@pinkbird Biz TweetBook Mar-Aug 2009

pinkbird_biz's
Tweet Book
By Laura Maness.
pinkbird_biz
Laura Maness
Director of BizDev for Designkitchen/Wunderman (WPP). Passion

and talent for brand building, strategic growth and fostering
long-term relationships.
Chicago, IL
http://designkitchen.com
All content © Laura Maness. All rights reserved.

2009
March
Thursday, 12th of March.

19:38:27 Just trying to keep up with all the twit-chat...
Saturday, 21st of March.

17:15:14 77% Minty and tracking
Thursday, 26th of March.

08:05:19 Just added myself to the http://wefollow.com twitter directory under: #marketing #bizdev
#chicago
18:29:52 A little yammer, a little skimmer, a little dinner...
Sunday, 29th of March.

10:48:06 Colorful ideas taking flight
Monday, 30th of March.

19:46:15 My Elephant Is Waiting
21:42:43 The Secret Life Of The Elephant
Tuesday, 31st of March.

20:47:47 Romancing My Elephant
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pinkbird_biz's Tweetbook
31-March-2009
April
Wednesday, 1st of April.

09:32:11 There is no failure. Only feedback. ~Robert Allen
12:40:15 It's the little things...
Saturday, 4th of April.

18:58:59 Packing and prepping for NYC
Monday, 6th of April.

09:15:37 Live from Mirren: the pitch cylce NEVER ends...
09:16:59 and by cylce, i mean cycle
09:50:02 Nothing is as contagious as enthusiam
10:03:40 Was just appointed Judge
10:52:00 Smart people are spending more time experimenting and less time worrying. Nimbleness is the
key variable in a winning formula.
11:46:44 A novel concept: Get in the room. Get a project. Do great work. Grow.
12:58:32 Death by PowerPoint
13:03:45 @DanielleJohn Was selected to join 2 exec search consultants on the judging panel for the Live
Pitch Competition
14:15:22 Accelerate Organic Growth: stop selling the agency; start fixing clients' problems
18:05:19 PPDS: post pitch depression syndrome does exist
22:15:57 Baked mac n cheese w/ ritz cracker crust + pinot gris = I <3 NY
Tuesday, 7th of April.

05:46:10 I just joined the Ad Agency New Business Twitter Group http://tgr.me/g/adagencynewbiz so stop
by and see us. #adagencynewbiz
09:42:09 Taking voluminous notes on getting prospects on the phone when no one is answering #mirren
#adagencynewbiz
09:44:38 What gets measured, gets improved. #mirren
10:57:40 Recaffienating before next session kicks off #mirren
11:20:25 Too many agencies are in too many pitches that they have no chance of winning. Criteria:
revenue, relevance, reputation, resources #mirren
12:32:42 People are drawn to people with a POV. Even if they disagree, people appreciate opportunities
to engage in strategic dialog/debate #mirren
12:38:57 RT @SarahResults: Get your agency team out in the community, or to networking events, to
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7-April-2009
help promote your agency and their skills. #mirren

13:08:57 Leslie Winthrop #AAR: Capabilities are the new Finals #mirren
13:18:55 Joanne Davis #JoanneDavisConsulting : the best kind of prospecting is personal #mirren
15:38:38 #GE Judy Hu: always looking for innovation. Check out viral augmented reality
http://tinyurl.com/d5s4z8 #mirren
15:44:53 #Adweek Alison Fahey: clients want most from agencies...faster, leaner, meaner, harder.
Planning is being cut. It's all about SPEED. #mirren
16:09:17 Consensus on the panel: price is not THE criteria...it's a talent-driven industry..you get what you
pay for. #mirren
20:04:34 Enjoying dinner, drinks and amazing conversation with new friends #mirren
Wednesday, 8th of April.

07:27:35 Fascinating discussion with #cpbgroup John Winsor this AM: it used to be all about who you
know; now it's all about who knows you #mirren
08:17:31 Performance-based compensation is trending--clients want agencies to put some skin in the
game #mirren
08:23:41 Lisa Colantuono, AAR Partners: CMO has really become the new Chief Metrics Officer #mirren
08:36:58 @jtwinsor likewise; now even more people want to walk in your shoes... #mirren
08:58:16 @HeatherWit: Ssshhhh...did u hear that? Starbucks is calling me... U in?
09:40:52 It's about the work & doing the work...not about the strategy of how to do the work. Strategy
emerges from the work itself #mirren #jtwinsor
11:38:05 Digital is not about delivering ad messages & campaigns; it's about applications that transform
the way people do business #mirren @wacksman
11:53:20 Digital = experimenting & being entrepreneurial with a massive can-do attitude (Wayne Arnold,
Profero) #mirren
12:14:23 Mobile is becoming the 1st screen. Not just delivering right message at right time, but also the
right place. #mirren
13:06:48 Agencies need to upgrade their analytical skills and become insight brokers. #mirren
13:19:44 Are you a commodity or an innovation? The agencies growing the fastest innovate. Launch &
Growth followed by Launch & Growth. #mirren
17:03:15 A great week in NYC! Departing LGA for Chicago & no longer anxious for dinner thanks to
passenger's vomit fest during preflight check.
Thursday, 9th of April.

13:43:44 4 days away = hundreds of email. an inbox's work is never done.
13:57:35 @dailypatricia as bad as it hurts the paparazzi?
16:40:59 Gearing up for finalist #CPG brand pitch
Friday, 10th of April.

11:06:31 brainstorming session wrapped, time to switch into synthesize mode
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10-April-2009
11:27:01 #FollowFriday met some great folks this week: @Heatherwit @360chick @michaelgass
@FuelLines @dougwhite @jtwinsor & lots of pple at #mirren
15:32:34 The fashion report from #mirren is in, our friend Neilan Tyree unveils the 'architectural scarf'
trend http://twitpic.com/34dia
16:17:05 @bernardurban http://twitpic.com/34g2g - The resemblance is uncanny
18:54:29 RT @360chick@JADuffy ...and just met Laura Maness! (tx for shout out)

08:49:18 RT @StevenBrisson good Friday for @Wunderman - More agency consolidation at #Microsoft
in response to tough economic times http://is.gd/rO7c
13:04:55 Under the weather, under the covers

14:30:51 @snippies nice work on the #mirren conf recap http://www.mirren.com/training/live/
16:00:09 @michaelgass great piece & so true--speaking from a woman in the trenches #adagencynewbiz
http://is.gd/iHlD
16:28:43 More visits with the in-laws to look forward to - LUV #SWA http://bit.ly/kPU

07:03:54 35 Thoughts on Pitching To Win #mirren http://tinyurl.com/cuvbgh
08:35:24 Breaking Into New Categories: Targeting, Kicking Open The Door & Attracting Prospects
#mirren http://tinyurl.com/d8zffg
11:16:45 What Executive Search Consultants Want Most From Agencies #mirren
http://tinyurl.com/c86fyb
13:06:11 Travel Budgets Have Been Cut…Now What? #mirren http://tinyurl.com/d7jua6
14:48:12 Tips on Becoming 'The Procurement Whisperer' #mirren http://tinyurl.com/cj5nqx
16:18:32 @joannekimball welcome aboard!
18:14:02 What Clients Want Most From Agencies #mirren http://bit.ly/16hB2
19:18:55 @jonjonbailey Thx for the RT! Look for more #mirren posts to come.
19:23:09 Top Trends Driving Agency Selection #mirren http://bit.ly/3U3rWr

08:50:15 Is Facebook losing its glow? #CNN #FORTUNEnews http://bit.ly/3nBVRm
09:09:38 Search Consultant FAQs: Answers You Need #mirren http://bit.ly/kjVH
11:13:17 Agency Advice from Digital Gurus #mirren http://bit.ly/8H5sd
11:18:47 Gr8 post on online community-building RT @michaelgass: Check out: "Six reasons why no one
likes you online" (http://twitthis.com/8r6g3j)
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17-April-2009

14:53:10 Make the call: Don't wait for inactive clients to tee up another big budget project--let them know
you can impact their short-term revenue.

