IPA
The IPA is one of the world’s leading professional institutes for marketing communication agencies. Our 270 members represent the very best of the business in the UK and collectively handle an estimated 85% of marketing spend.
The role of the IPA is to inspire, anticipate, promote and serve its members. We do this in two ways. First, by acting as a spokesman and representing our members on issues of common concern, and second, by contributing to their professional operation through our range of services. Our focus is to help agencies deliver better work and foster better client/agency relationships, resulting in improved remuneration.
IPA members have access to over 100 training courses and 6 exam-based qualifications. They also have access to a number of advisory services. Our publications and films debate the latest theories and best practice guidelines.
All IPA members have a page on www.ipa.co.uk to showcase the work they do and the IPA Awards they have won, including the prestigious annual IPA Effectiveness Awards and IPA Continuous Professional Development Gold Awards. IPA members can contact us about any aspect of their business. This includes advice on any aspect of pitching.
We also monitor the general pitching environment and write about 400 letters a year to advertisers who are known to be reviewing to ensure they have access to the industry-agreed best practice guidance : Finding an Agency. This activity has enabled us to build an active database of pitching companies. The IPA represents agencies and only agencies – not clients, advertisers or media owners. Our focus is single-minded when it comes to promoting the best interests of our members.
Click here to find out more about the IPA.
ISBA
ISBA is the Voice of British Advertisers. It is the only body focused single-mindedly on protecting the collective interests of Britain’s advertisers. We have over 400 blue chip advertisers in membership with a collective spend in excess of £10billion on marketing communications.
ISBA seeks to head off moves by government, regulators and NGOs to place what it sees as unwarranted restrictions on the freedom to advertise responsibly. We provide a diverse range of consultancy services, guidance, training and best practice to enable our members to extract maximum value from their marketing spend. ISBA also provides opportunities for members to share experiences and expertise, receive early warning of industry developments and contribute to ISBA policy – click http://www.isba.org.uk/agency-relations to find out more.
Agency search & selection and pitch management is another area of specialism for ISBA, whose multi-discipline in-house team was involved in over 120 pitches in the last year. We have been advising and guiding advertisers on pitch management and process for over 20 years. From our unique viewpoint of having managed and been inside hundreds of pitches over time, we are able to provide a birds-eye-view of advertiser/agency behaviour, spot trends, and keep our finger on the pulse of what is happening in the marketplace. Click http://www.isba.org.uk/agency-relations/agency-pitches to find our more about ISBA’s Consultancy services (available to ISBA members only).
the Good Pitch Taskforce
Bridget Angear
Head of Planning, AMV
Bridget joined AMV in 2001. She loves nothing more than tackling big challenges… from helping mastermind the journey of Walkers into one of the most respected brands in the UK, to providing the strategic direction and inventiveness to launch Make Poverty History.
She has a degree in Business Economics & Psychology and believes most problems can be solved with a little bit of maths and a little bit of psychology.Her hallmarks are simplicity, clarity and niceness!She has two children, Harry 13 and Hannah 11 and considers motherhood the biggest challenge and delight she has yet taken on.
Her other passion is running…ideally around Richmond Park rather than between meetings.
Paul Bainsfair
Director General, IPA
Paul’s advertising career began at Saatchi & Saatchi in 1977. Ten years later he was made CEO. In 1991, he co-founded Bainsfair Sharkey Trott with John Sharkey and Dave Trott. In 1998, BST was acquired by Omnicom and merged with TBWA where Paul became Chairman of TBWA UK and President, TBWA Europe.
In 2009, he became Chairman of Iris Worldwide, the UK’s largest independent integrated network. Paul has also been the Non-Exec Chairman of Lean Mean Fighting Machine.
In 2011, Paul succeeded Hamish Pringle as Director General of the IPA.
He describes himself as an adman and a farmer. He is married to Sophie and has three children, Bruno, Ted and Phoebe. They live in Holland Park and Wiltshire.
Debbie Morrison
Director of Consultancy & Best Practice, ISBA
Debbie Morrison has spent the last 28 plus years immersed in the advertising industry. She began her career as a planner in several ad agencies, moving on to the client side for a short spell and then joined ISBA in 1989. She spearheads the practical Consultancy team at ISBA working with 430 key British advertiser members who spend approx. £10b annually on communications activities.
In the last year she worked with her team on more than 2000 consultancy projects and conversations with advertisers, including managing 120 agency pitches, helping to create and negotiate more than 85 agency contracts and being involved in numerous discussions on how to improve client agency relationships. She is a pro-activist in the development of industry best practices and has negotiated with other parts of the industry to produce a suite of model agency contracts for creative, media, DM and promotions, Digital and PR agencies that have revolutionised the process of contract negotiation in the UK.
