Inside PR 3.58: The New Business Process


The new business process is always an interesting one for agencies.

RFPs, networking, conferences, and trade shows…oh my!

During this week’s episode we talk about blogging, speaking, and other ways to generate qualified leads, just like many of us would do for our clients, and Joe shares a secret on how they recently generated 15 qualified leads for the video side of his business.

But that’s not all!

Martin throws in some face-to-face opportunities, and recommends we get away from the echo chamber.

And I share our number one driver of new business: Speaking. Joe says he has lost his appetite for traveling (me too!), but I counter that with how well it works and provide an example. Joe also makes a good point about sticking around after you speak to talk with those who are too shy to approach a speaker as he or she is leaving the stage.

But the creme de la creme is what Martin proposes agencies do when asked to write a proposal. It’s an interesting thought and one that is worth exploring.

So take a listen and let us know what you think. If you’ve tried his idea, we’d love to hear about that, too.

P.S. Between the recording of this episode and today, Chicago got seven inches of snow. So I’m no longer jealous of Joe!


We’d love to hear your thoughts.

Send us an email or an audio comment to [email protected], join the Inside PR Google+ Community, join the Inside PR Facebook group, leave us a comment here, message us @inside_pr on Twitter, or connect with Gini DietrichJoseph Thornley, and Martin Waxman on Twitter.

Thank you to the people behind Inside PR

Our theme music was created by Damon de SzegheoRoger Dey is our announcer.

Inside PR is part of the FIR Podcast Network.

Inside PR is produced by Kristine D’Arbelles and Ashlea LeCompte.

Inside PR 2.65: To leave or not to leave…that is the question


We start this week with a question from a listener, LaBrandon Dates: How do you know when it’s time to search for a new job and can a person stay positive in a company with a negative or non team-oriented culture?

Thanks LaBrandon – great question! We’re going to answer from the perspective of employers and employees.

Joe Thornley left a company after 11 years when he realized the people he’d come to work with – the ones who shared his values – had all gone. The company had been acquired, the culture changed and he was no longer happy.  If you’re not happy, he says, you shouldn’t spend 20 seconds at a place because life is too short.

Gini Dietrich left Fleishman because she wanted a change from the city where she was based, though she liked the people and the firm.  At another agency, she had philosophical differences with colleagues and left because she realized there was no common ground.

Martin Waxman was at a Canadian firm that was acquired by a multinational. And because some of the senior leadership couldn’t accept the change, it felt like individuals were working for different entities rather than a single company and that hurt morale. He stayed about a year longer than he should have and says it’s important to ask yourself the tough questions early and then decide whether or not to leave.

Joe comments that talented people who are miserable make others miserable but they can always get a position at a place where they’d be happy.  But before you start looking, be honest with your supervisor and share what you feel and why.

We don’t know anyone who was fired for admitting they weren’t happy in a job.

Gini introduces our second topic. She recently noticed that large companies are looking to smaller, more nimble, boutique firms when they’re conducting an agency search and wonders if this is a trend or possibly an economic shift.

Joe remarks that it’s the slowest recovery he can remember.  People are being careful where they spend money and need to show results.  On the other hand, he’s seen more businesses coming into Canada with consolidated budgets that are going with multinational AORs rather than a Canadian firm.

Martin says he’s been working more closely with U.S. agencies and adapting their initiatives. He feels PR budgets haven’t grown – a good client is one that comes back flat.  Which leads to the question, how can we accomplish more with less?

Gini believes PR people should acquire more marketing skills. And unless we do that, our industry may become extinct…

What do you think?  Can PR successfully adapt?  We’d love to hear your thoughts.

Do you have an idea for a topic you would like us to discuss? Send us an email or an audio comment to [email protected], join the Inside PR Facebook group, leave us a comment here, message us @inside_pr on Twitter, or connect with Gini DietrichJoe Thornley, and Martin Waxman on Twitter.

Our theme music was created by Damon de SzegheoRoger Dey is our announcer.

This week’s episode was produced by Kristine Simpson.

Inside PR #115 – Wednesday, June 11, 2008


Comments? Send us an email at [email protected], call us on the comment line on 206-600-4741, visit the Inside PR Blubrry site, or leave us a comment on the Inside PR show blog.

This week on Inside PR, Terry Fallis, Keith McArthur and Julie Rusciolelli and discuss creativity in pitching new business.

Show Notes

00:34 Terry opens the show

01:31 The panel talks about their weekends. Terry tells us about the Leacock Medal ceremony and about getting the TD Bank Comfort zone seats at last Sunday’s Blue Jays game.

02:50 Terry talks about Third Tuesday’s in June across Canada. He asks listeners to check out Joseph Thornley’s Blog at

03:51 Terry plugs Podcasters Across Borders

06:18 Keith Talks about CMA’s word of mouth marketing Conference: Mass to Grass

07:23 Julie talks about her participation in Luminato

09:42 Terry introduces the main topic of discussion: creativity in pitching new business

11:06 Julie talks about some tricks Maverick uses

16:38 Keith talks about a three stage process Veritas went through to pitch a client

19:59 Terry shares experiences in pitching Travelocity and Charles Schwab Canada

23:36 Julie shows that experience and credentials won’t necessarily get you the win

25:28 Terry talks about the importance of connecting with a client and how important chemistry is

28:13 Terry describes TFC‘s Molson pitch and building a train set in the board room

30:32 Terry reads the comment from John Unkart of Michigan, USA

31:49 Julie, Keith and Terry respond

34:42 Terry closes up the show

Our theme music is Streetwalker by Cjacks and is courtesy of the Podsafe Music Network; Roger Dey is our announcer.

This week’s episode was produced by Samantha Lovelace.