandos to name a few. We discuss: What do the high performing agencies do - as found by Google Growing a lifestyle agency business vs growing a big business So many agencies don’t have a sales process, why they are essential to improving your results and how to create one. Why he advises agencies not to sell.
We go deep into the conversation about sales and winning new business. He says ‘sales is the best thing you can do with your clothes on’. How most agencies don’t understand sales and marketing themselves. He has some tough words for agencies. He really doesn’t like RFPs, the best approach is a proactive sales one. And How to get people to follow you by becoming an expert.
This is just a masterclass in agency growth. Enjoy the chat.
Happy new year! This week on the podcast we are starting 2020 very strong. My extra special guest this week is Michael Scantlebury, he is the Founder and Creative Director of IMPERO, the winner of 5 agency of the year awards. And if you are at all interested in how to grow a multi-award-winning world-class agency then this is the podcast for you. He arrives in the UK at 29 years old without knowing anyone but his wife and over the next 10 years builds one of the most well-respected agencies in the world. We talk about everything from: How they beat Wieden and Kennedy in a competitive pitch for a huge global account, that put them on the map. How to change the structure of your business every time you go from 8, to 16, 20, 30 people. It really requires a fundamental restructuring. Why he thinks the magic number of employees in an agency is 75. We discuss setting goals for your agency. This is probably one of the most honest and accurate accounts you will hear about the pain, yes the pain of growing and running a successful agency. Michael holds no punches when he describes the challenges of getting to where they are today. He didn’t have an agency background and when he was about 8 people he didn’t even know what an account manager was, he had to ask an employee, what does an account manager do again? Parental advisory warning, if you have children or young people listening you may want to cover their ears, Michael uses some very colorful language. This is one of the most fascinating conversations we’ve had so far. Michael is funny, straight-talking, honest, humble and just a pleasure to speak to. I’m just gonna stop talking now and just say, without me keeping you in suspense any further, my conversation with Michael Scantlebury.
Paul Sullivan is the founder and CEO of BIAS Digital, a triple-award winning business marketing, sales and training consultancy. They help their clients with with inbound marketing, sales enablement, and Training. He has over 12 years’ senior management and consulting experience within financial services at tier-one banks and brokers coupled with over a decade’s experience in marketing and business development within the financial, technology and property industries. Paul has a successful track record of 15+ years implementing marketing and brand development strategies, promoting growth across the organisation and enhancing ROI while creating competitive advantages.
My extra special guest this week is Nick Cooke. He is the co-founder of The Goat. They are the 4th fastest growing agency in the world as named by Adweek in 2019. In 4 years they have generated 20 million turnover, they have 120 employees, and the average age of everyone is 24. Nick is one of the ancient ones at 30 years old. If you are at all interested in: Influencer marketing social media Platform trends Agency Growth Creating campaigns that deliver tremendous value
This is an absolute masterclass in all of that. They started on a shoestring, sharing a co-working space and in 4 years grew it to 20 million and 120 employees and have clients like FIFA and UBER. Nick tells the story of how they won their first huge client wins, New Look, and how they achieved milestones that propelled their growth. We go deep into the weeds about what’s happening with influencer marketing at the moment. We discussed the massive shift in attention and budget from TV to social. We talked about where we are with social media platforms. How worried Instagram about platforms like of Tik Tok. Enjoy the chat.
Rory Sutherland is the Vice Chairman of Ogilvy, an attractively vague job title which has allowed him to co-found a behavioral science practice within the agency He was previously a copywriter and creative director at Ogilvy for over 20 years, having joined as a graduate trainee in 1988. He has been President of the IPA, Chair of the Judges for the Direct Jury at Cannes, and has spoken at TED Global. He writes regular columns for the Spectator, Market Leader and Impact, and also occasional pieces for Wired. He is the author of two books: 'The Wiki Man', available on Amazon at prices between £1.96 and £2,345.54, depending on whether the algorithm is having a bad day, and 'Alchemy: The Surprising Power of Ideas That Don't Make Sense'. This is part 1 of 3. We had to divide it into 3 parts because we spoke for almost 2 hours and if we released it in one go it would break the internet, and probably blow your mind, so we’re going with a softly softly approach.
