In each episode a guest brings their marketing, procurement or agency perspective to bear on how these three parties sell to, buy from and work with each other, with Blair and Leah trying to get an answer to the question: "How do you 'procure' creativity without killing it?"
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Hello and Welcome to The Marketing Procurement Podcast. I'm your host, Magid Souhami, homegrown Marketing Procurement leader who turned into President of a global business. My career in Marketing Procurement started 15 years ago, at a time when this discipline was still largely unknown. 15 years later, I'm surprised to see how much Marketing Procurement has gone mainstream and yet remains unchartered. So I decided to create this podcast to better codify Marketing Procurement for you and with ...
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Marketing and Procurement are two sides of the same coin. Yet, they are at opposite ends of the spectrum, where one focuses on branding and customers, and the other on driving out costs and inefficiencies. Just like Marketing and Procurement can sometime act more like foes than friends, so might the co-hosts of the MarPro Podcast who challenge their guests—and each other—by asking the difficult questions and bringing out important issues to help bridge the gap that often divides marketing an ...
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1
This is Unsustainable w/ Caroline Johnson
48:16
48:16
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बाद में चलाएं
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48:16
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 futu…
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Marketing Is an Investment w/ Brett Colbert
45:37
45:37
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45:37
Brett Colbert is known for pulling no punches. In this episode he brings his direct and provocative point of view—from both sides of the procurement table—to bear on the state of marketing procurement today. Nobody in the marketing/procurement/agency triumvirate gets off easy in this episode. Grab some popcorn and settle in. Win Without Pitching Bl…
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On Creative Effectiveness w/ George Tannenbaum
32:39
32:39
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32:39
In this episode we up the creative content by talking to veteran creative director George Tannenbaum about the changing nature of the advertising industry, the deification of data and why he thinks procurement deserves to win in their negotiating battles with agencies. Win Without Pitching Blair's Twitter Blair's Linkedin The ICA Leah's Linkedin Th…
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The Path to Great Work w/ Beverley Hammond and Susan Irving
43:07
43:07
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43:07
20% welcomes its first client/agency team in the form of Kruger Products CMO Susan Irving and Broken Heart Love Affair co-founder Beverley Hammond. Together they discuss the trust and risk required to get to Kruger’s needle-moving and award winning campaign Unapologetically Human. Win Without Pitching Blair's Twitter Blair's Linkedin The ICA Leah's…
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Agency Model Innovation w/ Caroline Johnson
48:05
48:05
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48:05
The Business Model Company cofounder Caroline Johnson joins the pod to discuss how agencies are evolving away from legacy business models to a variety of new models that drive better commercial success for the agency and greater value creation for clients. Win Without Pitching Blair's Twitter Blair's Linkedin The ICA Leah's Linkedin The ICA's Linke…
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Tuning Up the Client-Agency Relationship w/ David Meikle
47:26
47:26
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47:26
Consultant David Meikle joins the pod to discuss—and listen to Blair and Leah rave about—his new book Tuning Up: Improving Performance and Reducing Stress in Advertising and Marketing.” Win Without Pitching Blair's Twitter Blair's Linkedin The ICA Leah's Linkedin The ICA's Linkedin David's website David’s Linkedin David’s Twitter Tuning Up Website …
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Niki McMorrough has seen the client-agency relationship from both sides of the table and that perspective has left her convinced that no one wins in a pitch. She joins Blair and Leah to discuss her conversion from pitch advocate to pitch abstinence. Win Without Pitching Blair's Twitter Blair's Linkedin The ICA Leah's Linkedin The ICA's Linkedin Nik…
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2Bobs: The Win Without Pitching Manifesto—A 10 Year Retrospective
28:39
28:39
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28:39
Blair and Leah are concluding their brief summer hiatus, back in the studio this week, preparing to bring you a brand new interview in two weeks time. Until then, Blair has shamelessly selected another episode of his other podcast, 2Bobs: Conversations on the Art of Creative Entrepreneurship, which he cohosts with David C. Baker. In this episode fr…
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1
Madison Avenue Makeover w/ Michael Farmer
1:01:39
1:01:39
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1:01:39
Madison Avenue Manslaughter author, agency advisor and former BCG and Bain consultant Michael Farmer joins the pod to discuss his brand new book, Madison Avenue Makeover: The Transformation of HUGE and the Redefinition of the Ad Agency Business. Blair's Twitter Blair's Linkedin Win Without Pitching Leah's Linkedin The ICA's Linkedin The ICA Michael…
