How to Win that Big Website Account. To the Victor Belongs the Spoils.

Ok here’s the deal…you’ve been advised that you have made the selection cut. It is down to three companies trying to win the account. We heard your first pitch and that of your competition…now you are being told it is yours to win or lose. It is a head to head competition…gut check time. Seize the opportunity.

What’s next…here’s some ammunition to help you win the biz.

Advice from Both Sides of the Fence
I’ve spent 11 years of my career working on the client side and 14 years of my career on the vendor side. Most recently I have returned as the client…and we have just awarded a large website project to a firm who did everything right in earning the business. And they did it with class, patience and the willingness to invest in the relationship.

How Do You Win that Six to Seven Figure Website Account
Well pull up a chair…I’m about to tell you exactly how to do it. From a guy who has been on the winning side of earning this type of account more then a few times and from a guy who has had the pleasure of awarding this type of an account; I thought I’d throw you a bone or two. I’ve got a little advice for those of you who are out there each and every day trying to close that big deal for your company.

The Best Want the Best
Most companies don’t have this kind of money to spend on an endeavor like this very often even if they are a great organization. This kind of opportunity doesn’t come often for the client or for you. First things first, remember they want you or you never would have got the call to present and bid. When an organization elects a team to go out and seek the right partners these individuals are putting their jobs on the line. They have a job to spend the organizations money wisely. So trust me when I say they are seeking you. They know who you are and have researched your organization. So the best brands want to work with the best digital brands.

Don’t Teach me Web 2.0
Never underestimate the knowledge of your audience. If I tell you that you will be presenting to a sophisticated audience for your presentation don’t try to show me that you know more than the audience. Tell me you are equipped to do it…tell me how you are going to do it. Don’t teach me something out of a Web 2.0 book. We already get that. What we need to know is that you took the time to figure out where you can make us better.

Put Some Skin in the Game
It’s not easy to earn money…you need to work for it. You’re not vying for a 100k job. Don’t show me the same thing you would show an account one fifth or one tenth the scale and size. In this case sports fans…you need to spend money to make the money. Is it a risk? Of course it is. But it’s a risk for me to hire you as well. This is business. So…you need to put some skin in the game. Be prepared to go above and beyond. Be prepared to put it all out there and do the research, analyze my current site, tell me what you can do over the other guy. Because believe me they are doing it.

It’s an Investment for You and I
My career is on the line hiring you. And your career is on the line earning my business. I have to go back to my board of directors or executive leadership and answer to them. I have to tell them that this project is right for the company, right for our audiences, and right to spend the money. I want you to want to showcase this project to all of your future clients.

The Yankees and the Red Sox
The best are going to go up against the best. So how bad do you want to win? Imagine you are on national television you are being seen by millions of viewers…so your reputation is on the line. Keep it real …play hard…play fair…play like there is no tomorrow. I’ve got to know you want it. If you play this game like you do a Tuesday night game in June it won’t sell with me. This is the stretch run you’re in the playoffs…one game away from the big show.

We’re Not Playing Poker…Show Your Cards.
Don’t sell me. I’ve already walked onto the car lot to buy. I want you. So wow me with new ideas that apply to me and my audience. I know you can do it and that you have done it for others. But I don’t know how you will do it for my organization. I don’t expect you to give me all of your ideas nor do I expect you to know exactly how you are going to do it. But I do need to see how learnings will apply to me. What I mean by this is I don’t know how your team communicates…I don’t know the detail on the type of process you use or the type of project management tools you use. I need to see them my team is going to have to work with your tools to make us all successful. And I need to see you have the thinking to elevate my audiences web experience vs. my competition in the marketplace.

Humility vs. Arrogance
Humble not slick. Passionate not cocky. Confident not arrogant. If you’re not asking me a lot of questions from each key member of your team (SEO, Analytics, Development, UX, IA, Creative) then I figure you think you know all there is to know about me. You know it all…you’re arrogance has won. If I keep asking you… are there any more questions you have for me or members of my team…I’m telling you you aren’t asking the right questions. And I am feeling like you don’t care enough to want it. And perhaps you don’t need to know me or build the relationship. The wise man asks questions. You are building my house for my family and friends. I know you know how to build a house. But how on earth do you know the experience I want for those visiting my home?