Clodagh Higgins consults & coaches owners of Digital Marketing & Sales Agencies on how to run a successful and profitable business. She was consulting with HubSpot pre IPO being employee 45. Working on the Hubspot partner program with Pete Caputa, she was exposed to hundreds of agencies so she has a unique inside view into what the best agencies do that the others don’t. She is also an EOS advocator and a published author and sort after speaker. She knows more about the day to day stresses and slings and arrows of running an agency than most. She says; 'growing an agency today is like you’re on a boat, but at the same time, you’re building a bigger boat and hiring a crew, while you’re sailing towards your destination.' If you are at all interested in: -Hiring, she’s been around the block a few times, she knows how to find and keep rockstar employees. She gives you the playbook to just take away the pain that all agencies have in that area. -Growing a profitable agency -Hubspot -Culture Check out her talk at Inbound 2019 here: https://youtu.be/kGurBCOD-JM ( https://youtu.be/kGurBCOD-JM)
Doug Kessler is the Co-founder of Velocity Partners. They are multi-award-winning B2B tech marketing agency who help their clients develop compelling stories, then drive these stories into the marketplace. Their content, including CRAP and Insane Honesty, have gone truly vial and has been shared millions of times gaining them international recognition in the process. Velocity is the Content Marketing Agency of the Year, 2016. They are a London-based, B2B content marketing agency. They help clients develop compelling stories, then drive these stories into the marketplace. Primary weapons: clear positioning, content marketing, lead gen, marketing automation, SEO, killer websites and breakthrough campaigns -- all measured using analytics and progressed through lead nurturing. Performance marketing with content as the arrowhead.
In October 2018 Nik founded Blurred alongside Katy Stolliday and Stuart Lambert. In January 2019 it was named PR Week’s #1 ‘ONE TO WATCH’ FOR 2019. Within a few short months it's secured a number of major global clients, focusing on work which embraces the blurring of the lines between corporate / consumer and internal / external. Prior to founding Blurred Nik co-founded agency Unity, when she was 29. Whilst at Unity, Nik was named one of the Sunday Times 35 under 35. Management Today also featured her on its cover and in an exhibition of business leaders. If you are at all interested in how to win new business by becoming a truly values-led business. Which she sites as the reason these global businesses want to work with her.
Greg McKeown is best known for his New York Times best-selling book 'Essentialism, The disciplined pursuit of less'. We discuss everything from: Why focus is such an essential part of success and why everyone from Bill Gates to Warren Buffet cite it as being the reason they are successful. How to live your life by design and not by default. The importance of saying ‘no’, why we find it so difficult to say no and how to say no. How to deal with the abundance of choices we’re forced to make every day Journaling, gratitude and how success can be its own trap. We talked about the phenomenal success of his book and how that has been its own trap for him.
His message of Essentialism is more important now than when he first wrote it in 2011. He talks about the importance of getting clear about what you want and only going after that and forgetting everything else. But in a world of abundance where everything is one click away and we want everything from success at home and in our careers. There are often trade-offs we must make. Enjoy the chat.
This week on the podcast, i have an extra special guest his name is Mike Paton (Payton) He is the co-author of Get a Grip (a fable of best-selling book Traction) which teaches the Entrepreneurial Operating System or EOS used by thousands of businesses worldwide to take the stress out of growing their businesses. I came to the Traction series relatively late. If you’re a fan of the show you know that towards the end of the interview I always ask my guests, my favorite question, ‘tell us about your favorite books’ and the number of people who said Traction….After a while it got ridiculous, so i said to myself i need to pick up a copy of this book because i can’t be the only person that doesn’t know what everyone is talking about. It’s based on growing your business by focusing on just six components instead of the 100 or more that most businesses worry about. If you haven’t read it yet, just do yourself a favor and just get yourself a copy. It’s not an exaggeration to say that it will fundamentally change the way you run your business. If you are at all interested in using a process to remove the stress and uncertainty of growing your business, then you will find this conversation absolutely fascinating.
Brent Adamson serves as the “chief storyteller” for Gartner’s sales and marketing practices. He is the co-author of the best-selling book The Challenger Sale and The Challenger Customer and a frequent contributor to the Harvard Business Review and Forbes. He is a sought-after speaker, researcher, author, and facilitator with more than 25 years of experience. Across the last 16 years, Brent has been privileged to work with some of the greatest thought leaders in both B2B and B2C sales and marketing and has worked with hundreds of senior executives across virtually every industry, geography, and go-to-market model. Brent’s’ history Distinguished vice president of Gartner CEB - 14 years MBA in corporate strategy and general management - Ross School of Business PHd in German and applied linguistics - University of Michigan
Ben Quigley is the Group Chief Executive at Everything Different. They are an independent group of creative brand strategy, disruptive insight and platform and experiences companies. Group clients include L'Oreal, Sky, Land Securities and Gulf Bank. He leads the way to make Everything Different a destination brand for clients who share the group's purpose to always challenge the status quo and drive commercial creativity, making a difference together. They are a top 75 Campaign agency ranked 2019. And a top 20 Campaign regional agency ranked 2019.