08:06:50 Saturday activities: bizdev research, blogging & backyard bbqing
13:31:30 In today's climate, outsourcing isn't just a way to offload costs--it's increasingly a way to gain
speed, innovation & knowledge.
14:56:25 RT @orian This vid exemplifies why I think the world will be nothing like what it is today in just a
few years: http://bit.ly/LGu8z
15:02:34 @jtwinsor #Jeep http://bit.ly/19kyAM
Sunday, 19th of April.

15:35:59 #Sony Vaio Dual-Core Laptop: new equipment + new excitement = new biz
17:16:05 People who enjoy what they do, do it better.

06:23:50 Insightful #Adweek article this morning: "Social Media Useful in Creation of Marketing Concepts"
http://tinyurl.com/cg6pzg @AdweekDotCom
15:12:55 While staying aware of current market conditions is key, avoid being short-sighted and
reactionary. Stick with what you know has worked.
16:07:26 Email a passive prospect an article related to their personal interest--it shows you were listening
and that you've still got them in mind.
18:23:23 RT @agencypja: The Good, the Bad, and the Ugly: One Agency's New-Business Process, (ok
it's PJA) http://tinyurl.com/dzusw4 #mirren
Tuesday, 21st of April.

12:10:08 Challenge yourself to be able to explain your value proposition as effectively to the clerk at
Whole Foods as you would a Fortune 500 CMO.
13:46:43 Successfully generating new business and sales is all rooted in creating the right prospecting
strategy. Define yours today. #dk #pinkbird
14:15:56 RT @designkitchen: #DMNews on SEM - 'Pocket More Profit with Better Paid Search', #dk 's
Cameron Friedlander discusses http://bit.ly/40ZQd
16:24:35 Increasing sales and revenue growth is a not numbers game--it's about differentiating yourself
from your competitors. #dk #pinkbird
Wednesday, 22nd of April.

08:08:40 Look beyond your four walls for value-added partnerships with vendors to differentiate your
offering & drive new business. #dk #pinkbird
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22-April-2009
11:07:16 Pitching: Don't rush. Pace yourself. Remember to breathe. #dk #pinkbird
14:34:34 Fine-tune your message with each call, conversation or email. While consistency is paramount ,
it should evolve as you do. #dk #pinkbird
Thursday, 23rd of April.

07:33:59 Relocated my office to a new floor with more privacy and space, but realize less people = less
camaraderie.
08:00:18 @SarahResults Sorry so late--thx so much for the RT! #dk #pinkbird
09:05:21 Set a clear goal for yourself each day: choose a realistic number of appointments, calls and
meetings and stick to your plan. #dk #pinkbird
11:46:23 Cold-calling: always focus your initial efforts on establishing a rapport & building trust--both are
critical to your success. #dk #pinkbird
14:33:53 Fresh air, warm weather, coffee refill--life is good! #dk #pinkbird

08:57:36 Build need, build dependency: explain how you can offer prospects short-term revenue gains by
employing a long-term strategy. #dk #pinkbird
12:58:58 Generating solid results from cold calls will only be possible if you've got something of distinction
& value to offer. #dk #pinkbird
14:53:06 This bird is taking flight early to enjoy the gorgeous Chicago weather and weekend! Happy
Friday, tweeps! #dk #pinkbird
Sunday, 26th of April.

08:34:01 Gloomy thunderstorms (again) won't dampen my morning of pampering: mani/pedi/latte here I
come... #pinkbird
16:08:12 Effort vs. Value: agency effort doesn't necessarily equal client value #Pay-for-Performance
Model http://tinyurl.com/ceuqwp (via @adage)

08:47:38 Know your audience: is your company best suited for the B2C sector? B2B? Define yourself
clearly, then craft your pitch. #dk #pinkbird
11:06:31 Being a Jack of all trades sounds great, but while clients may want a generalist in theory, they
seek specialists in practice. #dk #pinkbird
16:15:09 Obstacles exist on your prospect quest: voicemail, caller ID, admins. Have rebuttal scenarios
ready--you'll "sale" right thru. #dk #pinkbird

08:44:25 Is your LinkedIn profile current? Engaging? Effective networking is a great way to generate a
steady stream of referrals. #dk #pinkbird
14:38:10 Think what you would say to a prospect if available to take their return call--then craft your
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28-April-2009
voicemail message to that end. #dk #pinkbird

09:16:56 Brainstorming for a potential new client? The best ideas come from those that are extremely
courageous and insatiably curious. #dk #pinkbird
14:05:09 @360chick Thanks so much for the RT! #dk #pinkbird
14:08:31 Due dates? Deliverables? Set a firm deadline: you'll be amazed how much you can get done
when you know you must get it done. #dk #pinkbird
19:40:51 @siteinspire great sites for children? http://www.clubbk.com + http://www.oambassadors.org +
http://www.sporture.com #pinkbird #dk

07:42:14 To effectively sell and serve today's ever-changing market, develop nimble, trust-based
relationships across all disciplines. #dk #pinkbird
10:06:18 Remember: What you think about yourself is the single most important factor in your success.
#dk #pinkbird
page 9 / 36
30-April-2009
May
Friday, 1st of May.

07:58:16 RT @bernardurban: The quality of your life is defined by the quality of the information in your
life.
08:39:26 Be a 'business shrink': an effective salesperson understands the frustrations, concerns & pain
points of a prospective client. #dk #pinkbird
13:51:12 A challenging economy dictates the need for businesses to realign their competitive advantage
& define new measures of success #dk #pinkbird
18:31:47 @MikeDuda Margarita: if you worked half as hard as I did this week, have 2--I plan to. ;)
18:33:13 @bernardurban Tx for the FF--have a great weekend! #followfriday
Saturday, 2nd of May.

10:37:34 Rapture: a morning spent in line at the DMV #pinkbird
18:33:59 RT @siteinspire: New post: O Ambassadors http://tinyurl.com/cbupnz dk #pinkbird
18:35:36 RT @siteinspire: New post: Designkitchen http://tinyurl.com/cyhusv dk #pinkbird
Sunday, 3rd of May.

20:45:30 Who said weekends are for resting? 2 days = 2 more proposals out the door. #dk #pinkbird
21:41:54 RT @michaelgass Top 25 Ad Agency New Business Research and White Papers
#adagencynewbiz http://jijr.com/HrL #dk #pinkbird
Monday, 4th of May.

08:10:05 If you truly want to be successful in life, you must consider yourself a brand--and build your
reputation accordingly. #dk #pinkbird
09:53:16 From the mailroom to the boardroom, every single person that works at your company should
view themselves as a marketer. #dk #pinkbird
13:36:48 The most important aspect of a pitch team is the chemistry, followed by likemindedness. Work
with your team to develop both. #dk #pinkbird
Tuesday, 5th of May.

08:29:02 When making pitches or presentations, always bear in mind: most products & services are
bought, not sold. #dk #pinkbird
11:57:42 Good things happen for both you and your customers when you narrow your focus. #dk
#pinkbird
14:52:09 Overselling almost always works out to be underwhelming. #dk #pinkbird
page 10 / 36
5-May-2009
Wednesday, 6th of May.

08:27:56 It is impossible to separate marketing from branding. #dk #pinkbird
09:59:07 Selling an idea effectively depends on two things: your belief in its existence, and belief in
yourself. Believe. #dk #pinkbird
13:48:00 Stay the course--success is not built overnight. #dk #pinkbird
Thursday, 7th of May.

14:56:49 Become more valuable to both your existing & prospective clients by helping them listen to their
customers. #dk #pinkbird
16:06:41 Beware of 'energy vampires'--they steal valuable passion and enthusiasm from you. #dk
#pinkbird
Friday, 8th of May.

08:31:51 Remember: a connection made today may not develop until much later. In the interim, A-B-C
(always be communicating) #dk #pinkbird
10:27:56 Negativity blocks creativity, passion, and intuition. Stay positive. #dk #pinkbird
10:35:28 @MikeDuda Thx for the RT and motivating words! #dk #pinkbird
10:37:53 @OSK77 Much thanks for the RT (sorry it's a day late)! :) #dk #pinkbird
12:19:01 Rather than being a face in the crowd, create demand for your unique services by providing
what others aren't offering. #dk #pinkbird
12:35:39 LOVE this! RT @bernardurban: Blogging 'Friday. Love.'
http://gigantic.typepad.com/gigantic/2009/05/f.html
13:56:33 Make it a point to occasionally prune your client list: partnerships that aren't a good fit don't
result in the best work. #dk #pinkbird
Saturday, 9th of May.

