20% - The Marketing Procurement Podcast – Details, episodes & analysis

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 from the client’s perspective, exploring why agency innovation is vital for clients and for the future of marketing services itself.

• Win Without Pitching
  
  
• Blair's Twitter
  
  
• Blair's Linkedin
  
  
• The ICA
  
  
• Leah's Linkedin
  
  
• The ICA's Linkedin
  
  
• The Business Model Company
  
  
• Caroline’s Linkedin
  
  
• WFA & MediaSense Future of Media Agency Models Report
  
  
• Quantifying The Value of Pricing

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 Blair's Innoficiency Principle as it applies to running an agency. 

• Blair's Twitter
  
  
• Blair's Linkedin
  
  
• Win Without Pitching
  
  
• The ICA's Linkedin
  
  
• Leah's Linkedin 
  
  
• The ICA
  
  
• David C. Baker
  
  
• 2Bobs
  
  
• The Innoficiency Problem

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. 

• Blair's Twitter
  
  
• Blair's Linkedin
  
  
• Win Without Pitching
  
  
• The ICA's Linkedin
  
  
• Leah's Linkedin 
  
  
• The ICA
  
  
• Jason's Linkedin
  
  
• The End of Average

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 will never be strategic partners to their brand manager clients.

• Blair's Twitter
  
  
• Blair's Linkedin
  
  
• Win Without Pitching
  
  
• The ICA's Linkedin
  
  
• Leah's Linkedin 
  
  
• The ICA
  
  
• Christy's Linkedin
  
  
• Smashbrand

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 procurement professional’s week and much more. 

• Blair's Twitter
  
  
• Blair's Linkedin
  
  
• Win Without Pitching
  
  
• The ICA's Linkedin
  
  
• Leah's Linkedin 
  
  
• The ICA
  
  
• Stuart's Linkedin
  
  
• Stuart's Twitter
  
  
• Don't Forget To Look
  
  
• Project Spring report
  
  
• Why We Suck at Negotiating

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.

• Blair's Twitter
  
  
• Blair's Linkedin
  
  
• Win Without Pitching
  
  
• The ICA's Linkedin
  
  
• Leah's Linkedin 
  
  
• The ICA
  
  
• Rory's Linkedin
  
  
• Rory's Twitter
  
  
• Ogilvy
  
  
• Alchemy
  
  
• NudgeStock
  
  
• MIPTV
  
  
• Alchemy of Effectiveness

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.

• Blair's Twitter
  
  
• Blair's Linkedin
  
  
• Win Without Pitching
  
  
• The ICA's Linkedin
  
  
• Leah's Linkedin 
  
  
• The ICA
  
  
• The Marketing Procurement Academy
  
  
• The OG Marketing Procurement Podcast
  
  
• Magid's Linkedin
  
  
• Compliant Global
  
  
• Extinction or Revolution of Marketing Procurement?

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.

• Blair's Twitter
  
  
• Blair's Linkedin
  
  
• Win Without Pitching
  
  
• The ICA's Linkedin
  
  
• Leah's Linkedin
  
  
• The ICA
  
  
• Francisco's Linkedin
  
  
• jfeintl
  
  
• Expert tips for value-based procurement in marketing
  
  
• Getting More - Stuart Diamond
  
  
• Never Split The Difference - Chris Voss
  
  
• The Unsold Mindset - Colin Coggins, Garrett Brown

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.

• Blair's Twitter
  
  
• Blair's Linkedin
  
  
• Win Without Pitching
  
  
• The ICA's Linkedin
  
  
• Leah's Linkedin
  
  
• The ICA
  
  
• Kim's Linkedin
  
  
• Aprais' Linkedin
  
  
• Aprais' Website
  
  
• Happiness - a new business imperative
  
  
• The Challenger Sale
  
  
• Aprais Effectiveness Report

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.

• Blair's Twitter
  
  
• Blair's Linkedin
  
  
• Win Without Pitching
  
  
• The ICA's Linkedin
  
  
• Leah's Linkedin
  
  
• The ICA
  
  
• Ignition Consulting Group
  
  
• Tim's Linkedin
  
  
• Tim's Twitter
  
  
• Time's Up! - Ron Baker