Is an agency pitch a fair fight? - #LetsGrow!

Thanks for stopping by. I hope you are well and safely navigating through this chaos. I work with ad agencies who want to reset their business development program for the new realities of post-covid. From full-service business development to positioning strategy, prospecting strategy, list building, marketing automation, workshops, training, and support.

I want to help you win more clients and better clients. Click To Schedule A Call


Monthly Newsletter

Get business development advice, analysis, tips, tricks, and strategy in your inbox. Sign up below.

Newsletters

« Advice from your future client | Main | First impressions are hard to change »

Comments

Jesse Blackburn

The "Sometimes" response leaves a lot of nuance that is untouched. How often is there pre-pitch bias? Who is the decision maker that is forcing the bias and are they present during the pitch? Why did they get other pitches if they already made up their mind? How do they approach pitches that don't have bias versus the "sometimes" that do? What is different in their interest and interaction during those pitches?

John Heenan

Hi, Ruth. Glad you liked the post. That’s a great question and wish I had asked, but I didn’t. I have to believe it is part of the reason but to what extent I’m not sure. I can tell you I’ve sensed it many times when losing a pitch and as hard as I try to get it on the table in a post-mortem, no one would admit it. You’ve probably experienced the same. I have also heard from clients I’ve won that they wanted my agency from the beginning, so I’ve benefited from pre-pitch bias. Shame on me!

Ruth Ayres

I think this is stunning information. Do you think the answer takes into account mandatory 3-bid processes where client decision is made before RFI goes out?

Verify your Comment

Previewing your Comment

This is only a preview. Your comment has not yet been posted.

Working...
Your comment could not be posted. Error type:
Your comment has been posted. Post another comment

The letters and numbers you entered did not match the image. Please try again.

As a final step before posting your comment, enter the letters and numbers you see in the image below. This prevents automated programs from posting comments.

Having trouble reading this image? View an alternate.

Working...

Post a comment

Your Information

(Name and email address are required. Email address will not be displayed with the comment.)