Marketing Negotiations, The Good, The Bad and The Ugly
On this podcast about negotiations, successful entrepreneur, expert negotiator and ex-procurement director, Mike Lander, is joined by CMOs and agency leaders as they dive into some of the most difficult and unheard-of marketing negotiations. During each episode, Mike and his guests share the ins and outs of their toughest deals to-date. They discuss obstacles, outcomes and learnings, as well as the emotional and mental challenges they’ve faced along the way.
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- Update frequency
- every 7 days
- Average duration
- 33 minutes
- Episodes
- 25
- Years Active
- 2023
Jonathan McCallum on experiential marketing in a changing landscape
This week, host Mike Lander talks to Jonathan McCallum (SVP Managing Director UK & Norway, George P. Johnson) about the pandemic's impact on experiential marketing and how agencies adapted: building …
00:25:35 |
Fri 01 Dec 2023
Ian Sohn on mastering the art of collaborative negotiations
This week, host Mike Lander talks to Ian Sohn (CEO North America, Iris) about the importance of collaboration; self-awareness, adaptability and strategic thinking in negotiations; and aiming for win…
00:31:51 |
Wed 28 Jun 2023
Stephany Sperberg on building trust, adaptability, and strategic alignment in negotiations
This week, host Mike Lander talks to Stephany Sperberg (managing director, Hook) about flexibility, transparency, and openness in negotiations; understanding motivations and alignment; and adapting t…
00:34:55 |
Wed 21 Jun 2023
Flavilla Fongang - How personal branding establishes credibility with big brands.
This week, host Mike Lander talks to multi-award-winning serial entrepreneur and multilingual keynote speaker, Flavilla Fongang. Here they discuss the necessity of personal branding, the value of ada…
00:38:38 |
Wed 14 Jun 2023
Jeb Blount - How to balance value and relationships for successful outcomes
This week, host Mike Lander talks to author, motivational speaker, coach and successful sales executive, Jeb Blount (founder and CEO, SalesGravy.com). Here they discuss the importance of effective se…
00:22:25 |
Wed 07 Jun 2023
Anthony Groves - The evolving landscape of marketing communications and procurement
This week, host Mike Lander talks to Anthony Groves (Chief Commercial Officer, Dentsu International) about negotiation strategies and expertise, collaboration and the rapid changes and emerging trend…
00:39:33 |
Wed 31 May 2023
Katie Evans - The importance of communication and relationship building in negotiation
This week, host Mike Lander talks to Katie Evans (CMO, Burger King UK) about the importance of communication and relationship building, aligned objectives and mutual benefit, and learning from past e…
00:32:05 |
Wed 24 May 2023
Simon Thomas - The role of cultural considerations in negotiations and marketing
In this episode, host Mike Lander speaks to Group M’s Simon Thomas about cultural considerations in negotiations and marketing, the evolving landscape and challenges in media procurement, and challen…
00:30:45 |
Wed 17 May 2023
Brent Adamson - What is the relationship between value management and negotiations?
This week, host Mike Lander sits down with researcher, presenter, thinker and author of ‘The Challenger Sale’, Brent Adamson (global head of research, advisory, and communities at Ecosystems). Here t…
00:44:17 |
Wed 10 May 2023
Ben Allen - How to successfully negotiate media deals in today's landscape
Ben Allen is the head of trading and commercial strategy at ITV. Here he talks to host Mike Lander about his experience negotiating media deals, the importance of listening and being open to creative…
00:28:40 |
Wed 03 May 2023
Matt Dixon – The buyer landscape in 2023 and how it affects negotiation
This week, host Mike Lander speaks to best-selling author and co-founder of DCM Insights, Matt Dixon – a sales anthropologist who uses data to understand the buyer landscape, and how sales teams are …
00:46:25 |
Wed 26 Apr 2023
Eric Fulwiler – How to balance relationships and substance in business negotiations
How is negotiation like jazz? Can the procurement process be creative? Should businesses pay agencies to pitch? This week, host Mike Lander talks to Eric Fulwiler (co-founder and CEO, Rival) about al…
00:34:38 |
Wed 19 Apr 2023
Katy Howell - Why relationship-building with procurement is so important
Katy Howell (CEO, immediate future) has an unusual perspective on working with procurement. Instead of viewing them as the enemy, she sees them as human beings with feelings (say what?). Here, she ta…
00:30:24 |
Wed 12 Apr 2023
Magid Souhami – How do you master the art of creative deal making?
Having led multimillion dollar negotiations for some of the biggest global brands and sporting events, Magid Souhami (CCO, Compliant and Founder of The Marketing Procurement Academy) is, above all el…
00:36:46 |
Wed 05 Apr 2023
Fred Moore - How to build strong relationships with clients and partners?
This week, host Mike Lander is joined by Fred Moore (COO, Matter Of Form). Here they talk about balancing short-term optimization with the bigger picture, promoting creativity and innovation in decis…
00:32:01 |
Wed 29 Mar 2023
Gareth Turner - What is a BATNA in negotiation?
Baked beans on Weetabix anyone? Whatever your opinion on the recipe suggestion, you’re likely to have heard about it, thanks to Gareth Turner (founder and director, Big Black Door), who led on the ‘B…
00:30:48 |
Wed 22 Mar 2023
Jaye Cowle – How to negotiate as a small agency
Jaye Cowle (managing director, Launch) is on a mission to create the happiest agency in the world. And this focus on happiness doesn’t end with her staff. For Cowle, business partnerships are doomed …
00:31:16 |
Wed 15 Mar 2023
John Godfrey - How can niche providers demonstrate expertise in a negotiation?
John Godfrey (commercial executive director, Red Badger) may never have used his Education degree to teach, but the dotcom veteran can certainly school most on the art of niche-provider negotiation. …
00:35:52 |
Tue 07 Mar 2023
Rob Halloway - How do you negotiate with multiple stakeholders?
Rob Halloway (Marketing Director at Mercedes-Benz Cars and Director at Mercedes-Benz World) began forging his negotiation skills in the 90s selling used trucks. Fast forward twenty-five years, and th…
00:38:37 |
Wed 01 Mar 2023
How do you break a stalemate in negotiation?
It’s no surprise that Craig Letton (CEO, MRM Global) has a competitive nature. At the ripe age of 26, he took over his family printing business, transforming it into a marketing technology companyon …
00:34:13 |
Wed 22 Feb 2023
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