Milagros has been in the industry for 30 years and she comes on the show to share her advice on the importance of relationships, what we should see on your website, and team synergy, as well as her best tips on the estimating process.   Key Takeaways [:32] Heather introduces Milagros and asks her to share the story of how she made her way into the advertising industry from a political major as well as the people that shaped her path and propelled her forward. [4:04] Heather shares her own start as an account person when everything was so brand new and Milagros touches on the industry’s hay day — but come to terms with it ’cause it’s gone! [9:45] Getting Milagros’ attention goes primarily through email, but she does enjoy the moments at Leo Burnett when the reps come in and share the recent work they have on their roster. She shares her e-classification system! [12:25] Milagros touches on how her team finds photographers for specific projects, it usually starts with six to seven photographers. [13:40] Websites are so very important and everybody has more than enough things to do in a day so ease of navigation is paramount! Milagros also enjoys seeing the more personal side of a photographer — showcase some of your personal work too! She also touches on the importance of reps. [18:08] The creative teams also play a role in the types of photographers they look for; personalities have to agree! So pay attention to the conversations you have with the prospective teams, they are more important than you know. [20:45] Milagros will still consider a photographer who has no motion on their site, and in any case, it sometimes needs to be two separate people. She speaks to how much education she still has to impart to clients surrounding motion. [23:50] Leo Burnet’s firm bid structure provides a lot of positive aspects, Milagros touches on the flexibility that is still required once you arrive on set. [27:25] Heather asks Milagros to break down the estimating process on her side — from initial reviews to cost consulting to client meetings — and though there may sometimes be a front-runner, Milagros’ team always presents three candidates they would be happy working with. [30:30] Milagros’ tips for the estimating process are simple but important: be clear, take notes, and speak up if something seems off to you. [31:35] Treatments are more important for projects that include motion and about 60% of the projects she bids require them, but when they are in play, it’s critical to give it all you’ve got and make a mark for yourself. [37:20] The worst part of Milagros’ job is letting people know they didn’t get the job. Heather and her guest discuss the importance of having that conversation after the fact, all the while keeping in mind that everyone is just so crazy busy! [41:59] Who am I bidding against is a question best answered after the fact. [45:03] Would you have guessed that Milagros is shy, focused, and kind — maybe the last two! [47:50] If she wasn’t an art producer, Milagros would be a location photographer. [48:50] Heather thanks Milagros for coming on the podcast!   Thanks for listening.   In an industry where the rules are always changing, it’s helpful to hear from those on the front line. Heather Elder is the visionary behind NotesFromARep’sJournal.com; visit her website for industry updates, stunning photography and video, and the artists behind the work.   Mentioned in this episode Leo Burnett   More about your host Heather Elder’s Bio Heather Elder’s Blog Heather Elder on Instagram Heather Elder on Twitter Heather Elder on LinkedIn Heather Elder on Facebook   More about today’s guest Milagros DeLaRosa on LinkedIn