09:47:51 Monthly full day of pampering now commencing #pinkbird
10:30:12 1 coat ballet slippers + 1 coat mademoiselle = beautiful blend #essie #polish #pinkbird
12:53:56 @360chick yes--inspired by her feature in #Inc. magazine last month http://bit.ly/40lzqC #essie
#pinkbird
Monday, 11th of May.

08:00:05 Enthusiasm is contagious. Laugh, teach, share--help spread the passion. #dk #pinkbird
12:19:10 New Pinkbird Blog Post: 'The Future of the Social Web' http://tinyurl.com/oalohx #dk #pinkbird
14:10:41 If given the opportunity, only work with people who inspire and energize you. #dk #pinkbird
15:52:12 Today's KISS (Keep It Simple, Stupid): People buy from those they like & trust. #dk #pinkbird
18:02:10 $25.6B 2009, $55B by 2014 RT @btobmagazine Forrester projects interactive marketing will
grow 11% this year. http://ow.ly/6g3e #dk #pinkbird
page 11 / 36
11-May-2009

08:23:39 New Pinkbird Blog Post: 'Top CMOs on Twitter' http://tinyurl.com/oeelrs #dk #pinkbird
08:24:56 @bernardurban Thanx for the RT love! #dk #pinkbird
09:24:29 Make it a practice to always be authentic when pitching--no one wants to be 'sold' to. #dk
#pinkbird
12:09:08 There's nothing more appealing and convincing than knowing someone is speaking from the
heart. #dk #pinkbird
13:03:48 So excited!! Just learned we were awarded a large piece of biz from MAJOR retailer! #dk
#pinkbird
13:18:11 @bernardurban Thanks so much! :) #dk #pinkbird
15:20:23 RT @Armano: The @IXDA meeting for May will be held @Designkitchen tomorrow at 6:30pm -
register & come by http://bit.ly/vAp8y #dk #pinkbird
16:52:34 @brittakay Thanks so much for the shout out & props, Britta! #pinkbird #dk #mirren

09:17:36 Sharing your connections, knowledge or passions? This is what networking is meant to be. #dk
#pinkbird
11:54:34 @ginidietrich Check out our #Butterball client's Brine how-to section for quick tips
http://bit.ly/KYZtR #dk #pinkbird
12:21:01 RT Note to self: @megguiseppi: Does your Twitter bio capture your personal brand in an
instant?
13:57:43 Today's KISS (Keep It Simple, Stupid): Listen more than you speak. #dk #pinkbird
14:55:18 Strive to position yourself as a trusted advisor and not simply a vendor--clients will come to
depend on you. #dk #pinkbird

08:54:53 Great call: listening to @nprescott CEO of #WPP #Deliver discuss new global digital production
offering http://bit.ly/sH219 #dk #pinkbird
10:03:06 Core ingredients in building successful business relationships: trust, passion and credibility. #dk
#pinkbird
14:11:33 Patience and persistence, used in equal measure, always payoff. #dk #pinkbird
15:29:40 @JADuffy Thanks for the RT! #dk #pinkbird
15:46:21 When presenting, make it known you welcome audience questions--because a quiet prospect
can be a sign of an uninterested buyer #dk #pinkbird
Friday, 15th of May.

10:13:12 The open, creative environment @Designkitchen is featured in today's Office Snapshots! Check
us out! http://tinyurl.com/qxcvsf #dk #pinkbird
11:26:31 2009 Agency Family Trees: @Designkitchen part of # 1 ranked @wpponline
page 12 / 36
15-May-2009
http://tinyurl.com/q4pj6x #adage #dk #pinkbird

12:32:08 The best pitches take place when teams genuinely like & understand the product or service
being presented. #dk #pinkbird
14:03:13 Today's K.I.S.S.: The most effective marketing is a simple idea, brilliantly executed. #dk
#pinkbird
15:21:33 Can you describe your USP? You should be able to succinctly & definitively explain what makes
your business unique. #dk #pinkbird
17:46:42 Congrats on the win! RT @OSK77 Just got word that we won a digital pitch, my first
@Wunderman - Yay! #dk #pinkbird
Saturday, 16th of May.

08:24:36 Looks like more rainy day blues on the Chicago horizon. Nothing lots of hot coffee won't cure.
#pinkbird
13:23:34 Thanks for the @Designkitchen props! RT @wharfworld: checking out -
http://designkitchen.com/ #dk
Sunday, 17th of May.

12:14:36 Car-Hop Lunch: chilled mug of root beer, chili cheese fries & burger with the works. #retro
#pinkbird http://yfrog.com/0x6ixj
Monday, 18th of May.

08:09:27 RT @jacirusso: To Pitch or Not To Pitch - that is the question. http://twurl.nl/rr1fik
09:00:06 SnagIt http://bit.ly/Mb1EF #pinkbird RT @jordanberkowitz: @agencyspy Full page screen shots
so you're not confined by browser chrome.
09:00:16 Would your clients describe you as they would a great brand: inspirational, indispensable,
dependable and unique? #dk #pinkbird
11:27:06 Client prospects are hungry for insight. Make sure your presentation feeds them. #dk #pinkbird
13:52:47 @bernardurban Thanks for the RT! #dk #pinkbird
14:00:35 Today's K.I.S.S.: Positive energy produces positive results. #dk #pinkbird

08:18:05 Optimism is a crucial quality of sound leadership--but must be balanced by a healthy dose of
realism. #dk #pinkbird
12:04:30 Recipe for success: Mix an equal blend of research, insight & focus with a huge helping of hard
work. Get cookin'! #dk #pinkbird
14:18:41 RT Selecting the pitch team is a make-or-break decision. http://tinyurl.com/cz8v59 (via
@SarahResults @BobWiesner)
page 13 / 36
20-May-2009
08:31:54 Remind your clients why they're your clients: highlight successes & synergies in your
partnership. #dk #pinkbird
09:46:29 RT Interesting @adology: Is this the "magic" question for Prospects? http://tiny.cc/H0bly
11:42:57 People may forget what you say, but they'll remember how you make them feel. Plan
accordingly. #dk #pinkbird
14:21:15 RT @wunderman: We set up the space-saving hash tag #wman for all things Wunderman. #dk
#pinkbird
Thursday, 21st of May.

08:05:57 RT @B2BOnlineMktg: 5 reasons B2B social media is not a fad from @kbondar32.
http://ow.ly/7R87 Do you agree with the reasons? #dk #pinkbird
10:13:24 Something interesting happens when you trust your customers. They trust you. #dk #pinkbird
12:39:57 Realignment of competitive advantage = new measures of success and value. #dk #pinkbird
15:12:56 Don't expect prospects to have a need for what you're offering; instead, offer them what they
need. #dk #pinkbird
Friday, 22nd of May.

12:25:25 Enjoying nesting at home on the start of a 4-day weekend. #pinkbird
15:34:56 Ready for Father's Day? RT @Designkitchen launches #Sears Craftsman.com redesign using
Papervision3D - http://craftsman.com #dk #pinkbird
Saturday, 23rd of May.

14:55:24 Late afternoon #TiVo purge begins now... #pinkbird

10:14:02 RT @Designkitchen: @Wunderman Chicago’s Andrew Campagnone talks @NASCAR
sponsorship http://bit.ly/LYkpJ #wman #motorsports #dk
11:06:26 Nothing motivates troops more effectively than by fostering pride in the company and
themselves. #dk #pinkbird
14:34:31 Today's K.I.S.S.: Let the process evolve. Keep on doing what makes sense. #dk #pinkbird

08:46:30 Epiphanies are not often lasting events--be sure to capture, relish and leverage them as they
occur. #dk #pinkbird
10:44:23 Regardless of industry, category or size, collaboration fuels growth and innovation. #dk
#pinkbird
16:06:46 Today's K.I.S.S.: Encourage existing customers to take action. #dk #pinkbird
page 14 / 36
28-May-2009

09:38:41 Digital is the perfect platform for innovation: no one owns the web, everyone uses it, and anyone
can add services to it. #dk #pinkbird
Friday, 29th of May.