She also works very closely with the IPA to develop guidance on how clients can obtain the maximum effect from relationships with communications suppliers. She works closely with academics tracking trends in agency remuneration and relationships and talks at conferences around the world on trends in client agency relationships.
For the last 15 years she has worked intimately with marketing communications procurement professionals within mainstream client companies, educating, advising, coaching and guiding them in their relationships and negotiations with agencies, helping to benchmark processes and share best practices, tools and techniques to improve professionalism within the discipline.
She holds an honours degree in Fine Art and qualifications in Marketing and lives in a family commune in the middle of the Devon countryside with her son Eddie, lots of cats, dogs, chickens and other creatures. When not busy working at ISBA she adopts the persona of ‘farmers wife’ growing her own vegetables, baking buns and cakes and generally enjoying country living. She is an avid art collector, reads tons of books and hopes one day to retire to Italy to paint and live a more bohemian lifestyle.
Joe Clift
Brand & Customer Marketing Director, Lloyds Banking Group
Joe has more than 25 years’ experience in marketing and communications, in agency- and client-side roles. He recently left Lloyds Banking Group having successfully completed three years as Brand & Customer Marketing Director, leading the creation of a unified marketing management model and agency roster for the combined group following the merger of LTSB and HBOS. This included the consolidation of all LBG’s media strategy, communications planning and buying spend into a single service model.
Prior to Lloyds, Joe was SVP Brand Management at Visa Europe, responsible for developing the Visa brand – B2C and B2B – across 36 European territories. Joe spent the first half of his career in advertising, with Ogilvy & Mather, in a wide range of roles across sectors and geographies, before moving client-side at the end of the 90s.
He joined UUNET as UK Marketing Director then became EMEA Marketing Communications Director of the combined UUNET and MCI WorldCom business and oversaw the European launch of the WorldCom brand in the early 00s. Joe is a member of the Marketing Society and of the ISBA Council. Having served as Deputy Chair of ISBA’s Executive Committee in 2010-2011, he became Chair role in January 2012. He is and has been a key force in the joint ISBA/IPA initiative “The Good Pitch”.
Joe is a proud Cornishman, has an MA in Modern Languages from Oxford University and is a lifelong Man United supporter, not regarding any of the above as in any way mutually exclusive. He spends most of his spare time (and money) supporting his younger son’s motorbike racing career.
Michael Dick
Connections Strategy Director, Coca-Cola
Michael has held a number of senior roles in Integrated Marketing Communications (IMC) at the Coca-Cola Company. He set up the IMC team in Coca-Cola Great Britain in 2005-6, he ran the Marketing Communications process for Euro Championships 2008, he has been a member of the Global Creative Council and is currently Connections Strategy Director for Coca-Cola Northwest Europe
Traci Dunne
Consultancy Manager, ISBA
Traci has been an integral part of ISBA for the last 15 years. She started her career agency side working at a small sales promotion agency and later at what we would now refer to as an ‘Integrated’ agency working on the Vauxhall and General Motors accounts. After taking some time out to travel around Europe Traci landed at ISBA, initially working with both Bob Wootton and Debbie Morrison as a Co-ordinator between the Media and Membership Services departments.
She has developed many industry best practice documents related to client agency relationships over this time and currently runs 2 of ISBA’s special interest committees as well as managing ISBA’s marketing procurement group – COMPAG. Traci is now a Consultancy Manager handling major agency search and selection projects with ISBA members so has much experience of the agency pitch process from both the client and agency perspective. ISBA’s consultancy team managed 120 pitches in the last year placing £177m of billings in the agency marketplace so Traci certainly has plenty of experience to share. She lives with her partner Alan in South London and spends as many weekends as she can at her house on the Kent coast.
Paul Graham
Founder, Anomaly
Since starting his career at M&C Saatchi in 1997, Paul has primarily dealt in all the best vices: cigarettes, alcohol, money, fizzy drinks, and tabloid journalism. Having given brand and communications advice to some of the UK’s most famous brands, (from Tango, Silk Cut, NatWest, and Virgin, to Lucozade, HM Treasury, Mirror Group, and Becks) he has become increasingly interested over time in the brand behind the ads, and the business behind the brands.