Felix Velarde interviews Joe Hine, Partner at SI Partners. They discuss: What are the key tenants of a good strategy How agencies can increase their valuation What buyers look for in agencies What surprises most entrepreneurs in the sale process When is the right time to sell and more
Felix & Joe invite questions from the audience and facilitate a roundtable discussion. Felix Velarde background: Felix works with owners to deliver exceptional results. Most companies he works with triple in size – whether ambitious start-ups or market-leaders: agencies, tech startups (largely in Machine Learning and VR/AR), ICOs and Private Investment. He uses a highly effective process to scale up, drive up profits and increase exit value, and cut to critical issues to deliver value fast, he generates a huge ROI and can add millions to sale value. Key expertise includes: • Roadmap development and execution, designed to triple revenue • Senior team cohesion, responsibility and training for succession • Competitive differentiation, positioning and growth strategy • M&A including pre-sale optimisation and high-value negotiation • Mentoring for agency owners and leaders Felix also has experience in tech startups in VR/AR and Machine Learning, cryptocurrencies, tokens and ICOs, airline ticketing and tech for enterprise-level behavior change. He is also part of a small team founded by Vint Cerf (the Internet’s co-inventor and architect) and Mei Lin Fung (CRM pioneer) to deliver Internet access to 1.5 billion people and ensure impact projects are properly evaluated on Social ROI. Outside work he is a Burner, writer and educator. Joe Hine Background As a Partner for SI Partners, Joe provides M&A advice on high value, cross-border deals. He has worked on over 50 transactions throughout his career. Joe manages the sale process end-to-end, including buyer identification, offer negotiation and completion. He is passionate about achieving great outcomes for shareholders of the dynamic creative and technology businesses SI Partners work with. His M&A work includes Sale of What If! to Accenture Sale of Friday to PA Consulting (2018) Sale of Krow to Mission (2018)
Joe Hine discusses how to build your agency for sale podcast Felix Velarde on tripling the size of your agency To find out more:
Julianna Richter is a partner at Waypoint Partners, a leading Growth and M&A Advisory firm in the UK and US. She has spent the last 18 years in senior and agency leadership roles at Edelman, the world’s largest independent communications firm where she served as Chief Operating Officer of the largest region with 2,700 employees and revenue of close to $500 million. Julianna is an expert in strategic communications, operational effectiveness, business growth expansion and integration, client service excellence and change management. Given her roles at Edelman during its tremendous growth over the years, she knows what it takes to grow and scale a business and the different phases a company goes through during that growth and expansion. She now brings her experience and expertise to businesses of all different sizes who are looking to strategically grow and scale. She has an interesting perspective on company growth. It’s not just about the size of your bank balance or employee headcount. She talks about the importance of growing your culture, talent and products and services as a key indicator of growth. We talked about what leaders are really concerning themselves with when it comes to automation, AI. Do they build their own, buy or partner with experts in those areas. If you are interested in: Agency growth Technology Leadership
and diversity and inclusion, she has some fascinating career advice for women and minorities on how they can reach the highest of senior leadership.
Book your place for Achieve exceptional B2B agency growth - 25th October with Joe Hine and Felix Velarde. My extra special guest this week is Felix Velarde. He works with action-oriented digital, marketing and creative agency owners and tech startups. Most companies he works with triple in size. He has started, led and sold several agencies of his own. He’s been a non-executive chairman for many technology and agency businesses. He’s been a university professor, teaching MBA programs. He is also part of a team founded by Vint Cerf (the Internet’s co-inventor to deliver Internet access to 1.5 billion people. He is also a glider pilot and with a team of regulars gave away £10k worth of cocktails at Burning Man this year. He goes every year. He’s just come back from spending 3 weeks in the jungle on his honeymoon! Using a highly effective process to scale up, drive up profits and increase exit value, and cutting to critical issues to deliver value fast, the 2Y3X programme generates a huge ROI and can add millions to sale value. Key expertise includes: Roadmap development and execution, designed to triple revenue Senior team cohesion, responsibility and training for succession Competitive differentiation, positioning and growth strategy M&A including pre-sale optimisation and high-value negotiation Mentoring for agency owners and leaders
Felix has experience in tech startups in VR/AR and Machine Learning, cryptocurrencies, tokens and ICOs, airline ticketing and tech for enterprise-level behaviour change.
