Client Newsletters

One big issue on every client's mind that speaks with us is "confidentiality." To paraphrase them:

1. Why would any client in their right mind go public on a review of this magnitude?
2. Why would any consultant do the same?
3. Who might have broken this story to the press?
4. Why would a west coast reporter be the one to flesh out the story on a Midwest client (and from whom)?
5. Why would any invited agency leak this so that "more" agencies would know about the review?
6. How might an invited but declining agency collect "brownie points" with the press for tattling?

Your thoughts?

VISIT THEM REGARDLESS

In case you didn't know, we strongly recommend to

ALL clients that the first time you meet your candidate agencies, it should be at the agency itself. Meaning - we want the first trip to be the client traveling to each candidate agency, rather than having agencies travel to you for a "capabilities presentation." Client comments in January, February, March and April again remind us how important those visits can be. The opportunity to meet most of the agency organization, with it's blend of personalities and characters (and characteristics) does make a difference. When a small team of agency new business "suits" makes a first trip to the client, it rests on too few, and so often, the wrong few for less-than-desired results.

Even if you've managed a search before and done it a different way, this time try it by holding your first meetings at the agencies.

P.S. - One of our consulting topics is "The Agency Tour as a New Business Tool - the Right Way and the Wrong Way." Feel free to ask about it.

DEATH TO THE RFP - PLEASE!

In many situations, clients that register with us explain they've been building an RFP. They know the acronym and that it stands for Request for Proposal. Then we look them over (with thought to