The Drum Awards for Marketing - Extended Entry Deadline

-d -h -min -sec

More Episodes

E11. Fred Moore - How to build strong relationships with clients and partners?

This week, host Mike Lander is joined by Fred Moore (COO, Matter Of Form). Here they talk about balancing short-term optimization with the bigger picture, promoting creativity and innovation in decision-making, and how to building strong relationships with clients and partners.

E10. Gareth Turner - What is a BATNA in negotiation?

Baked beans on Weetabix anyone? Whatever your opinion on the recipe suggestion, you’re likely to have heard about it, thanks to Gareth Turner (founder and director, Big Black Door), who led on the ‘Beanz on Bix’ campaign in 2019. Here, Turner speaks to host Mike Lander about the value of having distinct roles in a negotiation, the leveraging power of BATNAs (best alternative to a negotiated agreement), and the importance of understanding which power dynamics are truly at play.

E9. Jaye Cowle – How to negotiate as a small agency

Jaye Cowle (managing director, Launch) is on a mission to create the happiest agency in the world. And this focus on happiness doesn’t end with her staff. For Cowle, business partnerships are doomed if both sides aren’t happy with the outcome. But when you’re a small agency, how can you negotiate a satisfactory outcome for both sides? Here, Cowle talks to host Mike Lander about why small agencies are the perfect partners for unsexy challenger brands, the importance of measurement in today’s world, and why the term ‘overservicing’ has been banned at her agency.

E8. John Godfrey - How can niche providers demonstrate expertise in a negotiation?

John Godfrey (commercial executive director, Red Badger) may never have used his Education degree to teach, but the dotcom veteran can certainly school most on the art of niche-provider negotiation. Here he talks to host Mike Lander about the complexity of value-based pricing, how niche providers can avoid being commodified, and how they can effectively negotiate termination for convenience and IP rights.

E7. Rob Halloway - How do you negotiate with multiple stakeholders?

Rob Halloway (Marketing Director at Mercedes-Benz Cars and Director at Mercedes-Benz World) began forging his negotiation skills in the 90s selling used trucks. Fast forward twenty-five years, and the marketing director is a master of multi-stakeholder negotiations across different European factions. Here he talks to host Mike Lander about finding the highest common denominator for all, the importance of unified, fair pricing, and why listening can be just as valuable a skill as negotiating itself.

4 more episodes +

E5. Emily Chang - What's the difference between client side and agency side negotiations?

When it comes to negotiations, CEO Emily Chang (McCann Worldgroup) has a rare perspective. Amassing 22 years of experience on the client side before migrating to the agency side, she’s seen the best and worst from both ends of the table. Here she talks to host Mike Lander about dealing with disproportionate relationships, whether pitching should be free, and how clients and agencies can align on what success looks like.

E4. Tamara Littleton – How agencies can effectively negotiate with brands

Working with the likes of Oreo, Dr Pepper and Nissan, agency leader Tamara Littleton (Social Element) has negotiated with some of the biggest brands on the planet. Drawing on her 20 years of experience, Tamara talks to host Mike Lander about what collaborative negotiations mean in practice, why client feedback is crucial to building a successful relationship, and how to get rid of negotiation-anxiety.

E3. Pete Markey - How to successfully navigate a third-party negotiation

How do you negotiate with a talent agent? It's something Boots' Pete Markey knows like the back of his hand. With over 25 years of experience, Pete has secured some of the world’s most recognizable names, including Robert Webb, David Schwimmer and Morgan Freeman. Here he talks to host Mike Lander about how to successfully conduct third-party negotiations, the importance of surrounding yourself with an A team, and why communication is key.

E1. Penry Price – How can negotiators secure a win-win outcome?

What is a negotiation? Is it a game of tactics, where two parties compete to come out on top? Not according to LinkedIn’s vice president of marketing, Penry Price. In this first episode, Penry talks to Mike about how to navigate a win-win negotiation with a collaborative mind-set, helping both buyers and sellers increase the value-exchange and strengthen their relationship.

People are listening to...

E11. Fred Moore - How to build strong relationships with clients and partners?

This week, host Mike Lander is joined by Fred Moore (COO, Matter Of Form). Here they talk about balancing short-term optimization with the bigger picture, promoting creativity and innovation in decision-making, and how to building strong relationships with clients and partners.

E4. How BMB and Electric Theatre Collective took a Victorian animation tool and modernized it using CGI

My next guests are Matt Lever who is chief creative officer at BMB and Dean Robinson who is head of CG at Electric Theatre Collective. In this episode, we talk through their latest campaign for mobilty app Freenow and why they took the Victorian zoetrope and used CGI to create a colorful, layered ad campaign.

E10. Gareth Turner - What is a BATNA in negotiation?

Baked beans on Weetabix anyone? Whatever your opinion on the recipe suggestion, you’re likely to have heard about it, thanks to Gareth Turner (founder and director, Big Black Door), who led on the ‘Beanz on Bix’ campaign in 2019. Here, Turner speaks to host Mike Lander about the value of having distinct roles in a negotiation, the leveraging power of BATNAs (best alternative to a negotiated agreement), and the importance of understanding which power dynamics are truly at play.

E3. Why Cadbury's Christmas ad resonated so well audiences last year

It might be March but in this week's episode we are discussing all things Christmas marketing. Sharing their wisdom we have Lynne Deason who is head of creative excellence at Kantar and Emma Jayne Paxton who has the fabulous job title of head of Christmas and Halloween at Mondalez International. We find out why Cadbury's Christmas ad last year won over the nation.

E6. Will the D2C brand revolution flourish or fizzle?

DTC brands, especially Chinese giants like Shein, have been big news for all sorts of reasons over the last couple of years: their remarkable growth, but also challenges around their sustainability and quality. Is this an evolution that will continue to evolve, one that more established brands will be able to incorporate in the long-run, or a flash in the pan?

E9. Jaye Cowle – How to negotiate as a small agency

Jaye Cowle (managing director, Launch) is on a mission to create the happiest agency in the world. And this focus on happiness doesn’t end with her staff. For Cowle, business partnerships are doomed if both sides aren’t happy with the outcome. But when you’re a small agency, how can you negotiate a satisfactory outcome for both sides? Here, Cowle talks to host Mike Lander about why small agencies are the perfect partners for unsexy challenger brands, the importance of measurement in today’s world, and why the term ‘overservicing’ has been banned at her agency.