Arts & Entertainment, Business
New Business: The Machine at Maximum Speed
Lesson time 7:23 min
Find out the great lengths Jeff and Rich have gone to win new clients, including an inspiring story where Jeff took a big chance on getting BMW’s attention.
Students give MasterClass an average rating of 4.7 out of 5 stars
Topics include: Getting the Meeting • Pitching BMW
Teach Advertising and Creativity
Advertising icons Jeff Goodby and Rich Silverstein teach you how to break rules, change minds, and create the best work of your life.Sign Up
- New business is a chance to remake everything. I think that means remake you and remake the client. It's a chance to start over. - It's also the most fun we have. And you won't believe it. But pitching new business and getting new business-- it's like Christmas every time. And I'm Jewish. - [DRUM ROLL] Man, new business is the most important part of a company. And it's the most important part of what you will contribute to a company in many ways, because there's a new energy every time you pitch a piece of business. - It's electric. It is the most exciting part of the entire industry, because there's no right or wrong. You're just doing it. You're doing it with your old heart and your passion. And you go, my god, this is great. How could they not buy it? They don't always buy it. - It's always a chance to reintroduce yourself to the world as a company too, which is really cool, you know, because when we do a new business now, we think what are they not going to see from the other companies? We try to go, this company is going to do this-- this company is going to do this. These guys will probably do that. And we tried to show them what they're not going to see. - Another way is I just love the story, "The Emperor's New Clothes," because we get to look at the brand and go, boy. - - They're naked. MAN 1: But we-- - And how are we going to fix that? - We're valuable at that. - I think so. We have fresh eyes. Now, all the other agencies have fresh eyes. It's just that we're going to beat the hell out of them. - We get very competitive about this. And you have to be, because the decision-- actually the first decision is what are you going to pitch, because we get offered all kinds of opportunities. The accounts that you pitch and win, and the accounts that you lose actually affect the future of your company. Like, it changes your client list. It can bring people up or down. These are big decisions. Like, sometimes, you go, wow, what will happen if we get this account? Is it going to be good for our company? It's an enormous account. But is it a good idea? I mean, because big accounts change companies. You suddenly have a whole different group of people that are working here. - Then there's the whole set of tools for new business to get new business. Oh, my god. Every meeting is a meeting to lose, not to win. All right. - That's a very good way to put it. - Yeah. We always had them meet the people who will really be working on the business. It's not a bait and switch. It's not-- Jeff and I do not do all the pitches-- uh, ah. Only the people who are really going to work under the count are in that meeting. You might have a chance to meet him three times before they pick an agency. Everyone is like, full bore. We're going to make that great. - When we pitched save that big game company, they had hundreds of games on the market. ...
About the Instructor
As the minds behind the “got milk?” campaign, the Budweiser lizards, and countless other ads that have permeated pop culture, Jeff Goodby and Rich Silverstein never stop reimagining the possibilities of advertising. Now they’re sharing how they make the beautiful and edgy work that’s seen by millions. Learn how to come up with great ideas, tell funny and compelling stories, and dazzle at your next pitch or presentation.
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Jeff Goodby & Rich Silverstein
Advertising icons Jeff Goodby and Rich Silverstein teach you how to break rules, change minds, and create the best work of your life.Explore the Class