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Hitting the Sweet Spot

How Consumer Insights Can Inspire Better Marketing and Advertising

Kim Bartel Sheehan and Charlie Robertson
198 pages, Paperback: $34.95 | eBook: $29.95

PB ISBN: 978-1-73393440

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In 1992, the original 
Hitting the Sweet Spot was the first book dedicated to consumer insights and how such insights can inspire better marketing and advertising. In this comprehensive update, the authors add new case studies, techniques, and tools for those working in today’s global communication business. 

Like its predecessor, 
Hitting the Sweet Spot—Again shows students the importance of getting to know the customer—and provides them with the tools to do so. It is “priced right” for a book that should be assigned in any course on strategy, account planning, or consumer behavior.

Now authored by Kim Sheehan and Charlie Robertson, Sweet Spot features a Foreword by the original author, Lisa Fortini-Campbell, who discusses the book’s origins and bridge to the present.

Praise for the book:
“Like love and marriage and horses and carriages, where consumer insights and brand insights come together lies the “Sweet Spot.” Not only are the marketing insights powerful, the storytelling is vivid. Bring on those digital technology innovations—the dynamite principles identified here greatly increase the odds of hitting the spot where consumers are delighted and brand growth explodes.”   —Esther Thorson, Michigan State University

Hitting the Sweet Spot—new authors, updated approaches, global coverage, but same spot-on customer focus. Following the ‘Sweet Spot’ approach will assure your marketing communications creates the relationships and sales your brand needs in today’s rapidly changing marketplace.” 
                                                                                                                     —Don Schultz, Northwestern University and President, Agora Inc.

“In communications, insights are like gold. Everyone desires them. But few know where and how to find them. Hitting the Sweet SpotAgain is an insightful treasure map complete with clear directions, contemporary examples and practical exercises. Like gold, insights can transform your brand, your career and your trajectory. This book can aid in that transformation.”
                                                                                                —Steve Wehrenberg, University of Minnesota and former CEO, Campbell Mithun
Table of Contents:

Foreword by Lisa Fortini-Campbell
Preface | About the Authors
PRINCIPLE 1: You Already Know More Than You Think
PRINCIPLE 2: Understand The Art of Persuasion: Breakthrough Advertising
PRINCIPLE 3: Understand The Art of Persuasion–Using What You Already Know
PRINCIPLE 4: Learn to Read Yourself
PRINCIPLE 5: Lay the Foundation with Data and Information
PRINCIPLE 6: Understand the Art of Persuasion-The Path to the Sweet Spot
PRINCIPLE 7: Be a Good Consumer Detective
PRINCIPLE 8: Learn to Watch Others
PRINCIPLE 9: Ask Questions for Insightful Answers
PRINCIPLE 10: Map Out Perceptions and Segment People
PRINCIPLE 11: Recognize Insights
PRINCIPLE 12: Foster and Inspire Collaboration
PRINCIPLE 13: Inspire the Team
PRINCIPLE 14: Always Be Curious
PERSPECTIVE 1: The Role of the Account Planner
PERSPECTIVE 2: Excellence in Planning
PERSPECTIVE 3: The Creative Brief
PERSPECTIVE 5: Account Planning in a Global Culture
PERSPECTIVE 6: The Future of Account Planning
Kim and Charlie’s Bookshelf 

The New Account Manager

Redefining the Crucial Role of Account Service in the Changing Business of Advertising and PR

Third Edition

Don Dickinson and Craig Davis
456 pages, Paperback: $69.95 

PB ISBN: 978-0-99730849-5

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When it comes to the creation of great advertising and the delivery of effectively integrated communications programs, there is no function more important than good account managementjust ask any client.

That’s what makes this book so valuable. The New Account Manager is thoughtfully crafted by two advertising-veterans-turned-educators with combined 30+ years in the agency business. They combine traditional account management skills with the new challenges of today’s always-changing environment, and the result is a bright, practical, and thoroughly readable approach to “one of the most amazing jobs anywhere.”

