All posts by Robert Payne

Multichannel marketing and communications professional with a proven ability to deliver award-winning campaigns that inspire action from difficult to reach and discerning audiences. • I’ve exceeded benchmarks time and again across programmatic and social media buys. • Empowered sales teams with tightly integrated lead funnels and lifecycle management solutions leveraging Salesforce.com. • Know how to craft a compelling narrative and have won over a dozen video production awards in the past 5 years. • Served on both the interactive agency and client side, and I am a highly capable sparring partner for any marketing professional whether B2B or B2C. Most recently, I helped the Georgia Department of Economic Development attract new business both domestically and in 12 strategic markets around the globe. In the 7 years I ran Georgia’s global marketing efforts, we were selected as the #1 State for Business by Site Selection magazine, and its database of site consultants, for an unprecedented 7 years in a row. Jobs and investment grew steadily YOY due to a healthy pipeline of prospects. In addition, the Department’s commitment to marketing over that same period of time grew more than 300% because the ROI was clear and measurable. I also managed a team of 5 and 4 agency relationships for interactive, pr, traditional and video production. My online marketing career started with the direction of email marketing and web campaigns for Mandalay Resort Group, resulting in several awards for creative execution and exceptional return on investment. This caught the attention of the interactive marketing company, Twelve Horses where I directed their corporate marketing, advertising, and public relations efforts, as well as provided strategic consulting for travel/tourism clients such as Park City, Heavenly Mountain Resort, and America’s Adventure Place. Leveraging my experience with media and multi-channel marketing technology, I went on to lead the marketing and branding initiatives for SAXOTECH (now NEWSCYCLE), a global provider of content management platforms, circulation systems and advertising solutions for the media industry. I’ve worked in sales, marketing, advertising and public relations for a variety of other companies, including Switchback PR & Marketing, Stoel Rives LLP, Preferred Capital Corporation and Patagonia. I have an MBA with a specialization in Marketing and a BA from Clemson University. Side hustle: My photography has appeared in countless ads, brochures, and marketing campaigns.

10 Tips for Winning An RFP

Having been on both the submission and judging side of marketing, advertising and public relations Request for Proposals – or RFPs – I have a little insight into winning the business.

A considerable amount of time, billable hours and money go into these submissions, and they are very competitive. It is imperative that you get it right.

But so many people get it wrong. I am consistently amazed when large, globally recognized, award-winning agencies fumble some basic fundamentals.

You want to win, right?

 

Here are a few tips:

  1. Never let a junior employee complete an RFP on your behalf. It does a disservice to your brand, and it is a complete waste of time.
  2. Before you begin the submission look very carefully at how the points are allocated. You will quickly ascertain what is most important.
  3. Read the question carefully and make sure your answer specifically addresses what is being asked. Put yourself in the position of the judge who is reviewing countless other submissions. Did you get all the points that you could, or did you give some up by being vague or not following directions?
  4. Be very specific. Do not answer a question with, we specialize in brand activation and storytelling. Instead, give me an example of how you elevated a client’s brand with a unique strategy that produced quantifiable results.
  5. Make it very easy for the judge to find your supporting materials.
  6. Be aware that your competitors are going to do whatever it takes to win. For example, don’t just mention doing a radio spot or video as one strategy. Actually put one together.
  7. Do your research and then show it.
  8. Bring a senior representative with you to the oral presentation.
  9. Stand up when you present.
  10. Leave the judges with your complete presentation.

And one bonus since we should always turn it up to 11. Be exceptionally strategic and creative. If you are not prepared to kick ass then pass.

Georgia named No. 1 state in U.S. for business

Today was an exciting day at the Georgia State Capitol where we announced that Georgia has been named No. 1 state in U.S. for business by Site Selection magazine. Governor Deal along with senior executives from Home Depot, UPS and Gulfstream were there to kick it off and lay out the reasons why the state is well positioned. Commonalities across speakers were workforce, logistics and infrastructure. Read the article here.

Piedmont Park

Video Awards

I’ve produced and directed a number of videos in the past year. It is always rewarding when hard work pays off in the form of a satisfied company and/or client. It is even more satisfying when there is an award attached to the project.

Silver Telly

Global Trade Video: Silver Telly (2013) from Robert Payne on Vimeo.

silver_tellyThis video required 3 separate shoots, scripting and infographic animation. The end result is a compelling story about diversifying risk and increasing profits through international trade. It is told from the perspective of the business owners. Blue Marble media shot and edited the piece.

Gold Hermes

Economic Development Video: Gold Hermes (2013) from Robert Payne on Vimeo.

Gold_HermesThis video is a culmination of interviews I conducted over the course of almost a year with many different brands in various industry sectors. It has been condensed down into a 2+ minute piece to convey Georgia’s economic development landscape. Blue Marble media shot and edited the piece.

I hope you enjoy watching them!