07:11:52 Me too! RT @gindietrich I love Dance Fridays on @nbcchicago! #pinkbird
10:22:03 Factors influencing brands are changing so rapidly that it's easy to become mired in the past.
#dk #pinkbird
10:24:54 As such, be sure to maintain your focus on the possibilities of the future. #dk #pinkbird
page 15 / 36
29-May-2009
June
Monday, 1st of June.

08:49:51 Learn to recognize, respect & value your 'gut instinct'...following your intuition can lead you to
great places. #dk #pinkbird
14:09:31 Being real and truthful with yourself builds personal power. #dk #pinkbird
Tuesday, 2nd of June.

08:37:49 What gets measured, gets improved RT @Armano ...real measurement will be "do people
care?" objective is emotional brand connection #cmsummit
09:24:10 Why Agencies Win: great chemistry + deep consumer/target insight + better understanding of
objectives http://bit.ly/VhUXq (@MirrenBizDev)
13:56:21 @gerardopec (belated) Thanks for the #FF and good luck with your pitch tomorrow! #dk
#pinkbird
14:49:53 Today's K.I.S.S.: Motivate prospects to do the talking. Fight the urge to demo all ur knowledge &
instead, ask smart questions #dk #pinkbird
17:16:22 Agreed! RT @tedrubin When faced with a defining moment, you can either define the moment
or the moment defines you.
17:44:32 @MarkAPatten Thanks for the RT! #dk #pinkbird
22:06:09 @tedrubin Follow me so I can reply to ur DM
22:54:40 "Help clients influence behaviors..." RT @lisahickey: "Above all else, be relevant." AdAge post
by @philjohnson ~ http://tinyurl.com/mo6drg
Wednesday, 3rd of June.

11:59:10 True value from the web comes from people building communities around, sharing & remixing
content, not simply delivering it. #dk #pinkbird
13:36:07 The days of monolithic, self-contained, inwardly-focused corporations have officially passed.
#dk #pinkbird
13:36:43 Now is the time to harness & leverage external knowledge, resources, capabilities and
know-how. #dk #pinkbird
17:49:52 Nice job #dk RT congrats @designkitchen team Butterball (http://butterball.com) on both
#CADM Tempo Awards http://twitpic.com/6k0to
Thursday, 4th of June.

10:42:40 Are you attending the annual #BMA Conference in Chicago next week? Let us know! #dk
#pinkbird
page 16 / 36
5-June-2009
Friday, 5th of June.

11:15:18 Following a win, it's easy to get caught up in congratulatory revelry--make it a point to evenly
champion all who contributed. #dk #pinkbird
12:29:10 Know your prospective client's business so thoroughly that you offer actual improvements, not
just RFP responses. #dk #pinkbird
14:35:31 Today's K.I.S.S.: shorten sales cycles with a 'land and expand' approach. #dk #pinkbird
16:28:42 How to be Happy in Business - Venn Diagram http://tinyurl.com/oe374o (via @bud_caddell) #dk
#pinkbird
19:41:19 Dinner and drinks down the hatch. Now settling in to watch Inside the Obama White House.
#pinkbird
Monday, 8th of June.

08:20:44 To be successful, businesses need to breathe, adapt, change & grow--just like people do. #dk
#pinkbird
10:13:51 To succeed in today's changing marketplace, agencies must reinvent themselves as
multi-channel idea agents. #dk #pinkbird
10:55:36 Congrats to @Wunderman for third straight No. 3 ranking on PROMO Magazine's annual
Promo 100 #dk #pinkbird #wman
14:32:31 The best ideas are compelling, collaborative and cross-platform. #dk #pinkbird
Tuesday, 9th of June.

10:17:21 Focus your efforts & team on turning networked knowledge into compelling value. #dk #pinkbird
14:01:42 Collaborate across borders, cultures, disciplines & firms to create richer experiences for your
clients (& their customers) #dk #pinkbird
Wednesday, 10th of June.

07:32:58 RT @PeterTwombly: @exectweets: Find a point of passion that your company can truly speak
to
09:01:21 Differentiate your market positioning thru voice, vision or value (note: leveraging all 3 would be
hitting the brand trifecta) #dk #pinkbird
11:42:49 Be sure you're focused on the possibilities of the future and not mired in the challenges of today.
#dk #pinkbird

07:25:34 Nice work! RT Just optimized TweetLabel for viewing on iPhone. Try it out. Report any bugs ;)
http://www.tweetlabel.com (via @bernardurban)

12:21:14 Criteria for grading agencies: rigorous research, differentiated strategy, robust measurement &
collaboration abilities #dk #pinkbird #wave
page 17 / 36
12-June-2009
14:16:22 Want to increase your following? Make yourself available, approachable & worth paying
attention to. #dk #pinkbird
14:30:01 RT @designkitchen Shari of Dorr Kitchen is offended by our name b/c we don't design kitchens.
But Shari...we do SEO! http://tr.im/ojHE #dk
15:00:45 For agency best practices, inspiration and a refreshing kick in the @ss, follow @MirrenBizDev
#MirrenThisWeek #followfriday
Saturday, 13th of June.

16:21:11 Does anyone else find it tormenting to watch amazing trailers on #AppleTV for movies that don't
open 'til Fall? #ineedinstantgratification

09:08:13 From RFP thru delivery, help your clients understand the need for building trust between their
brand & their consumers. #dk #pinkbird
12:07:07 Don't wait, don't hesitate: Follow up immediately on positive initial sales meetings to capitalize
on momentum. #dk #pinkbird
15:28:46 BD budget belt-tightening? Focus efforts on fewer--but larger--accounts, and define methods for
reducing the sales cycle. #dk #pinkbird
18:06:52 2 launches make for a great day @Designkitchen: #Sears http://arrivelounge.com & HON
#neocon09 http://bit.ly/NrvQN #dk #pinkbird

09:16:53 Make yourself the biggest differentiator: become an expert in your customer's business,
processes and market trends. #dk #pinkbird
10:03:14 RT @AdweekDotCom: Hotels.com Books 'Smart' Animation http://tinyurl.com/ncunyp
12:25:32 For winning retail clients, your primary focus should be on two things: trust & transactions.
Everything else will follow. #dk #pinkbird
13:22:57 Thanks @MirrenBizDev for the RT & for sharing great highlights from
http://www.newbusinessfromsocialmedia.com
13:32:35 @MikeEHill @hotels_com Congrats! RT Ad of the Day: Hotels.com ... 'Smart' by Y&R Chicago -
http://bit.ly/HF2uL #adweek (via @AdweekDotCom)
16:27:27 Looking forward to the #BrandSmart 2009 Conference in Chicago this Friday! #dk #pinkbird
#chiama

07:57:40 Ready to net bigger clients? Then stop fishing in small ponds and be sure to use the right bait.
#dk #pinkbird
10:41:35 @simasays Great--look forward to connecting. #brandsmart #chiama
11:27:41 Prospect seeks online lead gen; yet refuses SEM/SEO, Display, Affiliate, Social, Email, Web
Analytics, & Site Improvements. What's left?
16:25:35 @bernardurban Thanks for the props on the launches!
page 18 / 36
17-June-2009

