Tips for startup agencies looking to catch Mondelez-sized fish

07/25/2013 | Advertising Age (tiered subscription model)

Creating a specialization, researching clients prior to cold calls and using existing contacts to spread buzz are ways that new agencies can get on the radar of big companies such as Mondelez International, said Debra Giampoli, Mondelez' agency scout. Small shops should also focus on making real-world connections, including inviting clients to their offices. "The bar is just as high for small agencies as it is for big ones," said Giampoli.

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