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2Bobs: Innoficiency in Your Agency
39:56
39:56
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39:56
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 With…
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The Benchmark Problem w/ Jason Cammorata
29:12
29:12
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29:12
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…
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The Day Everything Changed in CPG w/ Christy Lebor
49:24
49:24
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49:24
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 …
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Aligning the Incentives w/ Stuart Dunk
43:50
43:50
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43:50
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 Pitchin…
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The Hidden Cost of Transactional Capitalism w/ Rory Sutherland
53:28
53:28
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53:28
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 Ogi…
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The Marketing Procurement Academy w/ Magid Souhami
48:47
48:47
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48:47
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…
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Let's Play Fair w/ J. Francisco Escobar
38:38
38:38
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38:38
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 Exp…
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Better Relationships = Better Outcomes w/ Kim Walker
47:51
47:51
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47:51
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 i…
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The End of The Billable Hour w/ Tim Williams
42:46
42:46
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42:46
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! …
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Can Agencies Be Consultants? w/ Leo Rayman
43:43
43:43
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43:43
Leo Rayman went from CEO of agency Grey in London to the first CEO of Grey Consulting. In this far reaching conversation with Blair and Leah, Leo talks about the differences in impact and pricing power that separates these two business types, while also hitting on the similarities that tend to go unnoticed. Blair's Twitter Blair's Linkedin Win With…
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The Client Bill of Rights w/ Jillian Gibbs
41:02
41:02
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41:02
As the client, you have the right to receive unbiased recommendations; you have the right to ask questions; you have the right to transparency on fees. Jillian Gibbs of APR joins 20% to lay bare her client bill of rights and much more. Blair's Twitter Blair's Linkedin Win Without Pitching The ICA's Linkedin The ICA Jillian's Linkedin Advertising Pr…
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Agency Ownership Models Are Everything w/ Tom Lewis
49:26
49:26
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49:26
Tom Lewis joins the podcast to talk about Adland, a sector he sees as existing in a state of managed decline. Tom attributes this decline to a failure in agency ownership models and offers the advice: “get out as quickly as you can.” Blair's Twitter Blair's Linkedin Win Without Pitching The ICA's Linkedin The ICA Tom's Linkedin Tom's Twitter You Do…
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The Chaos Culture of Agencies w/ Jack Skeels
44:48
44:48
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44:48
Agency Agile founder Jack Skeels drops by the pod to talk about agency culture, agency searches and his time as a consultant working to find procurement efficiencies for the US government. Win Without Pitching Blair's Twitter Blair's Linkedin The ICA's Linkedin The ICA Agency Agile Agency Agile's Linkedin Jack's Linkedin Your Client Problems Start …
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Be Your Agency's Favorite Client w/ Kathryn Fitzwilliam
49:47
49:47
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49:47
Marketing industry veteran Kathryn Fitzwilliam joins the podcast to advocate for better agency/client relationships, and makes the case for marketers to strive to be their agency’s favorite client. Blair Enns https://www.winwithoutpitching.com/ https://twitter.com/blairenns https://ca.linkedin.com/in/blairenns Leah Power https://theica.ca/ https://…
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1
Pitch-Free for 5 Years w/ Julie Cohen
38:39
38:39
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38:39
Julie Cohen, Founder and CEO of Across The Pond, joins Blair and Leah to discuss the negative impacts of pitching. Blair Enns https://www.winwithoutpitching.com/ https://twitter.com/blairenns https://ca.linkedin.com/in/blairenns Leah Power https://theica.ca/ https://www.linkedin.com/company/institute-of-canadian-agencies Julie Cohenhttps://acrossth…
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Procurement Are People Too w/ Mike Sutton
33:56
33:56
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33:56
Blair and Leah are joined by Mike Sutton, President of Zulu Alpha Kilo an award-winning independent agency famous for their viral videos mocking spec creative and RFP-driven selection processes. Blair Enns https://www.winwithoutpitching.com/ https://twitter.com/blairenns https://ca.linkedin.com/in/blairenns Leah Power https://theica.ca/ https://www…