09:52:10 Build trust with prospects by outlining tangible, measurable business outcomes while
acknowledging opportunity costs. #dk #pinkbird
10:46:30 Innovation @ Work: "Innovation pays for itself if managed as a portfolio." -Tom Kuczmarski
#brandsmart #chiama
11:02:42 Iterate, iterate, iterate: "get doses of consumer input throughout the development process ." -TK
#brandsmart #chiama #dk
11:07:08 Peopleship Model: humility, compassion, transparency, value-based differentiation,
inclusiveness & collaboration -TK #brandsmart #chiama #dk
11:14:58 Headed to #BrandSmart lunch with clients & colleagues #chiama #dk #pinkbird
12:42:59 Kicking off lessons learned w/ GasPedal, PepsiCo, First Book, The Coaches Center, Google
http://twitpic.com/7q8m5 #brandsmart #chiama #dk
13:00:56 Mark Hodes speaking on the @Threadless #Twitter strategy - "Listen, learn, adapt & exploit."
13:02:38 "Keep active on trends, tags, groups, topics, etc." -MH #brandsmart #chiama #dk
13:11:00 "Marketing is what you do, not what you say." - @Sernovitz #GasPedal #brandsmart #chiama
#dk
13:33:40 #BrandSmart attendees, let's get connected! I'm 501. DM me your code. #dk #pinkbird
14:16:21 @simasays Follow me so that I can reply to your DM.
14:28:00 Strategy @ Work: "Creating new brands is like having children--it's fun to create them..." -Tim
Calkins, @KelloggSchool #brandsmart #chiama
14:28:34 "...it then becomes hard to ever get rid of them." -TC @KelloggSchool #brandsmart #chiama
#dk
14:58:13 "Eli Lilly Exec: 5% of marketing plans are good, most of them suck wind." -TC @KelloggSchool
#brandsmart #chiama
15:16:34 Brilliant! RT @jheckman: Jet Blue's secret internal mission - Make coach suck less. Awesome.
#brandsmart #chiama #dk @acurtismcintyre
15:19:17 "Everything, every customer interaction...is a marketing opportunity." - @acurtismcintyre
15:33:01 @acurtismcintyre Loved the wicked sense of humor and smart insights! #brandsmart #chiama
#dk
15:39:21 Congrats on all 3 RT @bernardurban Trvl: http://www.travelstreamz.com Food:
http://www.tablestreamz.com Fashn: http://www.fashionstreamz.com
15:45:39 Have to head out, but hope to enjoy the #BrandSmart Reception #chiama #dk

09:53:06 Rules of BD Club: 1. Partner with the right clients. 2. Get rid of the wrong ones. 3. Take very
good care of the ones you keep #dk #pinkbird
11:40:25 Effective pitching requires understanding the business value of your offering & communicating it
with passion and confidence. #dk #pinkbird
12:58:31 @jheckman Great meeting you at the #BrandSmart Conference. I shared your @designkitchen
page 19 / 36
19-June-2009
connection with the team. Small world! #chiama #dk

13:58:32 Today's K.I.S.S.: Consider others needs before your own. #dk #pinkbird
14:25:29 Demonstrate your value: it's essential for gaining the mindshare of both prospects and clients.
#dk #pinkbird
15:48:08 While 'sticking to your guns' is a good mantra, don't shy away from changing & transforming
your approach as needed. #dk #pinkbird
Monday, 22nd of June.

07:41:40 Wishing Lester Wunderman - father of direct marketing - a happy 89th! #wman #dk #pinkbird
10:27:16 A strong value proposition is one that develops relationships based on trust & knowledge #dk
#pinkbird
11:23:26 People love to buy packaged learnings and experiences. #dk #pinkbird
12:12:41 Today's K.I.S.S.: Gather and utilize deep customer insights. #dk #pinkbird
Tuesday, 23rd of June.

08:26:32 Winning marketshare is an ongoing process of Define (strategy, tactics) and Refine (increased
knowledge, understanding). #dk #pinkbird
10:10:50 What is the value of a conversation? RT @wpponline: Measuring the Social Mix: WOM
impossible to target/measure until now http://bit.ly/HaXk6
11:58:17 Target accounts that most closely align with the challenges you are consistently helping your
customers overcome. #dk #pinkbird
13:48:04 To effectively communicate with prospects, put yourself in the mindset of being a peer and a
consultant, not a salesperson. #dk #pinkbird
15:27:37 Today's K.I.S.S.: Take your offerings out of the realm of "sales," and into the line of "service."
#dk #pinkbird
17:04:10 Welcome aboard! RT @simasays Welcome friend, #dk client & fellow #chiama board mbr
@handmaker to Twitter #brandsmart #assurance
17:14:39 Thx for being a great sport! RT @selenagomez Shooting all week for #Sears campaign...
http://is.gd/1b9Ej (via @designkitchen) #dk
17:27:58 @simasays Looking forward to @BlogHer next month. @tedrubin is doing a cool event for e.l.f.
I'll send you the details. #dk #pinkbird
18:00:02 RT @SarahResults Biz Dev execs & other leaders communicate "what does it mean & why are
we doing it?" http://snurl.com/kqmv4 #adagencynewbiz
18:10:44 Create organograms 4 existing clients RT @CliveMaclean ...cornerstone of growing a profitable
adv agency http://short.to/gt6p (@michaelgass)

08:25:13 To generate more leads, find key decision makers, properly research companies & identify
triggering events. #dk #pinkbird
10:14:56 Does your value prop offer a perspective that clients want to hear? #dk #pinkbird
12:12:54 Many prospects are surrounded by a wall of voicemail, email & gatekeepers--develop
page 20 / 36
24-June-2009
workarounds as part of your sales tactics. #dk #pinkbird

13:02:34 @iancreek Thanks for the RT!
14:58:33 As part of your overarching sales strategy, well-crafted customized emails & subject lines can
generate prospect meetings. #dk #pinkbird
17:22:10 @bmaldonado Thanks for the RT!

10:34:28 It's not all about you: develop your sales strategy from the buyer's point of view. #dk #pinkbird
11:52:15 Share relevant results: clients are always interested in hearing how other companies tackle the
challenges they're facing. #dk #pinkbird
13:45:08 From feng shui to fresh fruit, revitalize your environment to create renewed energy. #dk
#pinkbird
15:59:02 @bernardurban Thx for the RT!
17:36:50 RT @designkitchen: The next phase of #Sears Arrive Lounge w/ @selenagomez has gone live!
- http://arrivelounge.com
17:54:57 RT @Designkitchen presenting recent virtual world & gaming work at the Advertising Research
Foundation (@THE_ARF) in NY today. #dk
19:03:56 Thx for the RT & props! @360chick: BRAVO - http://arrivelounge.com

09:41:39 Given current economic conditions, companies are demanding greater accountability &
measurability for every purchase decision. #dk #pinkbird
10:59:11 Work to understand the business problem or issue that's faced by your prospect, then position
your services to address it. #dk #pinkbird
11:37:04 @CatapultBizDev Thx for the RT!
12:50:24 Today's K.I.S.S.: If you can't get the door to open, then you can't close the deal. #dk #pinkbird
14:23:33 Enhance pitch effectiveness by immediately establishing direct & conversational rapport with
your audience. #dk #pinkbird
Saturday, 27th of June.

10:52:14 Congrats! RT @Wunderings Wunderman landed one silver Lions at Cannes in the cyber
category - great work. #wman
11:23:59 @Babyjonr It was actually a Silver Media Lion for Land Rover - We Live To Tell Stories
(Wunderman San Paulo, Brazil)

08:05:03 Don't get caught up in the fallacy of "we're so great" sales pitches. #dk #pinkbird
09:42:20 Develop strategies that identify, approach, establish contact with, and present to the key
purchasing decision-makers. #dk #pinkbird
page 21 / 36
29-June-2009

08:43:17 RT #DK featured in @DMNews for the #Sears Craftsman.com redesign http://bit.ly/ZbgBO
@merrimentdesign discusses (via @Designkitchen)
09:56:21 Defining practical sales & marketing techniques will help build a more effective value
proposition. #dk #pinkbird
12:08:09 Stop waiting for decision-makers to call back. Take action. #dk #pinkbird
14:01:33 Good & bad news - First the bad news: Most value propositions are weak. Now the good news:
Most value propositions are weak. #dk #pinkbird
14:47:29 Want to determine your best target market? Start by working backwards from your core offering.
#dk #pinkbird
page 22 / 36
30-June-2009
July
Wednesday, 1st of July.

09:12:19 Questions you need to ask yourself: is my brand emotionally engaging? Relevant? And--most
importantly--differentiated? #dk #pinkbird
14:08:27 Although prospects are likely hurried & harried, they will strongly resent being pushed by an
overly aggressive salesperson. #dk #pinkbird
14:58:52 Today's K.I.S.S.: The more you listen, the more you *earn*. #dk #pinkbird
Thursday, 2nd of July.