Joe Hine is a Partner at SI Partners. He provides M&A advice on high value, cross-border deals. He’s worked on over 50 transactions throughout his career. He manages the sale process end-to-end, including buyer identification, offer negotiation and completion. His M&A work includes: Sale of ?What If! to Accenture Sale of Friday to PA Consulting (2018) Sale of Market Gravity to Deloitte (2018)
We discuss why the M&A world is so hot right now, the factors driving it and who the key players are that agencies should be aware of from PE buyers, to the consultancies, Accenture is just buying everyone right now, you’ve also got Deloitte, Bain, McKinsey etc to enterprise software players (Salesforce, Amazon etc) and Asian buyers who I was surprised to hear are very active in M&A, have deep pockets and longer time horizons than your typical acquirer. which poses an interesting alternative for founders looking to sell one day. Enjoy the chat.
Jay Baer is a Hall of Fame speaker and emcee. New York Times best-selling author of six books. A 7th-generation entrepreneur. And the founder of five, multi-million dollar companies. He is the founder of Convince & Convert Consulting, a digital marketing and customer experience advisory firm that helps brands like The United Nations, 3M, Oracle, Cisco, Nike, Hilton, Caterpillar gain and keep more customers. His new book, Talk Triggers, is the complete guide to creating customers using strategic, operational differentiators that compel word of mouth.
Howdy, Nathan here. Thank you for listening and subscribing to the podcast, I hope you’re really enjoying the content. Stay tuned over the next few weeks and months because we’ve got some awesome guests coming up. I can’t tell you who they are, I want that to be a surprise, but you will absolutely love them. You may have seen that issue two of Agency Dealmasters magazine is out. I wanted to take a few moments to explain why we feel the magazine is important and why you should subscribe. We’re on a mission to build the largest community of B2B marketing agencies in the world. We’re creating a destination where you can get access to the best ideas and strategies of the most successful B2B agencies and implement them into your business. The monthly magazine will help you grow, professionalise and sell your business in the future if that’s what you want to do. So we not only speak to the founders and CEOs who have done those 3 things but we also bring in the advice of the ecosystem of partners who support marketing agencies like, the Growth and M&A advisory WayPoint and SI Partners, business development and sales thought leaders like Jill Konrath, Jeb Blount, and Anthony Iarannio. I’ll just tell you a little about what we’ve got in issue 2. Scott Adams the creator of the Dilbert cartoons, shares his philosophy for success. It sounds odd taking advice from a cartoonist but he’s probably failed at more things than anyone you’ve ever met. He explains how he went from hapless office worker and serial failure to the creator of Dilbert, one of the world’s most famous comic strips in just a few years. He shares things like, goals are for losers and systems are for winners. forget passion, what you need is personal energy. He’s a fascinating guy. We also feature Nikki Gatenby, CEO of Propellernet, CEO and co-founder of Search listening and author of the phenomenal book, Superengaged. They’ve built a culture in the agency that has reduced staff turnover to some of the lowest in the industry.Find out how they tippled margin, quadrupled revenue and generated 10 times more profit. Ben Fox from Fox Agency discusses why it’s important for agencies to set BIG GOALS. We’ve got key finding from the Agency Collective, the UK’s largest survey of independent agencies. The business books you should be reading this month, as recommended by our guests and others.
Subscription is £325 for 12 issues per year. As part of the membership, you also join the community. You get free attendance to one of our quarterly breakfast briefings held in London and Manchester. You join the slack community where can get your burning questions answered by the other members and you also get exclusive access to tools and resources you need to grow your agency, like access to professional EOS implementors, business development experts, webinars and reading material. I think you’re absolutely going to love it. There’s a link in the description to subscribe, I hope you can join us. https://www.agencydealmasters.com/magazine/ Thanks Nathan
Jim Houghton is a Partner at Waypoint Partners, a leading growth and corporate finance advisory firm. He started his career at Aurther Anderson in the 90s, then moved onto Omnicom, Radiate, BDO, Results International, Ingenious, he becomes CFO for the agency 160over90, then onto Helion Partners. There are only a few people who know as much as he does about the world of corporate M&A and the current landscape for agencies. He completed 40 acquisitions for Omnicom and 20 as an advisor. Essentially we discuss everything from what buyers look for when deciding whether to buy an agency, what value looks like and how to realise it, to the differences between US and UK entrepreneurs We also discuss what Sir Martin Sorrel and John Wren from Omnicom are really like as businessmen and people. If you’re interested in any of those topics then you will find this conversation to be absolutely fascinating. Enjoy the chat.