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Grownup Conversations w/ Mike Lander
44:21
44:21
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44:21
Piscari’s Mike Lander models the conversations agencies and procurement should be having but rarely do. Blair Enns https://www.winwithoutpitching.com/ https://twitter.com/blairenns https://ca.linkedin.com/in/blairenns Leah Power https://theica.ca/ https://www.linkedin.com/company/institute-of-canadian-agencies https://www.linkedin.com/in/leah-power…
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My 1st Negotiation with Procurement w/ Kathie Jones
48:17
48:17
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48:17
Kathie Jones joins the podcast to discuss lessons learned from selling to procurement years ago up to running procurement today. Blair Enns https://www.winwithoutpitching.com/ https://twitter.com/blairenns https://ca.linkedin.com/in/blairenns Leah Power https://theica.ca/ https://www.linkedin.com/company/institute-of-canadian-agencies https://www.l…
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1
The Truth About RFPs w/ Enrique Cordero
42:47
42:47
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42:47
Should you participate in that RFP? Is that RFP really an RFI in disguise? Enrique Cordero joins the podcast to answer those questions and much more. Blair Enns https://www.winwithoutpitching.com/ https://twitter.com/blairenns https://ca.linkedin.com/in/blairenns Leah Power https://theica.ca/ https://www.linkedin.com/company/institute-of-canadian-a…
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The Transformed Procurement Professional w/ Mary Ann Brennan
45:32
45:32
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45:32
Mary Ann Brennan joins Blair and Leah to discuss the transformed procurement professional and the journey from cost saver to value creator. Blair Enns https://www.winwithoutpitching.com/ https://twitter.com/blairenns https://ca.linkedin.com/in/blairenns Leah Power https://theica.ca/ https://www.linkedin.com/company/institute-of-canadian-agencies ht…
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8 Things Every Agency Says w/ John Gleason
54:37
54:37
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54:37
Hosts Leah Power and Blair Enns welcome their first guest to the podcast, John Gleason. John shares his views on the procurement/agency relationship and lays out the same 8 claims almost every agency makes. Blair Enns https://www.winwithoutpitching.com/ https://twitter.com/blairenns https://ca.linkedin.com/in/blairenns Leah Power https://theica.ca/…
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Blair puts forward his Innoficiency Principle—the idea that innovation and efficiency are mutually opposable goals—and discusses why the “Marketing Procurement Problem” can be explained by this principle. Blair Enns https://www.winwithoutpitching.com/ https://twitter.com/blairenns https://ca.linkedin.com/in/blairenns Leah Power https://theica.ca/ h…
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1
Welcome to 20% - The Marketing Procurement Podcast
24:41
24:41
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24:41
Hosts Blair Enns and Leah Power discuss the “Marketing Procurement Problem” and lay out their hopes and intentions for the conversations to follow. Note: The ICA changed its name to the Institute of Canadian Agencies after the recording of this episode. Blair Enns https://www.winwithoutpitching.com/ https://twitter.com/blairenns https://ca.linkedin…
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On this episode of MarPro we sit down with Tess Blankenship the Head of Global Procurement at Alchemee (formerly The Proactiv Company) to discuss her experience and key learnings in setting up high performing marketing procurement teams. We also discussed... How to best structure and incentivize teams Strategies to develop great managers Common tra…
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Russel Wohlwerth | Top 2022 Marketing Trends
36:16
36:16
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36:16
We're excited to welcome back Russel Wohlwerth to discuss the Top Marketing Trends he's seeing so far in 2022, including... Brand vs. Demand Martech Waste Supply Chain Disruptions (and inflation) Push to reduce marketing spend A tsunami of agency reviews Metaverse, crypto, and NFT'sद्वारा Rusty Pepper & Dana Small & Russel Wohlwerth
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MarPro Office Hours - Job Hunting and Resume Writing
13:19
13:19
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13:19
द्वारा Rusty Pepper & Dana Small
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Ask the CMO | Doug Zarkin - CMO - Pearle Vision
35:22
35:22
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35:22
We are excited to announce our new series called "Ask the CMO" where we bring in a different CMO each quarter to provide a marketers perspective to procurement related questions & topics sent in from our MarPro community. So to kick this new series off is Doug Zarkin, a true marketing visionary and the legendary CMO of Pearle Vision. Doug's work at…
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On this episode of MarPro - The Marketing Procurement Podcast we visit with Ashish Gupta, the Group Manager of Global Strategic Sourcing at consumer product giant Clorox. Key topics discussed in this episode: Mindset to value vendors as partners RFP = Request for Partnership RFC = Request for Collaboration Importance of communicating like a markete…
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Bruno Gralpois | Agency Mania Solutions
43:29