08:46:46 When prospecting, strive to differentiate yourself: craft enticing voicemail messages, create
smart e-mail strategies, etc. #dk #pinkbird
13:14:15 Conducting research is of critical importance, but watch out for 'analysis paralysis'. #dk
#pinkbird
14:00:04 Take time to celebrate the small victories: enormous validation can come from just knowing
you're on the right track. #dk #pinkbird
16:13:02 Kicking off the 4-day weekend. Have a safe & happy holiday, Tweeps! #pinkbird
Friday, 3rd of July.

12:02:26 #FollowFriday @faris (http://bit.ly/df5l) @CliveMaclean (http://bit.ly/Qb8P5) & @badbanana (4
laughs) #pinkbird
Monday, 6th of July.

10:42:50 Great article by @philjohnson that hits home -Tackling New Business Development in a Social
Media World (@agencypja) #adage #dk #pinkbird
Tuesday, 7th of July.

08:38:09 Manage your calendar: you have more projects than time to complete them, and many priorities
competing for that precious time. #dk #pinkbird
11:03:51 Eliminate biz-speak, trite superlatives & industry jargon in your prospect & client
communications. Just talk. #dk #pinkbird
13:24:30 Put into practice approaches that are win-win for both the buyer *and* the seller. #dk #pinkbird
15:31:00 When pitching to C-suite prospects, present yourself as an equal with meaningful solutions to
their problems. #dk #pinkbird
Wednesday, 8th of July.

08:48:29 Yes, definitely reg early! RT @HeatherWit: highly recos @mirrenbizdev training this fall. For
page 23 / 36
8-July-2009
more info: http://mirren.com/workshops

14:22:38 While the company might be considered a large faceless organization, remember you are
connecting with real people. #dk #pinkbird
15:52:28 #WPP CEO Martin Sorrell: 3 drivers for future biz 1) Emerging Markets 2) Digital 3) Consumer
Insight http://bit.ly/19ngLf (@wpponline #CNBC)
17:04:44 Rock on! RT @designkitchen: #DK launches phase 3 of the @selenagomez campaign with
#Sears. Meet the band & congrats! http://arrivelounge.com
19:57:56 @HeatherWit You should! Are you signed up?
Thursday, 9th of July.

07:52:20 Embrace your latte factor! RT @drnic1 good news 4 coffee drinkers: coffee a day helps memory
stay...time for a cup now http://htxt.it/uI5u
15:25:01 Keep in mind how difficult it is to win a pitch during Q&A, but also how very easy it is to lose the
pitch during Q&A. #dk #pinkbird
Friday, 10th of July.

06:48:10 @theconsumerlab @bernardurban @Colin_Taylor @JDMstrategies Thx for the RT's!
06:52:57 #FollowFriday @theconsumerlab @AdContrarian @CatapultBizDev
06:58:33 #FollowFriday super smart: @bernardurban @HeatherWit @philjohnson @MirrenBizDev
07:25:06 To pitch or not to pitch: revenue? relevance? reputation? resources? http://bit.ly/3mN6GO
#MirrenThisWeek #dk #pinkbird
07:37:20 RT @Designkitchen: Club BK featured in @DMNews - See where it all began with Burger King
http://bit.ly/BYtYa
07:41:02 @bernardurban u2...TGIF!
09:35:37 Trim the fat out of your presentation: allow your core message greater opportunity to resonate
with your audience. #dk #pinkbird
16:47:48 RT When ur work is an extension of who you really are deep down inside, it's no longer a job or
a career. It's a calling. (via @BrettGreene)
19:01:17 @jeremypound Thx for the RT!
19:30:47 Instead of being mildly appealing 2 a broad grp of prospects, be intensely appealing 2 those in
ur sweet spot http://is.gd/c45M @michaelgass

08:17:42 Objections are buying signs: if prospects don't raise objections, they're not really *buying* what
you have to sell. #dk #pinkbird
09:48:22 Directly link customer needs to your company's benefits and capabilities. #dk #pinkbird
09:55:52 RT Times--and needs--are definitely changing. @jessicajoines: Changing role of agency
rainmakers: http://bit.ly/prBkJ #Adweek
12:53:32 Don't let a PowerPoint deck, reel or presentation overshadow you...YOU are the best person to
tell the story. #dk #pinkbird
14:50:58 Today's K.I.S.S.: Keep dialog going by answering questions with questions. #dk #pinkbird
page 24 / 36
13-July-2009

09:07:57 Get clients on board by sharing ownership of the agenda--it lets them know their concerns are
an integral part of the meeting. #dk #pinkbird
10:39:57 You can't reap the benefits if you don't plant the seeds. #dk #pinkbird
12:27:51 First call with a prospect? Repress the urge to do *anything* other than ask about their POV and
listen to their answers. #dk #pinkbird
14:13:57 Today's K.I.S.S.: Practice, practice, practice. #dk #pinkbird

07:34:08 RT So true @blfarris: Why You Should Sell Only for the Company You Love http://bit.ly/C8ojz
#HarvardBiz
09:06:40 Are you building trust and rapport with your prospects? Listen & absorb. #dk #pinkbird
11:39:13 By proactively managing the sales process, you eliminate misconceptions, misunderstandings
and stalled sales. #dk #pinkbird
13:03:55 Cold calls, warm calls, networking, speaking, writing--build awareness & you'll build business.
#dk #pinkbird
15:27:53 Today's K.I.S.S.: Let go of crutches & believe in yourself.

07:47:47 Headed to the dunes on old Cape Cod #pinkbird
14:51:48 Clients know the difference between a learned presentation and a heartfelt one. #dk #pinkbird
20:58:14 Thx for the RT's & mentions! @jessicajoines @WundermanBE @mkogon @nehrman @JADuffy
@SalesSigma @CatapultBizDev @bernardurban @Colin_Taylor

09:40:41 The success you're enjoying today is the direct result of the prospecting you did six months ago.
#dk #pinkbird
13:57:01 Maintain control of the sales cycle by making sure you establish "next steps" at the close of
every interaction. #dk #pinkbird
Saturday, 18th of July.

12:46:11 You can't get much more on the water than oceanfront lunch in Provincetown. #pinkbird
http://twitpic.com/asfor

08:01:39 No matter how great business is today, to maintain consistently high sales, prospecting needs to
be a daily activity. #dk #pinkbird
page 25 / 36
20-July-2009
Tuesday, 21st of July.

08:27:59 Explore online communities such as LinkedIn to help identify key decision makers (& perhaps
known contacts) at big companies. #dk #pinkbird
10:27:08 Remember--it isn't how much you know that will close a sale--it's how much you know about
your prospect. #dk #pinkbird
11:32:38 Build a solid foundation for biz dev growth through preparation, cultivation and solicitation. #dk
#pinkbird
13:56:32 Today's K.I.S.S.: Avoid the 'commodity trap'. #dk #pinkbird
Wednesday, 22nd of July.

08:16:28 Maintain differentiation: provide a continuous stream of fresh ideas, insights and information to
your clients. #dk #pinkbird
09:52:27 Communicate your business value with dignity & confidence. #dk #pinkbird
11:55:30 Make your ideas innovative, irresistible & invaluable--and you'll be indispensable. #dk #pinkbird
14:25:56 Don't waste precious time & energy trying to get into places where the opportunities for success
are limited. #dk #pinkbird
17:18:34 @whatworks re: B2B social media case - follow me for details via DM.
Thursday, 23rd of July.

09:31:33 The recent economic headwinds have created a new sales paradigm where *you* have become
the major differentiator. #dk #pinkbird
11:35:53 Spend more time thinking, analyzing, researching & preparing and you'll spend less time selling.
#dk #pinkbird

08:30:00 Ask yourself: are my solutions cohesive, comprehensive and cost-effective? They should be.
#dk #pinkbird
10:12:04 When you focus on helping clients improve their operations, more business will materialize. #dk
#pinkbird
11:16:35 @toyrobots Good luck on your @Designkitchen emerging technologies prezo today at the ILR
research camp! http://www.ilresearch.com #dk
11:59:30 Bring fresh perspectives: Large companies are constantly looking to outside resources to help
them meet their challenges. #dk #pinkbird
13:36:34 Today's K.I.S.S.: Plant seeds, every day. #dk #pinkbird
Saturday, 25th of July.

