Episoder
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The Business Model Company cofounder Caroline Johnson is 20%’s first return guest and in this episode Caroline, Blair and Leah pick up where they left off in their last conversation on business model innovation among agencies. This time they view it from the client’s perspective, exploring why agency innovation is vital for clients and for the future of marketing services itself.
Win Without Pitching
Blair's Twitter
Blair's Linkedin
The ICA
Leah's Linkedin
The ICA's Linkedin
The Business Model Company
Caroline’s Linkedin
WFA & MediaSense Future of Media Agency Models Report
Quantifying The Value of Pricing -
Brett Colbert is known for pulling no punches. In this episode he brings his direct and provocative point of view—from both sides of the procurement table—to bear on the state of marketing procurement today. Nobody in the marketing/procurement/agency triumvirate gets off easy in this episode. Grab some popcorn and settle in.
Win Without Pitching
Blair's Twitter
Blair's Linkedin
The ICA
Leah's Linkedin
The ICA's Linkedin
Brett’s company: Culture key
Brett’s Linkedin -
Manglende episoder?
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In this episode we up the creative content by talking to veteran creative director George Tannenbaum about the changing nature of the advertising industry, the deification of data and why he thinks procurement deserves to win in their negotiating battles with agencies.
Win Without Pitching
Blair's Twitter
Blair's Linkedin
The ICA
Leah's Linkedin
The ICA's Linkedin
George’s blog: Ad Aged
GeorgeCo
George’s work site
George’s Linkedin
Rory Sutherland’s book: Alchemy
Blair's Innoficiency Problem article -
20% welcomes its first client/agency team in the form of Kruger Products CMO Susan Irving and Broken Heart Love Affair co-founder Beverley Hammond. Together they discuss the trust and risk required to get to Kruger’s needle-moving and award winning campaign Unapologetically Human.
Win Without Pitching
Blair's Twitter
Blair's Linkedin
The ICA
Leah's Linkedin
The ICA's Linkedin
Broken Heart Love Affair
Beverley's Linkedin
Kruger Products
Susan’s Linkedin
Unapologetically Human -
The Business Model Company cofounder Caroline Johnson joins the pod to discuss how agencies are evolving away from legacy business models to a variety of new models that drive better commercial success for the agency and greater value creation for clients.
Win Without Pitching
Blair's Twitter
Blair's Linkedin
The ICA
Leah's Linkedin
The ICA's Linkedin
The Business Model Company
Caroline’s Linkedin
Madison Avenue Makeover
Forrester’s “Ditch The Pitch” Research Report -
Consultant David Meikle joins the pod to discuss—and listen to Blair and Leah rave about—his new book Tuning Up: Improving Performance and Reducing Stress in Advertising and Marketing.”
Win Without Pitching
Blair's Twitter
Blair's Linkedin
The ICA
Leah's Linkedin
The ICA's Linkedin
David's website
David’s Linkedin
David’s Twitter
Tuning Up Website
Tuning Up Diagnostic
Tuning Up e-book
Tuning Up Hardcover
David’s first book: How to Buy a Gorilla -
Niki McMorrough has seen the client-agency relationship from both sides of the table and that perspective has left her convinced that no one wins in a pitch. She joins Blair and Leah to discuss her conversion from pitch advocate to pitch abstinence.
Win Without Pitching
Blair's Twitter
Blair's Linkedin
The ICA
Leah's Linkedin
The ICA's Linkedin
Niki’s website
Niki’s Linkedin
The Drum Network
The Drum Open Mic
The Drum’s Recommended Agencies -
Blair and Leah are concluding their brief summer hiatus, back in the studio this week, preparing to bring you a brand new interview in two weeks time.
Until then, Blair has shamelessly selected another episode of his other podcast, 2Bobs: Conversations on the Art of Creative Entrepreneurship, which he cohosts with David C. Baker. In this episode from 2021, David interviews Blair about his Amazon #1 best-selling book, The Win Without Pitching Manifesto, ten years after its launch.
Blair's Twitter
Blair's Linkedin
Win Without Pitching
Leah's Linkedin
The ICA
The ICA's Linkedin
David C. Baker
2Bobs
The Win Without Pitching Manifesto -
Madison Avenue Manslaughter author, agency advisor and former BCG and Bain consultant Michael Farmer joins the pod to discuss his brand new book, Madison Avenue Makeover: The Transformation of HUGE and the Redefinition of the Ad Agency Business.
Blair's Twitter
Blair's Linkedin
Win Without Pitching
Leah's Linkedin
The ICA's Linkedin
The ICA
Michael's Linkedin
Farmer & Company
Madison Avenue Makeover
Madison Avenue Manslaughter
The Structure of Scientific Revolutions -
While Blair and Leah take a brief summer hiatus, we're delighted to bring you an episode of Blair's other podcast, 2Bobs: Conversations on the Art of Creative Entrepreneurship. In this episode, Blair and his co-host David C. Baker talk about Blair's Innoficiency Principle as it applies to running an agency.
