1. How Publishers Can Support Winning Business & Account Management Best Practices Alastair Taylor

2. How Publishers Can Support Winning Business & AccountManagement Best Practices

3. A story about relationships http://www.youtube.com/watch?v=NAePiOLLj_k

4. 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

5. Market landscape Market landscape

6. Is work really like this? open, continuous, on-demand

7. Or like this?

8. So what has changed?

9. This has led to a split of knowledge

10. Making collaboration key

11. what is best in class?

12. Why don’t we learn from clients? THE AVERAGE PITCH LASTS FOR OVER 3 MONTHS 6 Months 3 Months 5 Months 7 Months

13. 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

14. What is realistic?

15. What’s realistic?

16. 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

17. 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

18. 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