Dec 6th, 2013
Having been on both the submission and judging side of marketing, advertising and public relations Request for Proposals – or RFPs – I have a little insight into winning the business.
A considerable amount of time, billable hours and money go into these submissions, and they are very competitive. It is imperative that you get it right.
But so many people get it wrong. I am consistently amazed when large, globally recognized, award-winning agencies fumble some basic fundamentals.
You want to win, right?
Here are a few tips:
- Never let a junior employee complete an RFP on your behalf. It does a disservice to your brand, and it is a complete waste of time.
- Before you begin the submission look very carefully at how the points are allocated. You will quickly ascertain what is most important.
- Read the question carefully and make sure your answer specifically addresses what is being asked. Put yourself in the position of the judge who is reviewing countless other submissions. Did you get all the points that you could, or did you give some up by being vague or not following directions?
- Be very specific. Do not answer a question with, we specialize in brand activation and storytelling. Instead, give me an example of how you elevated a client’s brand with a unique strategy that produced quantifiable results.
- Make it very easy for the judge to find your supporting materials.
- Be aware that your competitors are going to do whatever it takes to win. For example, don’t just mention doing a radio spot or video as one strategy. Actually put one together.
- Do your research and then show it.
- Bring a senior representative with you to the oral presentation.
- Stand up when you present.
- Leave the judges with your complete presentation.
And one bonus since we should always turn it up to 11. Be exceptionally strategic and creative. If you are not prepared to kick ass then pass.
Nov 4th, 2013
Today was an exciting day at the Georgia State Capitol where we announced that Georgia has been named No. 1 state in U.S. for business by Site Selection magazine. Governor Deal along with senior executives from Home Depot, UPS and Gulfstream were there to kick it off and lay out the reasons why the state is well positioned. Commonalities across speakers were workforce, logistics and infrastructure. Read the article here.
Sep 23rd, 2013
A Pawleys Island past time.
Aug 30th, 2013
I’ve produced and directed a number of videos in the past year. It is always rewarding when hard work pays off in the form of a satisfied company and/or client. It is even more satisfying when there is an award attached to the project.
Global Trade Video: Silver Telly (2013) from Robert Payne on Vimeo.
This video required 3 separate shoots, scripting and infographic animation. The end result is a compelling story about diversifying risk and increasing profits through international trade. It is told from the perspective of the business owners. Blue Marble media shot and edited the piece.
Economic Development Video: Gold Hermes (2013) from Robert Payne on Vimeo.
This video is a culmination of interviews I conducted over the course of almost a year with many different brands in various industry sectors. It has been condensed down into a 2+ minute piece to convey Georgia’s economic development landscape. Blue Marble media shot and edited the piece.
I hope you enjoy watching them!
Aug 16th, 2013
As a boy I had the distinct pleasure of accompanying a local ornithologist on bird banding adventures where we would string fine nets across the marshes and forests of Charleston, SC. Sometimes a Grosbeak or a Sharpshin would punish my hands as I tried to free them, but it was always worth it to hold them for an instance, band and weigh their fragile bodies, and hope to see them and their brethren the next year.
Now as an adult and living in the big city of Atlanta, I wake up every morning to the intricate songs of birds that I can’t believe are able to navigate the incessant dangers of the modern world.
I cringe when I hear stories of southern hunters taking out hawks and owls because they prey on their precious quail and doves. Or watching a not-so-innocent house cat scope out my bird feeders.
Reading this article on migrating birds was the equivalent of waking up on one future morning and the air being filled with nothing but silence.
Aug 8th, 2013
Quick trip to New York for a visit with friends.
I would be remiss without a trip to the MOMA in Manhattan, but it was nice to spend a little more time in Brooklyn checking out Carroll Gardens, Cobble Hill and Park Slope. Watching Beck perform “Billy Jean” at Prospect Park was also a nice addition.
Brooklyn is blowing up…along with the real estate. But such a cool and eclectic mix of people and places. The fact that Jay Z launched his new album in a warehouse in Red Hook should tell you something.
Check out Hibino for some awesome sushi, and momofuku’s Milk Bar for an amazing espresso shake.
Feel free to click any of the images for a larger view.
Jul 11th, 2013
For an upcoming Delta Sky issue I wanted to take a different approach to your typical B-to-B ad. For most metro Atlanta professionals there is more to Georgia than just ATL. On the weekends we are hitting the mountains, beaches, golf courses and soaking up that sweet southern charm and historical landmarks that no other state can replicate.
When a certain senior executive has a seat and pulls the Delta Sky from the front pocket for a flip, I hope this ad catches their attention for a moment or two and gives them pause. Should I relocate or expand to the state of Georgia? Quite clearly the answer is yes.