Susie Clark is the Managing Director of Omobono. A leading B2B marketing agency with a mission to champion business and bring outstanding levels of strategy, creativity and innovation to global business brands. Now with over 100 employees across strategy, creative, UX/CX, film and development inhouse, they work with the likes of Shell, BP, Facebook, Google and Thompson Reuters. They are: Winner - Digital impact awards 2018 Top 100 digital marketing agencies - Econsultancy Winner - marketing society excellence awards 2017 If you are at all interested in: Employer branding The war on talent Customer experience and social hierarchies I think you’re going to enjoy the conversation
Stuart Ramsay is the Managing Director of Accountancy Extra. He helps Digital Creative Agencies understand and improve their numbers so that they can build a future they deserve. He has run the company for over 14 years. Stuart has worked with many agency owners over the years. So he has a deep understanding of what the successful ones do that others don’t. If you are remotely interested in: How to increase your prices Some effective non-financial ideas to reward and incentives employees And how to reduce your looming tax bill
You will find this conversation to be fascinating.
Alex Embling, he is the CEO of Strategic-IC. They are a global B2B Technology, Account-Based Marketing Agency and Platinum HubSpot & Drift Partner.
Their aim is to help support global B2B technology brands grow and nurture their sales and marketing pipelines by identifying accounts actively in-market for their products and services.
Alex comes to us with over 23 years of experience working with the likes of Hitachi, Acxiom, Honeywell and Bosch to name a few.
Kate Howe is Executive Director, Creative, UX and Commerce at Dentus Aegis Network, working with the group’s portfolio of agency brands to enhance their reputation and drive overall growth.
She is also Chairman of gyro UK, one of the UK's leading B2B agencies, where she was previously CEO and grew the business from £1m to £21m revenue in 4.5 years.
She has 28 years of extensive agency and client-side experience with British, European and global clients. She has worked at senior management and C-Suite levels with clients such as Cola-Cola, Sony, McDonald’s, Heinz, Post Office, Kellogg’s, John West, Beiersdorf, Vodafone, HP Inc, Fujitsu and Santander.
Kate’s’ history
- Dentsu Aegis Network (Exec director, creative, UX and commerce)
- Dentsu Aegis Network (Chief growth officer)
- GyroUK (Chair and CEO)
- Draft Club (regional president)
- Nitro (MD)
- Gala Coral Group (Group marketing director)
- AMV (BBDO)
- Leo Burnet (Client services director)
- DMB&B (Account director)
Will Brookes, he is the Managing Director of Raconteur.
They have been publishing special reports in The Times and The Sunday Times since 2008, capturing the attention of some of the most powerful decision-makers across the globe.
Now 60 people strong, Raconteur has grown into a full-service content marketing agency, offering content strategy, creation and distribution solutions to leading B2B brands such as EY, Schroders, Google and Thomson Reuters.
They recently won the AOP 2019 award for employer excellence.
My extra special guest this week is Jill Konrath. She is an International Keynote Speaker, author of 4 Bestselling sales books and Linkedin's 2019's number 1 B2B sales expert to follow.
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- Top 20 Social Sellers (Forbes)
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- Top 50 Most Influential in Sales Lead Management (6x)
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- Sales Thought Leader of the Year: Top Sales World
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- Top 25 Sales Influencers: OpenView Labs (4x)
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- Inducted into Sales/Marketing Hall of Fame: Top Sales World
Since the day she started selling, she's been on a relentless quest to find out what works in an ever-changing business environment. She has been widely recognised as a leader in modern sales strategies and the author of 4 bestselling books:
- More Sales, Less Time
- Agile Selling
- SNAP Selling
- Selling to Big Companies
Enjoy the chat
My special guest this week is Peter Czapp, he is the co-founder of The Wow Company. One of the fastest-growing accountancy practices in the UK.
He is also co-founder of The Agency Collective, which helps ambitious agency owners grow faster, through an online community, events, insight and support. It is now the largest membership organisation for independent agency owners in the UK.
Peter also runs BenchPress, the largest benchmarking survey of independent agency owners in the UK, now celebrating its 8th edition
Enjoy the chat
My special guest this week is Phil Gripton, he is a partner at Waypoint Partners, a leading growth and M&A advisory firm, working globally with shareholders and their leadership teams in the creative, marketing, technology and retail sectors to grow and realise value.
