Reloaded: Rupert Howell co-founder of HHCL on creating the agency of the decade

Jan 2, 2025

Rupert Howell, co-founder of HHCL & Partners, shares insights from his groundbreaking advertising career. He emphasizes the significance of honesty, trust, and clear communication in client relationships. Rupert reveals how HHCL achieved a remarkable 65% strike rate for new business by separating pitch processes from day-to-day management. He discusses the transformative content behind the successful Tango campaign and the importance of cultivating genuine relationships in advertising. Join him for an engaging discussion on the balance of growth and maintaining agency ethos.

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ADVICE

The Thrill of the Chase

Cultivate a competitive spirit and a relentless pursuit of winning pitches.
Never give up easily and always seek ways to turn around potential losses.

ADVICE

Immediate Follow-Up

Upon receiving a pitch brief, immediately contact the decision-maker.
Discuss the business issue, judging criteria, and potential win guarantees.

INSIGHT

Winning the Pitch

The sole purpose of a pitch is to win, not to immediately solve the client's problem.
Focus on building rapport and understanding the decision-maker's personal motivations.

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Uncensored CMO Reloaded. This episode was first published in May 2021.

Rupert Howell is one of the founders of the iconic advertising agency HHCL & Partners. This is a bumper 2 hour episode, but I promise you it's worth it. We spend a lot of time actually talking about new business and the importance of winning pitches and growing customers. We also look at the campaigns that the HHCL created, where the ideas came from that inspired such iconic and effective work. And I think you'll find that quite revealing also how relationships are basically underpinned all of Rupert's success. Enjoy.

We covered so much ground in this bumper 2 hour episode, so here's the list of what we touched upon:

How Rupert made HHCL the best agency of the 90’s
Ruperts New Business Mantra – Honesty. Respect. Trust.
Why saying ‘I don’t know’ and ‘we got it wrong’ is so important
How the agency’s sole focus is Advertising but the Clients sole focus is the business
Why new business should always be separate to the day to day account management
How Rupert became ‘the finest new business director of all time’
How to win a pitch even after you have lost it
Why the pitch process begins with the phone call and only ends when its announced in Campaign
The sole purpose of the pitch is to win and not to solve the clients business problem
Why HHCL had a strike rate of 65% for new business
What the company annual report can tell you for the pitch process
Why you should try and get your customer promoted
How Carling Black Label inspired the most successful Tango Advertising of all time
How Tango destroyed Fanta and forced Coke to withdraw it from the market
How a call from a Surgeon led to the Tango Slap commercial being withdraw from market
Why the ‘4th Emergency Service’ transformed The AA and how the bold idea was sold in
How spending time with an AA team out on a call led to the idea
The importance of winning your internal teams and why they matter as much as your customers
Interrogating the product until ‘it confesses its strength’
Why the harder you practice the luckier you get is just as true for an agency
The real hard yards of the start-up phase that meant not taking a day off in 3 years
How tabloids create controversy and how to respond to it
Why relationships are the secret to really succeeding in business
Turning down offers to sell the agency including a £1million bribe
Why HHCL accepted an offer from Chime with the support from Sir Martin Sorrell
Why so few agencies ever succeed after being acquired by a network
Why HHCL was never the same after Rupert left and why he would never go back
The importance of timing for Founders handing over to the next generation
Dealing with bullies, bribary and negotiating an exit from McCann with a boat & DB9 as consolation
Which celebrities are still speaking to Rupert after he left ITV
Why social media is driven by click bait and negative headlines
Why you should give up the news, except perhaps local news
The Pros and Cons of a British free press
How to get a non-exec role