He has had the privilege of being involved in the UK’s two most successful start-ups in history, first at M&C Saatchi and then Clemmow Hornby Inge, before moving to RKCR/Y&R. There he was head of account management as well as running Virgin Atlantic, Virgin Mobile, Virgin Media and Bacardi. In 2007, he set up the agency’s successful digital division, Saint. In Saint’s first year, the agency’s breakthrough work on the BBC had already gained it a nomination for a Cannes Cyber Lion. Paul headed up all new business activity and client business, including Virgin Atlantic, Virgin.com, Lloyds Banking Group, BBC, Bacardi, Getty Images, Abbey Road Studios and Alfa Romeo.In January 2009, he left to start up Anomaly in the UK.
Dominic Grounsell
Marketing Director, Capital One
Dominic began his marketing career in 2001 with Unilever, where he completed the marketing graduate scheme and held a variety of brand management roles such as Lux Brand Manager and Dove Hair Brand Manager.He moved to BT in 2005 to become Head of Marketing – Broadband Acquisition, where he successfully re-launched the broadband proposition, winning Marketing Society Young Marketer of the Year 2007 for his efforts.Since 2008, Dominic has been marketing director for Capital One, one of the UK’s leading credit card issuers.
Kate Howe
President, Draft FCB
Kate’s career spans senior management roles both client and agency-side. As account director at DMB&B she was seconded to the position of marketing director at Burger King, following which she joined Leo Burnett as client services director where she was involved with numerous award winning campaigns such as the John West ‘Bear’. She became managing director of Leo Burnett in 2001.
In 2004, Kate joined Gala Group as marketing director, becoming group marketing director of Gala Coral Group when they acquired Coral Eurobet in 2006. Kate successfully merged the two companies’ retailing strategies under a single multi-channel brand proposition for the group.
In 2009 Kate became president of the London office of Draftfcb, the world’s 9th biggest marketing communications agency.
Richard Hughes
Head of Marketing Communications, Vauxhall Motors
Born in 1970 in Lancashire and went to Arnold from 1974 – 1988. Having spent four years at University in Manchester, I joined Kellogg’s on their graduate programme. The calling of the automotive sector led me to move to General Motors where I have been part of the marketing team for the past 16 years. My experience spans the whole spectrum of marketing roles, including a very enjoyable 3 year assignment in Zurich where I was Head of Marketing Operations for GM Europe. Playing sport is a big part of my leisure time, though to my great disappointment I have never mastered any – a challenge for the future. I live with my wife Karen and son Alex (7) in St.Albans.
Tim Irwin
Managing Director, Maxus
Tim has now completed over 20 years in the advertising industry.Tim started his career at Lintas as a media buyer on a variety of Unilever accounts before moving to Billett and Company to work on Bayer, National Breakdown, Moss Bros, Early Learning and the Post Office.He joined Yellowhammer as Media Manager at the end of the 80’s running amongst others, COI-Anti Drugs, COI-Employment and Lee Jeans.He became Media Director at Generator with responsibility for a small department and a wide portfolio of clients including Mitsubishi Motors, Fullers Brewery, Barclays Bank and STA Travel.
Generator was later to become RPM3 where Tim continued as Media Director until joining BJK&E in October 1999 as Board Director. Tim then became Joint Managing Director in July 2000. He became Joint Managing Director of Maxus in January 2009 and Managing Director in July 2010
Lee Leggett
Chief Executive, Dare
Our chief executive combines charismatic charm with shrewd business sense. It’s these traits that have guaranteed her rise to the top. She entered advertising in 1993 as a graduate trainee. Lee soon rose up the ranks at Tribal and then Grand Union where she was appointed Managing Director in 2005 before becoming our MD in 2006. In amongst all this, Lee also found time to chair the IPA Digital Creative Group and sat on both NABS’ Fast Forward Committee and the WACL Executive.
Mark Lund
Managing Partner, Now
Mark is a Managing Partner of communications agency Now. He was Chief Executive of the Central Office of Information and Chairman of the Advertising Association. Mark co-founded and was chief executive of DLKW. He has served on the Council of both IPA and ISBA. He read English and Philosophy at Bristol and has worked in advertising in both London and Paris.
Luke Mugliston
Chief Executive, CST The Gate
Luke is two weeks in as CEO having just left Aviva after nearly four years as their Global Brand Director. Luke headed up the team that delivered the rebrand from Norwich Union to Aviva, starring Bruce Willis, Ringo Star et al. He was also responsible for the ‘You Are The Big Picture’ global campaign that Facebook have used as a case study in social media best practice.Prior to Aviva, Luke was Marketing Director at Fidelity Investments for UK & Europe, having started his career agency side, latterly as Board Account Director at Publicis working across multiple accounts, including l’Oreal, Michelin, and Fidelity.