He comes to us with over 26 years of experience from leadership roles across Utilities, Digital Marketing, B2B / consumer, telecoms and software.
He has led and optimised multiple businesses; both agency and client-side, and brings a unique perspective from being an operator, provider and buyer of a wide range of creative, tech and digital services.
He also led the UK's largest independent search business, that they sold to Digitas LBi, where he then became UK COO until their sale to Publicis.
My extra special guest this week is Chris Brogan.
He is a business and marketing advisor and a New York Times bestselling author of nine books and counting, working on his tenth. Books include Trust Agents, Impact Equation and The Freaks shall inherit the earth.
He’s appeared on the Dr. Phil Show, interviewed Richard Branson for a cover story for Success magazine, and once even presented to a Princess.
Tony Robbins had Chris on his Internet Money Masters series. Forbes listed him as one of the Must Follow Marketing Minds of 2014, plus listed his website as one of the 100 best websites for entrepreneurs. Statsocial rated Chris the #3 power influencer online.
In a world of ever increasing pressure and stress, you've been told to smile, hide your “flaws,” and fit in. You aren’t a category. People don’t want to fit in. They want to belong. Dents and all.
My extra special guest this week is Anthony Tattum.
He is the founder and chairman of Big Cat Group. A no-nonsense communications agency in Birmingham and London who are one of the perennial figures of the city.
He dropped out of university and started promoting club nights in the 1990s. At 19 he was filling clubs with thousands of students. He had to learn how to generate awareness, create buzz and do PR at a young age. What a fantastic education in marketing. and 20 years later they are one of the most successful agencies in the country! For over 20 years he has helped grow global and independent brands. They are now building Big Cat to be a leading independent Marketing Communications Agency. Clients include the NHS, Mitchells & Butler, BHSF, Capital & Regional and Hortons to name a few.
They work across retail, Tourism, Hospitality, Health and Wellbeing, and Charity.
If you are at all interested in: 1. The differences building a brand today as opposed to the 1990s, pre-internet. 2. The insource vs outsource debate 3. Value-based pricing and how agencies are experimenting with new pricing models. 4. Birmingham's creative renaissance.
I think you're going to find the conversation absolutely fascinating. Enjoy the chat!
My special guest this week is Craig Wiltshire, he is the Managing Director of Struto, one of the longest standing Hubspot partners.
Craig’s background is in marketing information technology but his love of business means he explores and works with all kinds of organisations.
His sales and marketing journey began at s2s, where he built and sold a very successful Cisco Gold Partner in 5 years.
My special guest this week is Nick Hague, He is the co-founder of B2B international and author of B2B customer experience, a practical guide to delivering exceptional CX.
With over 120 employees in 8 cities, They are the largest B2B market research firm in the world.
He's run the company for 21 years, and he is just full of charm and wisdom and just down to earth common sense. He tells wonderful stories about how he set up the company with his dad and slowly built a very successful business to the point of acquisition by Gryo last year, one of the leading creative B2B marketing agencies in the world. If you at all interested in: 1. How to create exceptional customer experiences for your clients and the lessons B2B can learn from our B2C cousins. 2. What makes a strong client-agency relationship 3. And how to open new locations in different cities while still taking the same culture with you.
You're going to find the conversation absolutely fascinating.
Mark Irwin, he is the Managing Director of Ardmore, an Integrated Communications Agency with specialisms in advertising, design, digital, PR, media and partnerships.
They are responsible for the most prolific creative output in Northern Ireland.
Ardmore is part of the world’s largest international network of
owner-operated advertising and marketing communication businesses.
With over 4200 employees in 85 agencies in 51 countries.
Mark started as a media manager in 2005, before progressing to Media director, strategy director and managing director in 2016.
If you're interested in:
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Peak performance
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Winning new business
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Hiring
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Overcoming failure
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Marginal gains
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Mental health
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The power of hard work and
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What agencies can learn from elite level sport
You are going to find the conversation absolutely fascinating.
Enjoy the chat.
David Crawford is the founder and director of the Digital Strategy Unit.
His purpose is to help digital agencies, businesses, and brands get the most out of digital. He helps agencies with their financial, commercial and strategic development as well as operational effectiveness and profitability to enable them to develop their offers and grow.
He comes to us with over 20 years of experience from agencies like Mccan Erickson, BJL and Twentysix to name a few. He also worked on accounts such as Harley Davidson, HSBC, Disney and Proctor & Gamble.