AHAA Annual Conference | Mark Schnurman
Mark Schnurman is the President and co-founder of Filament Inc., a business development consulting and communication skills training firm that works exclusively with ad agencies.
As primary pitch consultant for Filament and resident new business guru, Schnurman works on about 25 pitches per year ranging from small pitches to organization changing wins. By working on so many pitches at different agencies around the world, he has experience that would normally take a career or two to amass. Schnurman then brings that expertise to bear helping agencies better craft their message and improve performance on pitch day.
All too often agencies bombard their prospects at pitches with all of the information that the agency knows and all of the different strategies that could work. The logic seems to be that if you put enough ideas in front of the prospect, something is bound to resonate. In reality, the prospect has no clear understanding as to what it is that the agency stands for. If agencies expect to win, they need to deliver a clear, compelling, focused message to the client that the client not only understands, but believes.
Using a combination of strategic insight, creativity and showmanship, Schnurman helps organization focus their message to the point where the client not only gets the agency’s big idea, but is willing to partner in that big idea, both strategically and creatively.
Quirky personal stuff – Schnurman lives in New York with his wife and six-year-old daughter. When he is not playing pitch consultant or daddy, Schnurman plays trombone and sings in a funk band. Over the years he has had the good fortune to perform with Paul McCartney, Lenny Kravitz, and Average White Band and appear on numerous programs, including The Today Show.