What is the most exciting thing about pitching?
Seeing the differing approaches to the same brief from agencies and really testing their understanding of your brand.
What piece is the best advice for clients who are putting their business up to pitch?
As much fun as it is to pitch, you really need to ask yourself if it is essential. It is very expensive and time consuming on both client and agency side and should only be used as a last resort once you have exhausted all avenues with your incumbent.
Tell us about your best / worst pitch moment
We were involved in a pitch where the entire team was transported from our offices to the living room of one of the agency account managers and the pitch was conducted with us on the sofa. They wanted to demonstrate the close working relationship they would foster with us!
What one thing would you like to change about pitching today?
I think we need to have another look at payments for pitching. I believe we would drive better behavior on both sides.
Have you ever been a part of, or managed an ‘Alternative’ Pitch process: http://www.thegoodpitch.com/alternatives
Yes, we have run a number of non competitive pitches for either incumbents or low budget accounts.