It’s an Investment
I want you to grow your business with our relationship. I want to be your case study. I don’t care about awards. I want you to be proud of me and share our experience to help others. I want to be best in class. I want to exceed anything proceeding us in my industry. Period. And I want you to carry my flag high and proud for other to see. And I want to do the same for you. I want to recommend you to other. I want them to know that quite frankly YOU ROCK.

A New BMW or a Brand New Ford
Ok you’re off buying a new car so what’s the difference between purchasing a new BMW or a new Ford…they are both new cars. You can buy both models for the same price. But one manufacturer is selling a car and the other is selling an experience. I know BMW has great engineers and state of the art technologies to offer me and so does Ford. I expect this. But what separates the men from the boys is the driving experience. This BMW has mastered. There’s a difference in being a leader and a follower.

Don’t Over Charge…Take Charge
The NY Yankees built a new stadium and tried to get fans to pay a ridiculous price per seat. So what happened when they overcharged for their greed. People stayed home. Seats still remain empty. The owners will have to take charge…and access a fair price to regain their following. You best do the same when earning that business. Take charge…blend rates and make adjustments. Win the business. I’m not responsible for paying for your overhead. Keep it fair and over time this relationship will be fruitful. Keep your rates transparent and I will be loyal to you. Be fair. Be sharp. No hidden fees.

Booty for Booty
These opportunities don’t come a knockin everyday. You’re going to have to go streaking across the stadium. If you are not willing to let me know that you will expose all for the account then why should i trust you with all that coin?

It’s My Brand as Well as Your Brand
It’s my brand. This is my biggest touchpoint to the world. Respect this…stay within my brand guidelines. Be my brand advocate and steward. My brand is a promise to my audiences…you now are carrying this flag…don’t drop it. I am passionate about it and so should you be. Once you join me your brand is on the line as well.

As Natalie Merchant liked to sing…Give Them What They Want.
It’s always important to give the client exactly what they ask for…regardless of how small it may seem to you or your team. If I ask you for something I am testing to see if you are listening. If you can’t give me what I want when you are trying to win the account…do you think I will have faith you will give me something when you don’t need to earn it? In a bidding process you’re running a mile so you need to know when to pull away from the rest of the pack. Ask the client where you are in the process. Don’t be afraid to ask for more. To offer up more. To ask for additional one on ones with key players. For instance if you feel you aren’t getting your point across on certain advantages you hold. Provide it or ask if you can submit more information to solidify your case. Follow the rule of engagement. But there’s nothing that says you can’t ask for more. If you don’t ask you won’t advance.

Sell me What I Need
It’s my house. I don’t need the swimming pool just because you figured out how to build one. Offer up ideas. Do what you do best. Offer the services you are confident to support. But don’t sell me something I don’t need or that doesn’t apply to my audience just because it’s cool.

Bring your “A” Team
I want to know who I’m going to be working with day to day. I want to know that you are not one swine flu bug away from stalling my efforts or project timeline. I need to know you have a deep bench. I also need to know if a personality or two isn’t working out on the account that we can transition the person without any animosity. Let me know the percentage of time that I will be engaged with key players on your team. I’m reasonable…I understand that you have rock stars and that they bill differently. But that’s your issue to resolve…all I want to know is when and how long I have them as a resource. Relationships are key. Personality is key. Remember for the most part this is a professional service offering. Whatever you do…do not bate and switch. That will be the kiss of death.

Social Conscience is Real
It’s no longer a tree hugging concept. Work this into the play. Whether it is a green initiative or a global health initiative … it’s worth it for all of us. The worlds best brands are starting to figure out that the world is bigger then they are…so they are waking up and smelling the coffee. Be prepared to respond to global issues for your client. Be prepared to offer up new ways of thinking…even if they are not ready for them…they will appreciate your foresight.

Speak my Language
Understand my industry. If you don’t understand it … do not act like you do. Be open and honest of your level of understanding; I will see right through you if you don’t. If your selling to a Quaker you better act like a Quaker. Understand my culture. Speak to me as though you are a part of this culture. If I talk like I’m Amish keep the four letter words at the golf course. CPG, Healthcare, Pharma, Retail are not the same. I want you to bring in learning’s from other industries even better…I’ll listen to them…but make sure you don’t ignore my industry.

Finally…for those of you who feel this type of diligence or advice isn’t necessary to win that big account. You probably weren’t selected for that very reason.

Remember the key differentiators…collaboration is real this is a partnership, listen to what I am asking, pay attention to detail, transparency is truth, know and understand my business, I know you know what you’re doing or I wouldn’t be wasting my time listening to you, we want you to win the account or you wouldn’t be in the final three, ask questions and more questions and more questions.