Blair's Twitter
Blair's Linkedin
Win Without Pitching
The ICA's Linkedin
Leah's Linkedin
The ICA
David C. Baker
2Bobs
The Innoficiency Problem -
Leah has a bee in her bonnet over how agency benchmark data is used by clients and even some agency associations. Jason Cammorata joins the pod to steelman both sides of the argument.
Blair's Twitter
Blair's Linkedin
Win Without Pitching
The ICA's Linkedin
Leah's Linkedin
The ICA
Jason's Linkedin
The End of Average -
Former big brand marketer Christy Lebor joins the pod to describe what she sees as the pivotal moment when CPG companies shifted from innovation-seeking to efficiency-seeking. She also talks about the folly of zero-based budgeting and why agencies will never be strategic partners to their brand manager clients.
Blair's Twitter
Blair's Linkedin
Win Without Pitching
The ICA's Linkedin
Leah's Linkedin
The ICA
Christy's Linkedin
Smashbrand -
Consultant and former Nike procurement manager Stuart Dunk joins Blair and Leah to talk about his vision for how the marketing procurement function should evolve, how agencies should push back on onerous demands, the surprise highlight of a marketing procurement professional’s week and much more.
Blair's Twitter
Blair's Linkedin
Win Without Pitching
The ICA's Linkedin
Leah's Linkedin
The ICA
Stuart's Linkedin
Stuart's Twitter
Don't Forget To Look
Project Spring report
Why We Suck at Negotiating -
Rory Sutherland, Ogilvy UK Vice Chair and best-selling author of Alchemy, joins the pod to discuss the costs borne by marketer and agency in the shift away from relational capitalism, toward measurement and efficiency.
Blair's Twitter
Blair's Linkedin
Win Without Pitching
The ICA's Linkedin
Leah's Linkedin
The ICA
Rory's Linkedin
Rory's Twitter
Ogilvy
Alchemy
NudgeStock
MIPTV
Alchemy of Effectiveness -
Marketing procurement podcast streams cross when OG Magid Souhami joins Blair and Leah to discuss all things marketing procurement, including the launch of his new training platform.
Blair's Twitter
Blair's Linkedin
Win Without Pitching
The ICA's Linkedin
Leah's Linkedin
The ICA
The Marketing Procurement Academy
The OG Marketing Procurement Podcast
Magid's Linkedin
Compliant Global
Extinction or Revolution of Marketing Procurement? -
Consultant and procurement veteran J. Francisco Escobar joins the pod to discuss revenue neutrality, the deleterious effects of protracted payment terms and his taxonomy of the various types of procurement professionals.
Blair's Twitter
Blair's Linkedin
Win Without Pitching
The ICA's Linkedin
Leah's Linkedin
The ICA
Francisco's Linkedin
jfeintl
Expert tips for value-based procurement in marketing
Getting More - Stuart Diamond
Never Split The Difference - Chris Voss
The Unsold Mindset - Colin Coggins, Garrett Brown -
Aprais founder Kim Walker joins the pod to discuss their new research findings that proves what we all know: better client/agency relationships lead to better work—and results.
Blair's Twitter
Blair's Linkedin
Win Without Pitching
The ICA's Linkedin
Leah's Linkedin
The ICA
Kim's Linkedin
Aprais' Linkedin
Aprais' Website
Happiness - a new business imperative
The Challenger Sale
Aprais Effectiveness Report -
Agency pricing consultant Tim Williams discusses the trend he sees of agencies moving away from selling inputs (time), toward a greater focus on outputs and outcome-based pricing models.
Blair's Twitter
Blair's Linkedin
Win Without Pitching
The ICA's Linkedin
Leah's Linkedin
The ICA
Ignition Consulting Group
Tim's Linkedin
Tim's Twitter
Time's Up! - Ron Baker -
Leo Rayman went from CEO of agency Grey in London to the first CEO of Grey Consulting. In this far reaching conversation with Blair and Leah, Leo talks about the differences in impact and pricing power that separates these two business types, while also hitting on the similarities that tend to go unnoticed.
Blair's Twitter
Blair's Linkedin
Win Without Pitching
The ICA's Linkedin
The ICA
The green growth accelerator, EdenLab
Leo's Linkedin
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As the client, you have the right to receive unbiased recommendations; you have the right to ask questions; you have the right to transparency on fees. Jillian Gibbs of APR joins 20% to lay bare her client bill of rights and much more.
Blair's Twitter
Blair's Linkedin
Win Without Pitching
The ICA's Linkedin
The ICA
Jillian's Linkedin
Advertising Production Resources
APR's Linkedin - Vis mere