Praise for the book:

The New Account Manager is the best and most complete text on the market, and this new edition takes a good thing and makes it even better. The organization and the insights are invaluable, and the inclusion of ‘new media’ is very topical and important. TNAM is a primer for understanding one of the most important roles in a successful marketing communication agency. Every agency and student who wants to better understand the role and execution of account management should have a copy of this book.       Alan Campbell, University of Miami, and COO, MARCA

“Dickinson and Davis offer students a realistic and practical understanding of the account management role in advertising. From skill sets, to responsibilities, to hands-on tools, this text provides a solid and essential foundation for both aspiring account managers, as well as for those who will work with account services professionals upon entering this exciting field.”         Rachael Kopel, Milwaukee Area Technical College

“Account Management is experiencing a renaissance in the advertising industry–but its new role is revolutionary in comparison to the ‘Mad Men’ era.  Dickinson and Davis situate account management in the center of decision-making and problem-solving–critical skills in today’s advertising structure. The New Account Manager is an essential toolbox for professors who are preparing the next generation of managers; for agencies who need to train entry-level managers; for seasoned professionals who need to recalibrate; and for students who seek foundational literacy in the art of account management.”                                                                                                              Jan Slater, University of Illinois

Table of Contents:

Preface | Introduction

1. The View from 20,000 Feet

2. The View from 200 Feet

3. Tools of the Craft

4. Wants, Needs, and Expectations

5. What a Ride!

6. Everyday Super-Human

7. The Business of New Business

8. The Account Manager’s Primer on Paid Media

9. Account Management and IMC

10. Managing Your Career

11. Shop Talk: The Lingo of Account Management


The Advertising and PR Account Management Workshop
Learning the Skills, Tools, and Craft of Contemporary Accountant Management
Craig Davis and Don Dickinson
336 pages, Paperback: $54.95 
PB ISBN: 978-099730843-3
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The Advertising and PR Account Management Workshop is written for students seeking knowledge and skills required for a senior-level account management position in advertising or public relations agencies.


The “workshop” approach provides an authentic, hand-on guide to contemporary account management. Each of the 20 workshop sessions includes learning goals, key words, text material, quizzes, and application activities – all crafted to build proficiency in using the tools of the trade.


Praise for the book:

“Finally! A textbook with real tools and tips for students interested in account management. The workshop approach helps make teaching interactive and gives students hands-on learning opportunities. I plan to use it in a new account management course this year.” 

                                                                        —Michael Hanley, Ball State University

“A well-organized, easy-to-read book that clearly explains how to have a successful career as an Account Manager in any business. It is an invaluable guide for university students on all levels.”                                 —Margo Berman, Florida International University

Advertising Campaigns Workbook

Harsha Gangadharbatla, Kim Bartel Sheehan, and Dave Koranda

144 pages, Paperback: $44.95 

PB ISBN: 978-099730847-1

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The Advertising Campaigns Workbook is designed to serve as an alternative (or a companion) to traditional campaigns textbooks, by offering plenty of hands-on exercises, tasks, and information presented in a concise manner. It can also help newly formed teams in advertising agencies go through the process of team building in a quicker and more efficient fashion.

The Workbook is filled with hands-on exercises with “things to do” instead of simply regurgitating lists of things that you should do. Each chapter begins with an overview, followed by a brief discussion of key concepts. Within each discussion are numerous tasks that students in a typical campaigns class can undertake to work together as a team. The authors also provide plentiful tips for refining your existing skills (for example, Chapter 8 lists six tips for great creative executions in a campaign).

Review from the Journal of Advertising Education: 
Advertising Campaigns Workbook is a fantastic resource for campaigns classes as well as other classes that may need to understand the entire campaign process from start to finish. It is a well-written, compact resource that will serve students well as they embark on any advertising campaign.”                                                                                                         Journal of Advertising Education, Vol. 22.1

Praise for the book:

“The authors provide an excellent framework for any campaigns course, but especially those participating in the National Student Advertising Competition. Students need a guide to keep them on track during fast-paced campaigns courses and this book is it, and more! The content is timely and relevant with dynamic examples for students to build upon in their own campaigns. I will definitely be using this book next time I teach the NSAC course.                                                                                                             Laura F. Bright, Texas Christian University


Table of Contents:


Working in Teams

What is an Ad Campaign?

Working with Clients

Information Gathering

Situation Analysis and SWOT

Primary Research

Creative Brief

Creative Execution and Tactics

Media Strategy and Tactics

The Pitch

The NSAC competition

Appendix A: Frequently Asked Questions

Appendix B: Sample Reports

Appendix C: Know the 4Ps

Advertising Campaign Planning
Developing an Advertising-Based Marketing Plan

Fifth Edition

Jim Avery and Debbie Yount 
352 pages, Paperback: $49.95
PB ISBN: 978-0-9786638-3-4

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This book offers a fresh “how to” approach for developing fully integrated advertising campaigns. The simple step-by-step practical application gives the reader the entire toolbox needed to make a winning campaign and eliminates obstacles and roadblocks that can get in the way of creating great work.


Advertising Campaign Planning is written by advertising agency leaders who became academics after many years in the industry.  Their experience gives them the added advantage of not just teaching theories and concepts but bringing the advertising campaign creative process to life in practice.  Follow the steps outlined in the book and your team will produce a winning advertising campaign every time.