As Senator Marcy was quoted as saying, back in 1832… “to the victor belong the spoils”

Coming soon at a blog near you…
“So I followed all of your advice why did I still lose the business?”

Advertising Age Digital 2009 – An All Thumbs Review

One thing about working for a world-class organization is opportunity…opportunity to explore new ideas and innovations…opportunities to evaluate partners and best practices from some of the best organizations in digital today. Which brings me to this weeks Advertising Age Digital 2009 Conference that took place at the Metropolitan Pavilion in New York City.

As one would expect there were insights, observations, talk of new trends, panel discussions, back-to-back presentations, and some memorable moments worth noting. And out of all of this professed wisdom there reined one or two particularly exceptional moments of truth often not heard into today’s conferences.

Out of this came some clear winners and clear losers. Being frank has sometimes got me in trouble…but I always am speaking openly and truthfully which is what this blog will do today…if you are going to charge people to listen to what you have to say… you best be prepared to hear differences of opinion. So instead of pointing fingers let’s concentrate on pointing thumbs ☺

Thumbs seem to be the texting method of the Y generation…so it’s appropriate to give a thumbs up…thumbs down or nothing but thumbs review for this year’s conference presentations.

But before I do that I have to say that the folks at Advertising Age hosted a great forum. I personally want to thank them for the agenda they set, the speakers they lined up and their hospitality. A special thanks to Jonah Bloom, editor and mc of Ad Age…this is one Brit worth knowing…a straight talking…action oriented chap.

Two Thumbs Up to…

The clear winner of the show was Simon Clift of Unilever…without a doubt the best presentation I have seen in the last twenty years of business. His candor, truth and honest insights to brand, corporate responsibility, passions from human wellness and a products effect on global social influences was refreshing and candid. Most people bury the truth. He hit truth between the eyes. After spending my career in business and advertising … I like most of you am use to hearing corporations dodge and hide the ills their organizations put on society. Mr. Clift I commend you…not that this is what you want to hear…I’m just glad that you are at the helm…many companies hopefully will follow your lead. Instead of ousting Greenpeace for their protest on destroying trees to gather palm oil for Dove…he invited them in for tea and now is partnering with them to do the right thing for us all.

http://adage.com/digital/article?article_id=135866

Thanks to Evidently…the organization that worked with Simon to produce his presentation. It’s quite remarkable what preparation, practice and attention to detail brings to an audience. It’s good to know we matter enough. Special kudos to Marisa…I thank you…you are a truly gifted person despite the fact that you are a Blue Jays fan

www.evidently.com

To the David from Hershey’s who had the insight to call it like he saw it in-front of the large crowd to wake up our friends at Blockbuster for their inability to see what they didn’t want to see.

A future changing thumbs up to GOGII you are going to single handed change the way we text and gather data on brands for years to come…quite simply brilliant. We better all learn of a good carpel tunnel doc because this new idea is going to revolutionize mobile advertising and brand knowledge for us all.

www.gogii.com

More Thumbs up…

To Keith Lee for hands down getting it! His genius to develop incredible user experiences and motivation models for his products are amazing. He shared with us all from learning’s that help engage the avid World of Warcraft following. Wow…would I love to spend a couple days in their shop to learn the magic of human behavior.

To Damon Wayans for his cool lid…yeah I’m the guy you were sitting next too who saved you from crushing your sunglasses…and I’m the guy that didn’t get a by-line in the group photo on Advertising Age Digital. No worries…I’ve always admired your work. You’re a class act.

For the producers of the TV hit Heroes…primarily because my boys like the show. Your integrated approach to multiple mediums should wake up a few broadcasters.

To UNICEF and P&G’s Lucas Watson Global Team Leader, Digital Business Strategy for their vaccination campaign, which is saving lives and entrusting a brand. If you purchase a package of pampers and selected products P&G will vaccinate a child

www.pampers.com/en_US/unicef/

Joe Rospars, founding partner of Blue State Digital…the man behind President Obama’s new media marketing efforts and truly an email maven and campaign strategist We appreciated your direct approach to results and your being real attitude. It’s no wonder one and six subscribers voted for President Obama. The solution to getting it done…”How can you make someone act NOW”. By converting the top 15% of his audience he helped the USA make a change in history both for one-man…one nation and the future of online marketing. I hope to work with you soon.

Even More Thumbs Up…Wahooeeeee!!

