OGILVY & MATHER by Kenneth Roman

“[At Ogilvy & Mather], not every client had to be a moneymaker.

[David Ogilvy] took on the $60,000 Steuben Glass account, knowing it would lose money, offering five reasons:

It was a leader in its industry, it would do no harm for the agency to build ‘a portfolio of thoroughbreds,’ the advertising would be read by heads of corporations who bought Steuben products for their own personal use, Steuben was a subsidiary of Corning Glass (a target), and ‘the Steuben office is only one block away from ours.’ ”

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OGILVY & MATHER by Kenneth Roman

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