12:32:29 Enjoying a perfect breezy, sunny, lazy day by the pool. I <3 weekends. #pinkbird
page 26 / 36
25-July-2009

08:09:38 Developing a broader & deeper expertise in your prospect's business or industry greatly
enhances your overall appeal. #dk #pinkbird
09:51:03 Don't be shy: explain the business value of your offering loudly, clearly & often. #dk #pinkbird
14:03:50 Your ability to overcome final objections & get your prospect to take action is the most critical
part of successful selling. #dk #pinkbird
15:12:25 Today's K.I.S.S.: Turn yourself into a competitive advantage. #dk #pinkbird

06:19:09 @Designkitchen makes list! RT @michaelgass Fuel Line's Blog of the Month: 70 Ad Agency
Blogs, Vote Your Favorite for July http://is.gd/1PHPC
08:08:34 If you don't have enough qualified leads in your pipeline, it's likely you won't get enough
completed sales out the other end. #dk #pinkbird
10:42:05 Keep in mind that decision-makers at big corporations are everyday people--they just happen to
work for a large company. #dk #pinkbird
15:28:43 Today's K.I.S.S.: Turn gatekeepers into door openers. #dk #pinkbird
19:05:03 Agreed! RT@KentHuffman: @Kate_Maddox...Loved the latest issue of BtoB magazine -- lots of
great social media stuff!

09:44:33 When pitching a prospect, concentrate your presentation on their emotional factors and you'll
have a captive audience. #dk #pinkbird
12:17:14 New opportunities @ old accounts: it costs nearly 10x more to identify & sell to a new customer
as it does an existing one. #dk #pinkbird
14:53:20 Today's K.I.S.S.: Challenge the paradigm. #dk #pinkbird

08:58:38 Conduct regular reviews with your key accounts to ensure you're identifying & capitalizing on all
future opportunities. #dk #pinkbird
13:23:43 Be realistic: a crucial step in creating a successful biz dev strategy is to make sure your
objectives are achievable. #dk #pinkbird
15:05:30 Even the most experienced salesperson sometimes has to "un-learn" what they've assumed to
be the gospel. #dk #pinkbird
18:31:30 Thanks for the RTs! @jbsem @jessicajoines @SarahResults @MirrenBizDev @WundermanBE
@jorgesalesgenie @360chick @SalesSigma
Friday, 31st of July.

08:33:20 Work on known barriers: practice overcoming obstacles & eliminating objections. #dk #pinkbird
08:43:00 Kick-off turned kick-out! RT @bernardurban: Lessons on a meeting w/ Social Media consultant
page 27 / 36
31-July-2009
gone wrong http://bit.ly/E5PKj (via @mikearauz)

10:44:23 Think of your biz dev strategy as a toolbox from which you carefully select precisely the right
tool for each job. #dk #pinkbird
13:37:20 While charting your goals is key, always keep an eye on the horizon--and be prepared to
change course. #dk #pinkbird
14:55:01 Today's K.I.S.S.: Accelerate the sales process. #dk #pinkbird
16:12:25 Happy Hour just got happier. Another week, another great win! #dk #pinkbird
page 28 / 36
31-July-2009
August
Saturday, 1st of August.

20:56:00 Hope the golf was on par w/ the tequila. Happy Bday! RT @MikeDuda Great bday. Surprise
overnight from my bride, golf & margaritas. Aaahhh...
Sunday, 2nd of August.

17:35:54 'Leaner & meaner' RT Ad Biz Faces the 'New Normal' - What will industry look like once
recession lifts? http://bit.ly/m3I73 (@AdweekDotCom)
Monday, 3rd of August.

10:15:24 When presenting, avoid using trite segues, clichéd phrases & other "verbal graffiti" (e.g. "to be
honest with you"). #dk #pinkbird
12:49:14 To win new business in today's economy, you need to assume the role of motivator. #dk
#pinkbird
14:45:43 Is your organization doing what it takes to nurture & sustain relationships with your clients? #dk
#pinkbird
16:18:28 Today's K.I.S.S.: Create the space, time & atmosphere needed to think. #dk #pinkbird
Tuesday, 4th of August.

07:43:48 RT @faris: NYTimes knells the death of traditional advertising, but it will take decades; only
growth is digital etc http://bit.ly/1jn6K
08:10:28 RT Great compilation @michaelgass: Top 25 Ad Agency New Business Through Social Media
Articles http://snipr.com/kpj3q
09:44:49 Create presentations and pitches that win hearts, minds & new business. #dk #pinkbird
12:08:11 Simply put, new business is won when you have better insights & ideas than other people. #dk
#pinkbird
14:53:49 Today's K.I.S.S.: Constantly create demand. #dk #pinkbird
Wednesday, 5th of August.

09:11:57 Winning new business is the culmination of all the preparation you've done. #dk #pinkbird
10:47:47 Don't overwhelm: consider breaking your offering up into bite-size chunks to help get your foot in
the door. #dk #pinkbird
13:23:59 Stop sounding like a self-serving salesperson. Immediately. #dk #pinkbird
15:31:51 Today's K.I.S.S.: Focus your brain on their business. #dk #pinkbird
18:44:17 Brands leading by example RT quick, good and useful from the folks @psfk http://ow.ly/jd7Y (via
@johnnyvulkan)
page 29 / 36
5-August-2009
18:57:21 @Jakewk @CatapultBizDev @brittakay Thx for the RTs!
Thursday, 6th of August.

09:47:50 Anyone using Video Messaging Software to reach prospects? RT The end of voicemail?
http://smub.it/ycqg (via @JohnDigles @JosianeFeigon)
10:10:04 Don't simply service your existing accounts' needs--proactively lead change initiatives to drive
new biz. #dk #pinkbird
12:16:20 iPhone vs. Laptop - smartphone wins again! RT More coffee shops limit laptop user
http://bit.ly/10Ke3a #WSJ (via @theconsumerlab)
14:21:17 @rtcrm Thx for the @Designkitchen props! #dk #pinkbird
14:49:36 You're a consumer: do you like it when you're given a sales spiel? Neither do your prospects.
#dk #pinkbird
15:57:10 Today's K.I.S.S.: Close gently. #dk #pinkbird
Friday, 7th of August.

08:18:26 Be someone clients find worth listening to. #dk #pinkbird
08:45:30 RT @bernardurban: #FF Pls give Gigantic a follow on FB: http://bit.ly/C8ixK
09:27:11 RT Congrats on the launch! @designkitchen: #Sears and #Craftsman introduce Craftsman Club
Rewards - http://bit.ly/UMZtt (via @SearsHoldings)
10:21:36 @Wunderman Cited as a leader Among U.S. Interactive Agencies-Strategy and Execution by
@forrester http://bit.ly/SjsF5 #wman
10:45:34 Break thru the marketing clutter: state your value prop in business terms. #dk #pinkbird
14:14:54 When a prospect is done speaking with you, will they feel their time was well spent? #dk
#pinkbird
15:33:21 Today's K.I.S.S.: Add value, not words. #dk #pinkbird
Sunday, 9th of August.