Praise for the book:
Advertising Campaign Planning provided me with a clear roadmap and real-world applications that have helped guide me through a variety of experiences as a student and in the real world as an account planner.”                                   Nick Howard, CP+B/Los Angeles


“The book is thorough and precise on how to create and plan a successful campaign. The added social media information really gives it an update and knowledge to integrate social media into your campaign.”                                                          Caitlyn Kayser, Grey/New York

Table of Contents:
1. Situation Analysis
2. Research
3. Problems and Opportunities
4. Marketing Objective
5. Budget
6. Marketing Strategy
7. Advertising Creative
8. Advertising Media
9. Social Media Marketing
10. Marketing Touchpoints
11. Evaluation (Research)
12. Test Marketing
13. The Presentation
Glossary of Interactive Advertising Terms | Index

The Algorithms of Strategy

An Account Planner’s Toolbox

Jim Avery 

256 pages, Paperback: $49.95 | eBook: $36.95

PB ISBN: 978-0-9786638-5-8

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The Algorithms of Strategy answers big questions like: How does advertising work? How do people make purchase decisions? How do you differentiate your brand proposition? How do you find a consumer insight?

The book contains a detailed overview of key tools and principles of classic account planning, presented in a structured, easy to follow, often entertaining way. It explains, simplifies, discusses alternative approaches and illustrates with examples gathered from the author’s experience in industry and academia, as well as from his talks with planners from around the world.

Just like Jim Avery’s classic Advertising Campaign Planning has become the go-to textbook for Campaigns classes, The Algorithms of Strategy will become the standard for Advertising Strategy and Account Planning courses.

Praise for the book:

“Essential reading for budding strategists. Strategy is about building rules that drive outcomes in decisions, and Algorithms is a solid blueprint that is rich with details on cultivating insights and strategy.  There is a lot to ponder and I expect most will walk away appreciating the fresh approaches discussed in this book.”                                                                              Bibi Persaud, Director, Experience Planning, MKTG/New York

Advertising Strategy
A 360 Degree Brand Approach
Larry D. Kelley and Kim Bartel Sheehan
248 pages, Paperback: $59.95 | eBook: $47.95
PB ISBN: 978-099730845-7

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Advertising Strategy: A 360 Degree Brand Approach provides a comprehensive approach to all the factors in crafting a successful advertising strategy. Filled with current brand examples, the entire book is devoted to strategy, with an emphasis on “how to do it” as opposed to “what it is.”   


The organization of Advertising Strategy works from the inside out to connect all strategic decisions. The brand is at the center. Marketing decisions are the first layer of strategic decisions. Consumer insight forms the next layer, the central idea the next, and then the message and media strategies form the final layer. The overall result is a comprehensive guide to building successful strategy.


The book’s easy-to-read style and logical format make it ideal for course adoption, and students as well as professionals will benefit from the variety of real-world examples. 

Praise for the book:

Advertising Strategy has become an invaluable addition to my senior IMC seminar. I use it for the capstone client project to help teams bridge the gap between thinking and doing as they learn not just what to do but also why they do it. The figures and illustrations are also a great guide for students to summarize decisions and visualize them for their project books!” 

                                                                                            —Padmini Patwardhan,Professor & IMC Program Coordinator, Winthrop University

Suits plus Creatives

A Guide to Communicating and Collaborating Across the Advertising Agency Divide

Joseph B. Radding

240 pages, Paperback: $49.95 | eBook: $39.95

PB ISBN: 978-0-99730846-4

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Suits plus Creatives is intended for educators, students and professionals active in the teaching, study, or practice of any aspect of the marketing, marketing communications, and advertising professions.


The descriptions of processes and problems, the solutions presented, and the exercises for building understanding and skills are all intended to result in improved collaboration across agency disciplines, with the result of more well-prepared  students,  more effective marketing and advertising, and more satisfied clients and employees.


This book can be adopted for use in courses in both account and creative disciplines, with the intention of preparing students for effective professional collaboration. Relevant courses include Account Management, Marketing, Advertising, and Business Communication, as well as Graphic Design, Art Direction, Copywriting, Media Strategy, Creative and Content Strategy.

Praise for the book: 

“Radding’s new book serves as a sort of lingua franca for anyone interested in the vagaries and complexities of the advertising business, with a focus on finding the path to clear communication. The content will challenge your curiosity and the beautiful design will inspire your creativity. This book is a ‘must have’ for students and professionals alike.”                                    —Kim Bartel Sheehan, Ph.D., University of Oregon

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Glossary | Additional Reading