Andy Pearch
Director, Media Sense International
Andy is a successful business-builder in the field of media performance management. In the 1990s he co-founded billetts (now ebiquity), where he developed the billetts media auditing system which is still in use today. He led the company’s expansion up to the sale of the business in 2005.Now as the co-founder of MediaSense, Andy has designed a new set of media performance and governance services, fit-for-purpose for the digital world and built around paid, owned and earned media. Andy is the editor of Media Minds, a discussion forum for cutting-edge developments in media on the LinkedIn social network which now has over 1,500 members. He has managed numerous local and international media pitches, advising on everything from media buying assessments to operating structures and strategic capabilities. He is regularly invited by media businesses to provide consulting, guidance and analysis to drive improved performance or to build an internal case for change.
Paul Phillips
Managing Director, AAR
As well as playing a pivotal role in our business as Managing Director, Paul remains actively involved as a consultant. Before joining the AAR in 1998, he spent 16 years in advertising and media, including spells at CIA (now MEC Mediaedge:cia), Horner Collis & Kirvan (now Euro’s) and Doyle Dane Bernbach. Paul has a knack for cutting through to the core issues quickly, based on a keen understanding of how the agency world operates and an intuitive grasp of the results clients want to achieve.
Wendy ProctorDirector of the Client Account Team and Group Client Director, COIHaving graduated from Lady Margaret Hall, Oxford with a BA Honours degree in Modern History, Wendy embarked upon what turned out to be a life-long career in advertising. She cut her teeth as a graduate trainee at Ted Bates and then spent nearly ten years at Young & Rubicam, rising up through the ranks of account management to board director level and working on a diverse range of consumer and service brands.
Wendy then joined the newly formed KHBB where she had various management roles including Client Services Director and New Business Director. Following further stints at Leagas Shafron Davis and Grey Worldwide, Wendy decided to do something she’d been thinking about for a while – which was to make the double shift from private to public sector communications and from agency to client-side. In 2003, she joined COI, the Government’s centre of excellence for marketing and communications.
She’s never looked back. Having started at COI as a Strategic Consultant, Wendy is now Director of the Client Account Team and Group Client Director for Health, with responsibility for building strategic partnerships with her clients and delivering multi-channel communications programmes. Without doubt, it’s the best job she’s ever had!
Mark Robinson
Marketing Director, MPG Media Contacts
Mark has recently become Marketing Director at MPG Media Contacts. Prior to this he was Head of Marketing at Grey London. Other recent roles have included Maxus and Albion. Having worked at several agencies including CDP, Euro RSCG, Bates and Publicis, he joined JWT in 1994 as their first Marketing Director and stayed there for 7 years.
After JWT he moved to film marketing as a director of Picture Production Company and was also CEO of Beatwax, a Brands and Entertainment Agency. Following this role he went to work in media as Global Marketing Head at Vizeum. He has also had various industry roles which include Chairman of NABS, Chairing of IPA courses inc Stage 1 and Stage 3 and is a Fellow of the IPA. He currently co-chairs the IPA New Business and Marketing Group, is the founder of Prison Radio in the UK and a trustee of the Prison Radio Association – a venture which has won a host of awards including two Sony Golds. He is on the Development Board of the Royal Court Theatre and a Director of Sandlanders Football, an organisation dedicated to the co-operative ownership of football clubs across Africa. He was included in the prestigious Happy List last year in the Independent
Claire Thomas
Marketing and Comms Procurement Manager, Marks & Spencer
I joined M&S in 2008 from Premier Foods where I was Head of Marketing & Sales Procurement. Previous to that I worked at Mars as European Advertising and UK BTL Buyer. I have expertise in marketing pitch processes, agency negotiations, agency evaluation and performance, contractual issues, agency sourcing, roster supervision and marketing effectiveness.
Simon Tilden
Global Category Director, Diageo
Simon started his career at Saatchi & Saatchi moving from there to D’Arcy Masius Benton and Bowles and finally to McCann Erickson.
Simon’s career spanned some 29 years in advertising working with many international brand owners:
• Bristol Myers Squibb
• Coca Cola
• Gillett (Braun and Duracell)
• IDV
• Masterfood-Mars
• Merloni
• Phillips
• Tourism Ireland
Not confined to just work out of London Simon went to Moscow in 1993 spending 3 years as Client Service Director for D’Arcy Masius Benton and Bowles. Following the Moscow assignment he spent time in other Central and Eastern European countries.
