20% - The Marketing Procurement Podcast

Tom Lewis joins the podcast to talk about Adland, a sector he sees as existing in a state of managed decline. Tom attributes this decline to a failure in agency ownership models and offers the advice: “get out as quickly as you can.” Blair's Twitter Blair's Linkedin Win Without Pitching The ICA's Linkedin The ICA Tom's Linkedin Tom's Twitter You Don't Really Partner With Your Clients The Institute of Practitioners in Advertising Effie Canada 2022 Show Notes

In this engaging discussion, Jack Skeels, founder of Agency Agile and an expert in agency culture, delves into the chaotic environment of agencies and the creative innovation it fosters. He shares insights on transforming agency culture through Agile methodologies, emphasizing the importance of questioning established norms. Skeels also explores the detrimental effects of procurement on creativity, highlighting how cost-cutting measures can compromise quality. Finally, he sheds light on navigating the complexities of agency-client dynamics for fruitful collaborations.

Marketing industry veteran Kathryn Fitzwilliam joins the podcast to advocate for better agency/client relationships, and makes the case for marketers to strive to be their agency’s favorite client. Blair Enns https://www.winwithoutpitching.com/ https://twitter.com/blairenns https://ca.linkedin.com/in/blairenns Leah Power https://theica.ca/ https://www.linkedin.com/company/institute-of-canadian-agencies Kathryn Fitzwilliam https://www.linkedin.com/in/kathryn-fitzwilliam http://kfitzwilliamconsulting.ca/ https://aprais.com/ Qualifications Based Selection (QBS) https://qbscanada.ca/ https://theica.ca/qbs-principles https://youtu.be/8nmUh2orS5g

Julie Cohen, Founder and CEO of Across The Pond, joins Blair and Leah to discuss the negative impacts of pitching. Blair Enns https://www.winwithoutpitching.com/ https://twitter.com/blairenns https://ca.linkedin.com/in/blairenns Leah Power https://theica.ca/ https://www.linkedin.com/company/institute-of-canadian-agencies Julie Cohenhttps://acrossthepond.com/ https://www.linkedin.com/company/across-the-pond/ Don’t Pitch Your Mental Health https://www.linkedin.com/pulse/dont-pitch-your-mental-health-jim-de-zoete/ You Don’t Really Partner With Your Clients https://www.winwithoutpitching.com/you-dont-really-partner-with-your-clients/

Blair and Leah are joined by Mike Sutton, President of Zulu Alpha Kilo an award-winning independent agency famous for their viral videos mocking spec creative and RFP-driven selection processes.  Blair Enns https://www.winwithoutpitching.com/ https://twitter.com/blairenns https://ca.linkedin.com/in/blairenns Leah Power https://theica.ca/ https://www.linkedin.com/company/institute-of-canadian-agencies https://www.linkedin.com/in/leah-power-she-her-3486998/ Mike Suttonwww.zulualphakilo.com https://www.linkedin.com/company/zulu-alpha-kilo-inc./ https://www.youtube.com/@zulualphakilo/videos Say No To Spec https://youtu.be/essNmNOrQto World’s Worst RFP https://youtu.be/WB-KUB35_CM Left-Handed Mango Chutneyhttps://youtu.be/3VwxkfTLPSs Winston’s Instagramhttps://www.instagram.com/sup_its_winston/

Piscari’s Mike Lander models the conversations agencies and procurement should be having but rarely do. Blair Enns https://www.winwithoutpitching.com/ https://twitter.com/blairenns https://ca.linkedin.com/in/blairenns Leah Power https://theica.ca/ https://www.linkedin.com/company/institute-of-canadian-agencies https://www.linkedin.com/in/leah-power-she-her-3486998/ Mike Lander https://piscari.com/ https://www.linkedin.com/in/mikelander/ Hear more from Mike on his podcast “It’s a Good Start” https://www.pantheon.fm/show/its-a-good-start-podcast/ Project Spring Report ​​https://wfanet.org/leadership/project-spring The Win Without Pitching Manifesto https://www.amazon.com/win-without-pitching-manifesto/s?k=win+without+pitching+manifesto Are RFPs The Spawn of Satan? https://www.winwithoutpitching.com/are-rfps-the-spawn-of-satan/

Kathie Jones joins the podcast to discuss lessons learned from selling to procurement years ago up to running procurement today. Blair Enns https://www.winwithoutpitching.com/ https://twitter.com/blairenns https://ca.linkedin.com/in/blairenns Leah Power https://theica.ca/ https://www.linkedin.com/company/institute-of-canadian-agencies https://www.linkedin.com/in/leah-power-she-her-3486998/ Kathie Jones https://www.linkedin.com/in/kathieconway148/ https://khoros.com/ https://www.linkedin.com/company/khoros/ Pricing Creativity https://www.winwithoutpitching.com/pricing-creativity/

Should you participate in that RFP? Is that RFP really an RFI in disguise? Enrique Cordero joins the podcast to answer those questions and much more. Blair Enns https://www.winwithoutpitching.com/ https://twitter.com/blairenns https://ca.linkedin.com/in/blairenns Leah Power https://theica.ca/ https://www.linkedin.com/company/institute-of-canadian-agencies https://www.linkedin.com/in/leah-power-she-her-3486998/ Enrique Cordero https://www.linkedin.com/in/enriquecordero/

Mary Ann Brennan joins Blair and Leah to discuss the transformed procurement professional and the journey from cost saver to value creator. Blair Enns https://www.winwithoutpitching.com/ https://twitter.com/blairenns https://ca.linkedin.com/in/blairenns Leah Power https://theica.ca/ https://www.linkedin.com/company/institute-of-canadian-agencies https://www.linkedin.com/in/leah-power-she-her-3486998/ Mary Ann Brennan https://www.linkedin.com/in/maryabrennan/ ProcureCon Marketing https://procurecondm.wbresearch.com/

Hosts Leah Power and Blair Enns welcome their first guest to the podcast, John Gleason. John shares his views on the procurement/agency relationship and lays out the same 8 claims almost every agency makes.   Blair Enns https://www.winwithoutpitching.com/ https://twitter.com/blairenns https://ca.linkedin.com/in/blairenns   Leah Power https://theica.ca/ https://www.linkedin.com/company/institute-of-canadian-agencies https://www.linkedin.com/in/leah-power-she-her-3486998/   John Gleason https://www.linkedin.com/in/johngleason   You Don't Really Partner With Your Clients  https://www.winwithoutpitching.com/you-dont-really-partner-with-your-clients/