Reset Password| Help|

4A’s Business Development Blog

  • View All Posts |
  • Print |
  • Share|
  • Subscribe
Categories

 ‭(Hidden)‬ Admin Links

No Profile Image

Change: the New Agency Search Reality

Catherine Bension, Select Resources International
Change: The New Agency Search Reality"
4A's New Business Committee Presentation

Catherine Bension of Select Resources International (SRI) shared insights about agency search. Catherine noted that clients vary in terms of their marketing sophistication (and budget) which in turn results in clients having different needs in terms of specialist (best in breed) resources and need for support with integration.

Catherine noted that agencies need to get better at ascertaining what the client is really looking for in a review by relentlessly asking questions, listening and by incorporating the clients input into the agency’s presentation content. Catherine also noted that procurement is playing a more active role in reviews—however—contrary to conventional wisdom the ultimate agency selection is rarely based on price.

Are Catherine's observations consistent with your agency's new business experiences? The SRI presentation deck and the link to the audio recording of Catherine Bension's presentation are provided below

View Catherine Bension's Presentation

 


View All Posts

Comments

No comments.

 

Please leave a comment

Comments are moderated and will appear shortly after submission.

Title


Body *

Full Name *


Web Site URL

Type the Web address: (Click here to test)  

Type the description: 

Image Verification
Refresh page.  
Please enter the text from the image

[ Get New Image ]
My Notebook

My Notebook

PR Forum:
24/7 Always On Communications

May 14 | JWT, NYC
The industry’s top journalists, agencies and brand managers will convene for an open conversation about what's going on and what's next.
> Learn More

NY Seminar:
Strategy For Account Managers

May 15 | NYC
Send your account managers to improve their new business pitches and gain digital strategy insights.
> Learn More

More Seminars & Webinars
Spring 2014 | Nationwide
We have dozens of professional development events scheduled...
> View All Events

PR Forum 2014
Untitled 1
 
Login error. Please try again.
Sign In