Thumbs up to Fredrik Caristro, CEO and ECD of Great works America and his team for an Absolut idea that took a social media risk by taking custom musical machines that proved art still can be integrate advertising and engage a world with one of a kind concepts to interest and drive the senses of passion.

www.absolut.com/absolutmachines/

Thanks PJ Pereira, Chief Creative Director & Co-founder, Pereira & O’Dell…. for reinforcing Simon and others belief that the next revolution to follow this recession will a Creative Revolution….an opinion I share. He summed it up well by commenting we all well need to learn how to organize chaos.

To Benjamin Palmer of the barbarian group for recognizing with a calm cool delivery that …yeah we did this thing…and that thing did some things that …yeah were good. You would have made comedian Steven Wright proud. It was a nice reminder to those who get caught up in themselves… creative without the chest beating. Refreshing too be so comfortable with your works. Yeah well it worked.

Thumbs up to being on the client side once again for this great organization I work for and the kids we try to help everyday…passion still means something. If you care to join me in a few incredible global health initiatives stay tuned to next year…you may see Cincinnati Children’s on that stage talking about saving a few lives.

To my new friends…Jonah, Marisa, Bob, Louis, Lisette, Allison, Joe, Sheryl and the others who I hope to work with over the next year initiating some new projects to directly help kids and their families get healthy.

Nothing But All Thumbs Awards goes to…

Twitter. If you weren’t on twitter you felt like a twit! Ugh. I was twitted out just hearing the word twitter two million fourteen hundred thousand times in only two days.

Agencies that still don’t get it. And believe you me…many of them really don’t get it. Which is a shock…my suggestion to you is retire. Prepare to see many fall in the next year that can’t recognize or react to this changing world.

Blockbuster… for ignoring what you have… and ignoring your consumer audience segments…it’s more than soccer moms. Being close-minded will get you a one-way ticket out of business. Pay attention to your other audiences like the eighty Netflix fans in the audience who were trying to get you to recognize them as a segment. With that said I give you credit for standing up there and taking it in the gut. Now stand back up and get to work.

Thumbs down to…

All of those who had their heads down in the conference texting and checking emails non-stop…yes…you were at a digital conference hearing about twitter and every other trend…but professional courtesy and respect for those speaking and those sitting around you still has a place in this world. Or at least it should. Rude is rude. Trust me your not that important.

Arrogance and the inability to change award goes to the group of journalists on the panel that refuse to grow and learn. Insisting that having a Peabody award carries more relevance then changing …pay attention and get over your selves…perhaps it’s time to understand that everyone in this world is worth reading and listening too.

The staff at the Met for not being ready when audience members showed up to attend the conference …remember you had people coming from all over the globe to attend your facility. Pride and preparation still can go a long way.

The AV staff that was hired to support the folks at Ad Age need to get it together and pay back the good folks at Ad Age for all the mistakes you made and all the discomfort you put the speakers and audience through. I’ve been in your seats before…it doesn’t have to be so difficult.

And finally, two thumbs down to the NYC cop who pulled over the young middle eastern cab driver who was driving me to the conference and gave him two tickets / four points against his license for a left hand turn that a hundred thousand people make every day in New York. Especially when Abdul and I were having a great conversation about how NYC is the place to live because people don’t see color. No kidding the timing was epic and ridiculous.

And finally to the clear winner of the conference…YOU.

Ultimately all of the innovations and creative prowess shared will eventually hit an experience nearest you. Hopefully I may be a part of a few of those…I guess we’ll just have to wait and see.

And at the insane speed things are moving today…sooner than later no doubt.

The views expressed in this blog are solely my views and do not necessarily reflect or represent the views of my employer.

Gartner – Ten Technologies and Trends for 2009

From Gartner, Inc.

Gartner, Inc., analysts have announced their top 10 technologies and trends that will be strategic for most organizations. The analysts presented their findings during the annual Gartner Symposium/ITxpo in Orlando.

Gartner defines a strategic technology as one with the potential for significant impact on the enterprise in the next three years. Factors that denote significant impact include a high potential for disruption to IT or the business, the need for a major dollar investment, or the risk of being late to adopt.

