Top tips no 6: How to win a pitch

What experience makes a client choose you? I asked a number of clients about how the agencies looking to work with them approach relationship building. If you’ve ever asked yourself, ‘How can I win work?’ the answer could be in the areas below. Demystify: The general view here was that design was complex enough. It

Eat questions for breakfast

When you think about questions during a pitch or presentation, how do you feel? Do you secretly hope there won’t be any? Are you disappointed when there aren’t any? Do you dread them? Or do you love them? People often express concern about questions from their audience in pitches or presentations. At the same time,

How to lose a pitch

How do you persuade a client to reject you as their agency? Is it difficult and how good are you at it? I spoke with a number of clients about what they look for and what turns them off. If you’ve ever wondered how to lose a pitch, the answers could be below. Mystification: Agencies

Top tips No 3: Pitching

Top tips no 3: Pitching The pitch is when the relationship between agency and client starts to get serious. Ideally, you’ll have been building up to this moment over time, nurturing the relationship with conversations and contact. But the pitch takes things up to a new level. Other parties become interested and involved, perhaps people

Ten flawed assumptions about pitching

Assumptions are like gravity. They keep you grounded. However, if you’re trying to take off, they’re not so useful. When you pitch you carry a host of assumptions that can get in your way. Take a look at these 10 and see if you hold any of them. If you want to change how you