43:29
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43:29
Kicking off 2022 is Bruno Gralpois, the Co-Founder of Agency Mania Solutions (AMS). AMS provides automation through SAAS and professional services that produce consistently higher outcomes along every step of the agency management continuum. Bruno is also the author of Agency Mania: Harnessing the Madness of Client-Agency Relationships, which was r…
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This week on MarPro we're talking with Paul Daniels the Director of Marketing & Media Services Procurement at Danone, a global CPG and multinational food-products corporation based in Paris with some of the most recognized brands including Activia, OIKOS, Silk, Horizon Organic, Dannon Yogurts, Evian, Volvic, and Badoit. During our conversation we l…
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This week on MarPro we sit down to talk with Stephany Lapierre the CEO and Founder of Tealbook the leading supplier data foundation that autonomously maintains supplier master data, powers e-procurement technology, drives supplier diversity, and enables supplier performance. Using AI and ML, TealBook gathers, predicts, and refines supplier data to …
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This week on MarPro we talk with Celia Landesberg from EcoVadis, the universal sustainability ratings platform for public and private organizations. that allows companies to assess their suppliers' environmental and social performance. Listen now... you'll be glad you did!द्वारा Rusty Pepper & Dana Small & Celia Landesberg
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Dean Arrington | Metro Audio Visual Productions
37:12
37:12
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37:12
This week on MarPro, Dean Arrington from Metro Audio Visual Productions introduces us to HoloPresence Technology for live events that enables busy and high profile keynotes and presenters who can't be there in person to still participate as live holograms. It's an insightful and fun filled 37-minutes that won't disappoint!…
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Sarah Scudder | Real Sourcing Network
38:52
38:52
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38:52
This week we chat with Sarah Scudder from Real Sourcing Network about print and packaging and how companies can make their packaging more sustainable.द्वारा Rusty Pepper & Dana Small
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Jose Molina | Constellation Brands
43:35
43:35
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43:35
Our guest this week on MarPro is Jose Molina the Marketing Procurement Manager for Constellation Brands, where he is responsible for supporting the marketing organization to drive value and growth across the beer and wine divisions. Key take-a-ways from the episode include... Agency alignment for multi-brand companies Engaging legal into the agency…
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Russel Wohlwerth | Co-author, Buying Less For Less
47:52
47:52
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47:52
This week on MarPro our guest is Russel Wohlwerth the co-author of "Buying Less For Less" a must-read for all marketing and advertising professionals and for all procurement pros who touch the marketing space! In addition to being an author, Russel has been advising companies around the world on all aspects of marketing agency supplier management. …
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Tom Bebrin | BioMarin Pharmaceutical
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30:43
On this weeks episode of MarPro we talk with Dana's former boss, Tom Bebrin of BioMarin. So besides prodding him about what is what to work with Dana for all those years, we also tackled the following topics... Career Growth Personality Traits between Marketing Procurement & Direct Procurement When You Find the Right Person - Hire Them Lessons Lear…
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On this episode of MarPro our guest is Shereen Lannoye, the Associate Director of Global Procurement, Marketing Agencies, and Production at Astellas Pharma US. Key learnings from this episode include... Marketing to marketers to earn a seat at the table Strategic Planning Maximizing the value of QBR's Supplier Relationship Management success FOLLOW…
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This week on MarPro we chat with Emily Bruhn the Global Sourcing Category Manager for Marketing at Medtronic about her background as a media buyer at both an agency and also General Mills made her a more well rounded and empathetic Marketing Procurement professional. Key learning from this episode include... Measuring ROI Changing Industries, but S…
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Office Hours - Breaking Down the 2021 Deloitte CPO Survey & Weighing Hard vs. Soft Dollar Savings
42:08
42:08
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Once a month our hosts will be doing a segment called 'Office Hours' to share their perspectives on various topics and/or questions. So this week the topics are... - The 2021 Deloitte CPO Survey - Hard vs. Soft Dollar Savingsद्वारा Rusty Pepper & Dana Small
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On this episode of MarPro we sit down with Tyler Rice from his home in Seattle during his transition from Nestle Coffee Partners to T-Mobile where he will be the SR Sourcing Technology Manager supporting the Media Services & Media Agency Category. Tyler is a former media turned procurement professional with over 7 years of experience in the space. …
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