How to win more pitches | DMA

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How to win more pitches


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

Click here for the how to guide

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