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How Publishers Can Support Winning Business & Account Management Best Practices Alastair Taylor. How Publishers Can Support Winning Business & Account Management Best Practices. A story about relationships. http://www.youtube.com/watch?v=NAePiOLLj_k. 3 key points.

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How Publishers Can Support Winning Business & Account Management Best Practices

Alastair Taylor

how publishers can support winning business account management best practices

How Publishers Can Support Winning Business & AccountManagement Best Practices

a story about relationships
A story about relationships

http://www.youtube.com/watch?v=NAePiOLLj_k

3 key points
3 key points

Relationships and collaboration are critical in this business

MSA is the expert of their products, Aegis is the expert of the Consumer

Learn to read your audience

is work really like this
Is work really like this?

open, continuous, on-demand

why don t we learn from clients
Why don’t we learn from clients?

THE AVERAGE PITCH LASTS FOR OVER 3 MONTHS

6 Months

3 Months

5 Months

7 Months

normal timelines
Normal timelines?

Request for Information – Usually 1 month from brief and a presentation

Shortlisting for RFP – Usually 2 weeks

Briefing for RFP – Usually 1 month

Feedback and negotiation – around 1 month

Announcement of Agency of Record after 3 and a half months

what is realistic1
What is realistic?

No pushback

No collaboration

Take the buy

1-2 days

Open discussion

Some creativity

Some content

1-2 weeks

Full RFP

Content and Creativity

Research

1-2 months

what is brief 4
What is brief 4?

Top of mind for MSN when thinking about innovation

Always think about these clients

Help us bring new ideas to our key clients

3 key points1
3 key points

Relationships and collaboration are critical in this business

MSA is the expert of their media, Aegis is the expert of the Consumer

Learn to read your audience