At the beginning of 2006 Simon joined Diageo Plc as Global Category Director Advertising. His role to work closely with Marketing stakeholders at all levels to develop and refine ways of working with agencies, improve quality of output, manage the agency portfolio and improve value from marking investment.
Helen Weisinger
CMO, Dare / EDC
Helen started her career in media, working for HTV as Sales and Marketing Executive for Wales and the West Country. She switched to agency side and joined Saatchi and Saatchi in Dubai where she worked on British Airways and Xerox. An opportunity arose for Helen to swap continents and move to Saatchi & Saatchi New York where her clients were Delta Air Lines, Bell Atlantic and General Mills.
In 1998, Helen moved back to the UK and has since been New Business Director at DKLW And TBWA\London. In March 2004, Helen joined Fallon as their first New Business Director and was made Marketing Director in 2009. Helen left Fallon after nearly 7 years and joined McCann London as CMO at the beginning of 2011 and is now embarking upon a new venture as CMO of EDC working across Dare, Citizen, Identica and Elvis.She has been a member of the IPA New Business & Marketing Group for the last 6 years, having co-chaired it since 2009.
Sara Bennison
Marketing Communications Director for Barclays UK Retail & Business Bank
After graduating from Oxford, Sara spent the first 18 years of her career agency side. She started off at JWT in London followed by a stint in Bangkok and then a run of now extinct London agencies (BST, APL, D’Arcy, Bates – it wasn’t me, honest) working on clients that continue to thrive (Unilever, Nestle, P&G, COI, AOL).
Her last agency job was as a Managing Partner at Grey, heading up account management. Sara then crossed over to the ‘other side’ with a group role at BT swiftly followed by her current job as Marketing Communications Director for Barclays UK Retail & Business Bank. There she is responsible for all the advertising, brand and branch marketing elements of the business. She sits on the General Media Panel for the ASA and also the board of ISBA. Outside work it’s all about her 4 children and supporting her husband with his research company.
Richard Woodford
Category Manager (Advertising and Marketing),News International
Richard Woodford – at News International who is the current Chair of COMPAG and active member of the ISBA Exec. He has been working in the field of Marketing Procurement for 10 years previously at Compass, Cadbury and MSD before landing at Media Owner News International. A strong practitioner of Value in Marketing with the quality of the final product being the most important.
David Wethey
Chairman, Agency Assessments International
David founded Agency Assessments International (AAI) in 1988. He began his career in market research with AC Nielsen Company. He then worked for 20 years in advertising agencies in UK, Continental Europe and Asia. His first agency job was at Pritchard, Wood & Partners (later Wasey Quadrant and Wasey Campbell Ewald). He moved to McCann-Erickson where he was Country Manager Lisbon, Kuala Lumpur, and Deputy MD at Harrison McCann London. He was CEO of two major London agencies before establishing his own – Wethey Scott Pocock – in 1980. He left the advertising agency world to start AAI. AAI is headquartered in London, with partners, associates and affiliates in US, Brazil, Australia, Hong Kong, South Africa, the Gulf, Ireland, and Russia.
He has worked extensively with the Incorporated Society of British Advertisers (ISBA) and the Marketing Society in London, and with several national WFA (World Federation of Advertisers) members. He was awarded an Honorary Fellowship by the IPA for services to the Client/Agency Relationship. He is writing a book on Decision Making, and blogs daily on www.makingbetterdecsionsbetter.co.uk.
Zoe Mitchell
New Business Manager, IPA
Law graduate, Adland infant and self confessed ski addict, Zoe started her career as an Account Manager for Meltwater – a global SaaS company specializing in online and social media monitoring. Her background has been focused on measuring and analyzing the effectiveness of campaigns for her clients. Having worked with PR, Marketing, Communications at companies such as De Beers, Estee Lauder, TATA and Oxfam – the foundation was laid for what has become a fervent interest in brands.
Now at the IPA, Zoe is charged with delivering value to non-members and guiding them through the application process. As secretariat on the New Business and Marketing Group, she also helps facilitate the outputs of a group which strives to deliver best practice on pitching and the new business role in agencies.
Alice Littleboy
Groups Executive, IPA
Having graduated with an honours degree in Politics, Alice has since developed her already vehement interest in brands and marketing. She has been with the IPA since September 2011 and forms an integral part of the Groups team. As secretariat for seven of the IPA groups, Alice coordinates the meetings and outputs from DM, Data, Healthcare, Creative Services, Entrepreneurs, Search and New Business & Marketing. With the added responsibility of this year’s IPA Ad School, Alice has already helped high profile individuals in the advertising industry produce output from events, seminars, qualifications to collateral which contributes to the industry’s overall best practice.