MANAGEMENT ISSUE:NEW BUSINESS KNOWS NO CLOCK

David & Goliath in Los Angeles has just received word from Jones, Lundeen & Beals, one of the industry’s leading agency search consultants, that the agency has been selected to participate in an upcoming three-way agency review for the Indux Games launch of their new Zombie Apocalypse platform. And JL&B has projected that the agency revenue on the account will be in the $4-6M range. This is great news for the agency as the Indux review will be an opportunity for D&G to re-enter the gaming category following a somewhat less than amicable parting-of-the-ways with Kong Industries a little over a year ago.The President calls you, the agency’s Head of Account Planning, the Client Service Director and the Executive Creative Director into his office to give you all the “good news”. It’s 4:30 p.m. Friday afternoon and this “news” is a great way to end what has been a long week for you and the agency’s planning department.

As you are walking out of the President’s office, the CSD and ECD ask you if you have “five minutes”.And you know from experience that when they say “five minutes” this usually translates to “work for the account planning department”. They tell you that to get a head-start on the Indux review process, they would like to have the planning group present a top-line overview of gaming category and lead a facilitated session for the “pitch team” to assist identifying the potential positioning “white space” for Zombie Apocalypse platform in the gaming category. And they want to assemble the “pitch team” for this meeting on Monday afternoon at 1:00 p.m.You glance at your watch …it’s now 4:50 p.m. on a Friday afternoon, and it’s game on.

First off, how you will manage this late breaking news to your team and letting them know that they will now need to scuttle most if not all of their weekend plans to begin preparing for Monday afternoon’s meeting with the agency’s Zombie Apocalypse“pitch team”?

Secondly, what steps you would take in approaching this assignment and in directing your team?Where would you start? What would you explore?How would you “divide and conquer” across this assignment in order to help your team salvage at least part of their weekend but still be well prepared for Monday afternoon’s presentation?

 
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