2Bobs: The Win Without Pitching Manifesto—A 10 Year Retrospective

Welcome to 20% - The Marketing Procurement Podcast: Hosts Blair Enns and Leah Power discuss the “Marketing Procurement Problem” and lay out their hopes and intentions for the conversations to follow. Note: The ICA changed its name to the Institute of Canadian Agencies after the recording of... by 20% - The Marketing Procurement Podcast

25 min listen

The Innoficiency Problem: Blair puts forward his Innoficiency Principle—the idea that innovation and efficiency are mutually opposable goals—and discusses why the “Marketing Procurement Problem” can be explained by this principle. Blair Enns Leah Power... by 20% - The Marketing Procurement Podcast

35 min listen

The Truth About RFPs w/ Enrique Cordero: 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 Leah Power Enrique Cordero by 20% - The Marketing Procurement Podcast

43 min listen

8 Things Every Agency Says w/ John Gleason: 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 Leah Power ... by 20% - The Marketing Procurement Podcast

55 min listen

My 1st Negotiation with Procurement w/ Kathie Jones: Kathie Jones joins the podcast to discuss lessons learned from selling to procurement years ago up to running procurement today. Blair Enns Leah Power Kathie Jones Pricing Creativity by 20% - The Marketing Procurement Podcast

48 min listen

Grownup Conversations w/ Mike Lander: Piscari’s Mike Lander models the conversations agencies and procurement should be having but rarely do. Blair Enns Leah Power Mike Lander Hear more from Mike on his podcast “It’s a Good Start” Project Spring Report The Win... by 20% - The Marketing Procurement Podcast

44 min listen

Be Your Agency's Favorite Client w/ Kathryn Fitzwilliam: 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 Leah Power Kathryn... by 20% - The Marketing Procurement Podcast

50 min listen

The Transformed Procurement Professional w/ Mary Ann Brennan: Mary Ann Brennan joins Blair and Leah to discuss the transformed procurement professional and the journey from cost saver to value creator. Blair Enns Leah Power Mary Ann Brennan ProcureCon Marketing by 20% - The Marketing Procurement Podcast

46 min listen

Pitch-Free for 5 Years w/ Julie Cohen: Julie Cohen, Founder and CEO of Across The Pond, joins Blair and Leah to discuss the negative impacts of pitching. Blair Enns Leah Power Julie Cohen Don’t Pitch Your Mental Health You Don’t Really Partner With Your Clients by 20% - The Marketing Procurement Podcast

39 min listen

Better Relationships = Better Outcomes w/ Kim Walker: 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. by 20% - The Marketing Procurement Podcast

48 min listen

Procurement Are People Too w/ Mike Sutton: 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 Leah Power Mike Sutton ... by 20% - The Marketing Procurement Podcast

34 min listen

Let's Play Fair w/ J. Francisco Escobar: 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. by 20% - The Marketing Procurement Podcast

39 min listen

The Chaos Culture of Agencies w/ Jack Skeels: Agency Agile founder Jack Skeels drops by the pod to talk about agency culture, agency searches and his time as a consultant working to find procurement efficiencies for the US government. by 20% - The Marketing Procurement Podcast

45 min listen

Agency Ownership Models Are Everything w/ Tom Lewis: 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.” by 20% - The Marketing Procurement Podcast

49 min listen

The Client Bill of Rights w/ Jillian Gibbs: 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. by 20% - The Marketing Procurement Podcast

41 min listen

The Day Everything Changed in CPG w/ Christy Lebor: 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... by 20% - The Marketing Procurement Podcast

49 min listen

The End of The Billable Hour w/ Tim Williams: 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. by 20% - The Marketing Procurement Podcast

43 min listen

Can Agencies Be Consultants? w/ Leo Rayman: 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... by 20% - The Marketing Procurement Podcast

44 min listen

The Marketing Procurement Academy w/ Magid Souhami: 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. by 20% - The Marketing Procurement Podcast

49 min listen

The Hidden Cost of Transactional Capitalism w/ Rory Sutherland: 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. by 20% - The Marketing Procurement Podcast

53 min listen

2Bobs: Innoficiency in Your Agency: 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... by 20% - The Marketing Procurement Podcast

40 min listen

2Bobs: The Win Without Pitching Manifesto—A 10 Year Retrospective: 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:... by 20% - The Marketing Procurement Podcast

29 min listen

The Benchmark Problem w/ Jason Cammorata: 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. by 20% - The Marketing Procurement Podcast

29 min listen

Aligning the Incentives w/ Stuart Dunk: 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... by 20% - The Marketing Procurement Podcast

44 min listen

Madison Avenue Makeover w/ Michael Farmer: 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. by 20% - The Marketing Procurement Podcast

62 min listen

Tuning Up the Client-Agency Relationship w/ David Meikle: 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.” by 20% - The Marketing Procurement Podcast

47 min listen

Just Say No w/ Niki McMorrough: 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. by 20% - The Marketing Procurement Podcast

44 min listen

Agency Model Innovation w/ Caroline Johnson: 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... by 20% - The Marketing Procurement Podcast

48 min listen

This is Unsustainable w/ Caroline Johnson: 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... by 20% - The Marketing Procurement Podcast

48 min listen

On Creative Effectiveness w/ George Tannenbaum: 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... by 20% - The Marketing Procurement Podcast

33 min listen

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2Bobs: The Win Without Pitching Manifesto—A 10 Year Retrospective

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