Bob Lord: The Quantum Computing Defector Who Escaped Advertising, Spent 8 Years Learning How Technology Actually Works at IBM, and Then Came Back to Burn Down the FTE Model

Here's a career arc that sounds like a fever dream: He ran Razorfish, sold it to Microsoft, sold it again to Publicis, became president of AOL during Verizon's $4.4 billion acquisition, then completely abandoned advertising to become a senior vice president at IBM where he got "steeped in large language models, neural networks, quantum computing" and learned to track a single product floating somewhere in the South China Sea. Now he's back as President of Horizon Media—one of the largest independent agencies in the country with $10 billion in billings—and he has some thoughts about why everything is broken.

In this wide-ranging conversation, Bob Lord walks us through the career nobody plans, the lessons that shaped how he operates, and why he thinks the entire agency compensation model is a dying relic that's holding the industry hostage.

We get into:

1. The great escape and return: Why would anyone leave advertising at the top of their game, spend nearly a decade at IBM learning about quantum computing and supply chain software, and then voluntarily come back to an industry that had only gotten more chaotic in his absence?
2. The damning comparison: At IBM, Lord could track a single product across global supply chains and tell you exactly when it would dock in San Francisco. Meanwhile, back in advertising? "I still couldn't tell a marketer how their campaign ran in the last week. Something went wrong."
3. The Rube Goldberg problem: More ad tech vendors. More data companies. More martech platforms. More confusion. More complexity. Less clarity. The industry spent a decade building an elaborate machine and forgot what it was supposed to be making.
4. The FTE model must die: Lord is pitching clients on performance-based compensation tied to actual business outcomes—not marketing qualified leads, not downloads, but actual transactions. Cars sold. Internet packages purchased. Widgets moved. "If I can swap out technology and cut the staff by a third—shouldn't that be the model?"
5. The boots story: How a 19-year-old Bob Lord on a GM factory floor learned the hard way that not everyone operates from goodness—a lesson that's guided his trust-but-verify approach for four decades.
6. Growth and comfort don't coexist: The mantra he picked up from IBM's Ginni Rometty that sounds like a LinkedIn platitude but that Lord means literally. He talks about being in the "muddy middle" at Horizon—knowing where he wants to go, not having all the answers, watching everyone's role change in real time.
7. The first P&L: The exhausting, trial-by-fire experience of running a $20 million business in North Carolina with no idea how to hire, fire, or run a sales department—and why he keeps putting himself through these sink-or-swim moments decade after decade.