15:55:08 Enjoying a day at home with no commitments. Watching final hole at Bridgestone... #victorywalk

09:15:03 Be a subject matter expert: your knowledge & expertise are the reasons potential customers
want to work with you. #dk #pinkbird
10:14:02 Let's get Linked! http://linkedin.com/in/lauramaness #dk #pinkbird
12:11:02 Do the research: total personalization is essential in penetrating big accounts. #dk #pinkbird
14:40:31 When you know with certainty the difference your value proposition can make, your confidence
soars. #dk #pinkbird
page 30 / 36
12-August-2009
08:30:30 When pitching to the C-suite, broad strokes won't cut it--be very explicit in terms of outcomes.
#dk #pinkbird
10:37:01 Research is a key component to effective selling--how else will you know what's happening in
your prospect's world? #dk #pinkbird
12:21:27 Regardless of your audience, always write, speak & present as if you're communicating with a
peer. #dk #pinkbird
13:58:38 Today's marketplace demands you to take a much more active, creative & deliberate approach
to networking. #dk #pinkbird
15:38:23 Today's K.I.S.S.: Extend the discussion. #dk #pinkbird

08:08:49 Make opportunities happen: leverage existing relationships & create new connections. #dk
#pinkbird
09:53:43 The Daily Challenge: differentiate your offering from competitors without destroying your sales
margins. #dk #pinkbird
15:33:16 Does your biz dev strategy include a multi-touch 'account entry' campaign? It should. #dk
#pinkbird

08:44:43 Two goals of new biz networking: Finding the right people to help you get in, and finding the
people who make the decisions. #dk #pinkbird
10:48:45 Farming your sales strategy: plant, feed, nurture, weed, cultivate--then harvest. #dk #pinkbird
14:20:06 Today's K.I.S.S.: Get creative to get in! #dk #pinkbird
Sunday, 16th of August.

11:08:43 @dougwhite I know the feeling! Have you tried baked-stuffed w/ lobster newburg? Enjoy! :)
11:23:33 Agreed: 'informative, humorous , personal & inspiring' RT @jwillie: What Makes a Quality
Tweet? http://bit.ly/jMTwT (via @SorenG @mashable)
Monday, 17th of August.

08:47:29 Have realistic timetables: expecting immediate results puts unfair pressure on yourself. #dk
#pinkbird
11:03:30 Refine as you go: you won't make any progress by waiting until you think your sales strategy is
perfect. #dk #pinkbird
13:15:11 When you view everything you do as an experiment from which you learn, you can never really
fail. #dk #pinkbird

08:01:44 @ubercool @sublime_design Thx for the RTs!
page 31 / 36
18-August-2009
11:04:50 But the brochure looks nice: A strong value proposition is *the* key to capturing the attention of
corporate decision-makers. #dk #pinkbird
14:29:09 Have an established business message, but let your individuality shine through. #dk #pinkbird

08:23:01 When calling on prospects, avoid using artificial niceties ("And how are you today?") to get the
conversation started. #dk #pinkbird
11:02:49 Establish credibility--then work tirelessly to maintain it. #dk #pinkbird
12:58:59 @sarknight Thx for the RT!
14:06:27 When partnering with a 3rd party vendor, pool your knowledge to craft the best possible solution
for your prospective client. #dk #pinkbird
15:25:36 Today's K.I.S.S.: Toss out the trite. #dk #pinkbird

09:33:36 "Large companies, close by" is not a target market strategy. #dk #pinkbird
11:55:59 Only choose to prospect with companies that align with your ideal client profile. #dk #pinkbird
14:01:06 Persistence--not pestering--always pays off in the end. #dk #pinkbird
16:17:38 Today's K.I.S.S.: Engage in dialogue. #dk #pinkbird
Friday, 21st of August.

08:57:27 Whether on a call or giving a presentation, practice delivering your message until you can *talk*
it. #dk #pinkbird
11:12:16 Think you leave enticing voicemail messages for prospects? Conduct a hearing test: call
yourself & listen to how you sound. #dk #pinkbird
16:20:38 "Accelerate the sales process" K.I.S.S. pays off: locked mtg w/ key decisionmaker 1 week prior
to planned RFP. Time 2 put brakes on review!
Monday, 24th of August.

08:41:46 Pique potential client curiosity: hint at an insightful idea or unique perspective related to current
business issues. #dk #pinkbird
13:17:20 Good selling is about creating conversations with key people, not about pitching. #dk #pinkbird
15:27:51 Don't hesitate to ask questions: they foster relationships, demonstrate understanding & show
you're looking to learn more. #dk #pinkbird
16:07:26 Today's K.I.S.S.: Develop momentum. #dk #pinkbird

08:36:16 With a little bit of planning, you can ensure you'll know where you're going before you get there.
#dk #pinkbird
page 32 / 36
25-August-2009
10:23:05 Assess your offering to define what types of companies would receive the most value from your
products, services & solutions. #dk #pinkbird
15:45:13 Every single meeting needs to provide value. #dk #pinkbird

08:08:49 While marketing yourself to clients is good, strive to create a gravitational pull that attracts
clients to you. #dk #pinkbird
11:25:45 View every proposal as another way to further solidify your company's identity in the
marketplace. #dk #pinkbird
15:41:34 Today's K.I.S.S.: Close confidently. #dk #pinkbird

08:46:39 Grab a decision-maker's attention right away by referencing a strong referral. #dk #pinkbird
10:17:58 Don't be afraid to ask for the sale. #dk #pinkbird
13:02:56 Fight the temptation to be a non-discriminating seller...be selective. #dk #pinkbird
14:26:07 Today's K.I.S.S.: Sound normal, not scripted. #dk #pinkbird

08:52:22 Are your emails & letters easy to scan? Use bullets to quickly draw your prospect's attention to
key points. #dk #pinkbird
11:49:08 Don't be promiscuous in your prospecting--be selective. #dk #pinkbird
11:55:29 RT @designkitchen: Vote now! Vote often. Vote for BON APPETIT! by Sept 7th
http://bit.ly/zbCAy Pls RT (Help W-NY Win!)
12:50:41 #FollowFriday @shitmydadsays for a good laugh
16:15:24 Don't mass email companies (unless you're skeet-shooting, the shotgun approach never works).
#dk #pinkbird
19:10:56 CMO's likely to replace their ad agencies in next 12 months (22.8%) http://bit.ly/gE65W - now's
the time to reach out! #dk #pinkbird
Saturday, 29th of August.

14:09:12 Do your homework RT @Todd_Knutson Ad Agency Guide To Breaking In To New Categories
http://short.to/k6fz (via @clivemaclean)
Monday, 31st of August.

07:57:44 Smart question to ask yourself: What do my best clients have in common? #dk #pinkbird
08:58:48 Listen in on Gravity Summit. Social media conf today @Harvard, great speakers and topics
http://bit.ly/qp2M5 (via @agencypja @MirrenBizDev)
page 33 / 36
31-August-2009
11:57:22 @Designkitchen 's Craftsman.com featured as Communication Arts 'web pick of the week'
http://bit.ly/203G5n - nice work! #dk
14:24:50 Specificity sells. #dk #pinkbird
15:36:09 Prove it: When presenting, cite clear examples of achieving desired outcomes & business value
added. #dk #pinkbird
page 34 / 36
31-August-2009
September
Tuesday, 1st of September.

06:38:59 Looking forward to @adtech Chicago today & tomorrow. See u there! #adtechchi #dk #pinkbird
09:03:22 It's all in the details: Increase credibility by including numbers, percentages, costs & timeframes.
#dk #pinkbird
11:22:40 Time for this #pinkbird to fly over to @adtech. Hope we connect! #Adtechchi #dk
Wednesday, 2nd of September.

08:01:02 Don't broadcast--narrowcast: by focusing your efforts, you'll increase your likelihood of success.
#dk #pinkbird
10:11:18 Don't get frustrated when you hit a roadblock, get creative. #dk #pinkbird
14:01:00 Lots of folks at #adtechchi helping folks visualize the impact of social media on their org #dk
#pinkbird
14:59:41 Quick break to return calls from #adtechchi--now this is a lake view office. #dk #pinkbird
http://twitpic.com/g8fy8
Thursday, 3rd of September.

08:13:25 @empg very interested in dpac--thanks!
09:19:45 A strong value proposition attracts, magnetizes and open doors. #dk #pinkbird
11:19:51 Become a business improvement consultant. #dk #pinkbird
15:48:05 Continually developing your knowledge-base is critical to your long-term success. #dk #pinkbird
16:26:22 Today's K.I.S.S.: Real interest can't be faked. #dk #pinkbird
Friday, 4th of September.

08:58:13 2 non-RFP prospect pitches + 2 big wins = 4 day holiday weekend of celebration. #dk #pinkbird
09:42:13 @EricMarcusTV Thanks Eric!
page 35 / 36
4-September-2009
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