The top 10 strategic technologies for 2009 include:

Virtualization – Much of the current buzz is focused on server virtualization, but virtualization in storage and client devices is also moving rapidly. Virtualization to eliminate duplicate copies of data on the real storage devices while maintaining the illusion to the accessing systems that the files are as originally stored (data deduplication) can significantly decrease the cost of storage devices and media to hold information. Hosted virtual images deliver a near-identical result to blade-based PCs. But, instead of the motherboard function being located in the data center as hardware, it is located there as a virtual machine bubble. However, despite ambitious deployment plans from many organizations, deployments of hosted virtual desktop capabilities will be adopted by fewer than 40 percent of target users by 2010.

Cloud Computing — Cloud computing is a style of computing that characterizes a model in which providers deliver a variety of IT-enabled capabilities to consumers. They key characteristics of cloud computing are 1) delivery of capabilities “as a service,” 2) delivery of services in a highly scalable and elastic fashion, 3) using Internet technologies and techniques to develop and deliver the services, and 4) designing for delivery to external customers. Although cost is a potential benefit for small companies, the biggest benefits are the built-in elasticity and scalability, which not only reduce barriers to entry, but also enable these companies to grow quickly. As certain IT functions are industrializing and becoming less customized, there are more possibilities for larger organizations to benefit from cloud computing.

Servers — Beyond Blades – Servers are evolving beyond the blade server stage that exists today. This evolution will simplify the provisioning of capacity to meet growing needs. The organization tracks the various resource types, for example, memory, separately and replenishes only the type that is in short supply. This eliminates the need to pay for all three resource types to upgrade capacity. It also simplifies the inventory of systems, eliminating the need to track and purchase various sizes and configurations. The result will be higher utilization because of lessened “waste” of resources that are in the wrong configuration or that come along with the needed processors and memory in a fixed bundle.

Web-Oriented Architectures – The Internet is arguably the best example of an agile, interoperable and scalable service-oriented environment in existence. This level of flexibility is achieved because of key design principles inherent in the Internet/Web approach, as well as the emergence of Web-centric technologies and standards that promote these principles. The use of Web-centric models to build global-class solutions cannot address the full breadth of enterprise computing needs. However, Gartner expects that continued evolution of the Web-centric approach will enable its use in an ever-broadening set of enterprise solutions during the next five years.

Enterprise Mashups – Enterprises are now investigating taking mashups from cool Web hobby to enterprise-class systems to augment their models for delivering and managing applications. Through 2010, the enterprise mashup product environment will experience significant flux and consolidation, and application architects and IT leaders should investigate this growing space for the significant and transformational potential it may offer their enterprises.

Specialized Systems – Appliances have been used to accomplish IT purposes, but only with a few classes of function have appliances prevailed. Heterogeneous systems are an emerging trend in high-performance computing to address the requirements of the most demanding workloads, and this approach will eventually reach the general-purpose computing market. Heterogeneous systems are also specialized systems with the same single-purpose imitations of appliances, but the heterogeneous system is a server system into which the owner installs software to accomplish its function.

Social Software and Social Networking – Social software includes a broad range of technologies, such as social networking, social collaboration, social media and social validation. Organizations should consider adding a social dimension to a conventional Web site or application and should adopt a social platform sooner, rather than later, because the greatest risk lies in failure to engage and thereby, being left mute in a dialogue where your voice must be heard.

Unified Communications – During the next five years, the number of different communications vendors with which a typical organization works with will be reduced by at least 50 percent. This change is driven by increases in the capability of application servers and the general shift of communications applications to common off-the-shelf server and operating systems. As this occurs, formerly distinct markets, each with distinct vendors, converge, resulting in massive consolidation in the communications industry. Organizations must build careful, detailed plans for when each category of communications function is replaced or converged, coupling this step with the prior completion of appropriate administrative team convergence.

Business Intelligence – Business Intelligence (BI), the top technology priority in Gartner’s 2008 CIO survey, can have a direct positive impact on a company’s business performance, dramatically improving its ability to accomplish its mission by making smarter decisions at every level of the business from corporate strategy to operational processes. BI is particularly strategic because it is directed toward business managers and knowledge workers who make up the pool of thinkers and decision makers that are tasked with running, growing and transforming the business. Tools that let these users make faster, better and more-informed decisions are particularly valuable in a difficult business environment.

Green IT – Shifting to more efficient products and approaches can allow for more equipment to fit within an energy footprint, or to fit into a previously filled center. Regulations are multiplying and have the potential to seriously constrain companies in building data centers, as the effect of power grids, carbon emissions from increased use and other environmental impacts are under scrutiny. Organizations should consider regulations and have alternative plans for data center and capacity growth.

Source: Gartner, Inc.