What is the most exciting thing about pitching?

    Seeing colleagues experience the pitch process for the first time, flourish in it and pleasantly surprise themselves. Every pitch is an opportunity to Know More than yesterday, no matter what your role, level or experience.

     

    What piece of advice would you give clients who are putting their business up to pitch?

    The response from your agencies will only be as good (if not better…) as the brief given to them.   Being honest and open at the briefing stage is integral to finding the right agency to suit your needs.

     

    Tell us about your best / worst pitch moment.

      My worst pitch moment was getting stuck in a lift for 20 minutes with clients on the way to the pitch room, with the agency pitch team waiting to present.

      My best pitch moment was going on to win that pitch anyway.

       

      What single thing do you think is most important for clients to realise when pitching?

        Pitching costs agencies. Having a concise timetable (and sticking to it) and including contract negotiations within the timings assuages long processes and this, in turn, keeps costs down.

         

        What one thing would you like to change about pitching today?

          Make at least one face-to-face meeting mid-pitch mandatory.

          All too often a brief lands with a pitch date and communication between client and agency as good as ceases.  I believe that ongoing communication during pitches improves the experience for everyone.

           

          Please submit any ideas or experience with alternative pitch processes.

            Something I’d like to try out is very different to the typical process as we know it – complete the pitch process in a day.

            Starting with a shortlist of agencies and going in to each of their offices for a full day, being provided with unrestricted access to everywhere and everyone. Interview employees at all levels, experience the culture of the agency for yourself and see the brief being worked on live.  It’s a no frills approach, but there is no better way to truly know which agency is best for you than experiencing ‘a day in the life of’ first hand.

             

            Anna-Liisa Goshawk, New Business and Marketing Manager, Rocket, Omnicom Media Group UK

             

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            What is the most exciting thing about pitching? 

            Winning, and great ideas that the client buys and are then delivered!

            What piece of advice would you give clients who are putting their business up to pitch?

            Be honest, be transparent, be fair – treat your agency/supplier as you would expect to be treated yourself! This rarely happens if you ask me and intermediaries are a lot at fault.

            Our best experience of a pitch in this sense was with Hiscox- we just lost but the client was brilliant at explaining the scoring (we won by 0.1% but lost out on ANO area). She and the intermediary took time out to explain everything and the client invited us to their offices to explain further – most unusual!

            Tell us about your best/worst pitch moment.

            The best:

            Hearing we’d retained a piece of business against 12 agencies – we left no stone unturned and despite intense competition and a real feeling we’d lose it at the last we stormed ahead by 50% according to the client’s feedback!

            Being told that a piece of collateral we had created was being put on the Marketing Director’s desk (he wasn’t in the pitch but the brand manager loved out work so much he made the effort to share our work).

            The worst:

            Being told we’d lost a pitch when we’d won on scoring by just 0.1%;

            Hearing after the pitch (which we lost!) that the client wanted to hire us after the chemistry meeting!

            What single thing do you think is most important for clients to realise when pitching?

            Be totally transparent throughout.

            What one thing would you like to change about pitching today?

            The goal posts changing!

            Please submit any ideas or experience with alternative pitch processes.

            ’20 Slides in 20 Minutes’ was a brief a client gave our PR company Weber Shandwick. I loved this because it really makes you work on your selling/persuading and telling the story in the best and most passionate way.

             

            Natalie Yorke

            New Business Director @UMLondon

             

             

             

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