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How to win more pitches
26 Jul 2013
For some years the marketing industry has witnessed a variable standard of pitching. Although the overall quality of pitch processes within direct marketing has been high, there are still many opportunities to raise standards for the benefit of both agencies and clients.
This new Win More Pitches guide has been prepared following the Pitch Process Insight Survey. A parallel ‘How to find the right Direct Marketing Agency’ guide has been published for clients.
This guide is relevant to media, creative and full service agencies alike. Some of the insights may appear fairly obvious, but they are included here because many agencies need to guard against the outcome that is all too often highlighted by clients, ‘they won on inspiration, but lost on administration’.
Used in conjunction with the other DMA pitch advice documents detailed at the end of these recommendations, agencies should now be able to plan their pitch strategies more effectively and make more winning pitches.
How to win more pitches covers:
How to get on a pitch list
Pitching as the incumbent
Pitching if not the incumbent
Completing a request for information (RFI)
Successful chemistry meetings
Better pitch preparation
The presentation
Managing procurement and e-auctions
The appointment
And finally…avoiding a review
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