Guest blog by Andrew Thomas: Is there a difference between – winning and not losing a pitch?


Yes it’s a rhetorical question. I don’t expect an answer. You may think I don’t deserve one because both options are the same outcome, just expressed differently.

But are they?

I would argue that they are not when it comes to winning new business. Why? Let’s look at a sporting analogy. I know it’s early to be thinking about Wimbledon but consider this. What does Andy Murray have to do to win the championship? Obvious isn’t it – not lose in the first six rounds. So to win, you have to avoid losing first.

And this is equally true when we think about winning new business. It’s a truism to think that winning fixates us all and finding out what that “formula” will guarantee our success. The reality is there is no formula. Every pitch is different and the issue each client faces unique to them. Get close to the prospective client and you may get to understand it – if they reveal it as part of the briefing process – and might resolve it better than any of the other competing agencies.

Notice I used the words “may” and “might”. No guarantees then.

I would argue there is only one way to guarantee winning pitches and that’s by making sure you don’t lose. By that I mean snatching defeat from the jaws of victory or chucking it all away with moments to go. This is very easily done and I keep seeing agencies doing time and again. Great ideas coming from a sound logical argument based on real customer insight. A well-rehearsed presentation delivered impeccably. Then the wheels come off.

Sloppy brand representation, getting the client's name spelt incorrectly – Sara not Sarah, or Steven not Stephen – or referring to the Marketing Director as the Marketing Manager. All can turn a client off in an instant.

The truth is you cannot win a pitch until you make sure you have eliminated everything that could lose it for you. So impeccable attention to detail is critical. Will that mean you will win? Not necessarily but it will mean you get to the final and have the chance of winning. Then it’s up to you and the relationship you can forge with the prospect. How you set about developing better rapport and chemistry with the client team.

But that’s another story for another day…

Andrew Thomas

@thegreenfield


What experiences do you have of being involved in pitches, from either side of the fence, that lost out due to lack of the basics, such as attention to detail? It would be great to hear your stories.





Comments...

Add a comment


Name:   
Comment:   
 

Jobs we know about

Things we know are happening

  • Advanced WordPress

    A two-day course with WordPress co-founder Mike Little, starting Thursday 27th and Friday ...

    27/04/2017 | MadLab, 36-40 Edge Street, Manchester, M4 1HN

    A two-day course with WordPress co-founder Mike Little, starting Thursday 27th and Friday 28th of April. Course starts at 10:00am and finishes at 4:30pm both days.

  • Digital Revolution Conference 2017

    Digital Revolution is Manchester Digital's annual conference, which shines a light on the ...

    05/05/2017 | Manchester City Centre - venue TBC

    Digital Revolution is Manchester Digital's annual conference, which shines a light on the most innovative and interesting of our region's great digital and technology businesses. Digital Revolution is now back for it's ...

  • Google Analytics Training

    With our Google Analytics training, expect to reduce your customer acquisition costs and spend ...

    10/05/2017 | Rise Manchester, 231 Deansgate, Manchester, M3 4EN

    With our Google Analytics training, expect to reduce your customer acquisition costs and spend wisely on your best-performing channels.

  • Build your first website with WordPress

    ?This is a two-day course, starting Thursday 25th to Friday 26th of May. Course starts at ...

    25/05/2017 | MadLab, 36-40 Edge Street, Manchester, M4 1HN

    ?This is a two-day course, starting Thursday 25th to Friday 26th of May. Course starts at 10:00am and finishes at 4:30pm both days.

look at all events Go to our calendarlink

Things we tweet about

  • orchardjobs - 10 hours ago

    Social Media Strategist / Planner in #Manchester, up to £35k. - @Orchard_Mike #agencyjobs https://t.co/iq07O6xTCH

  • orchard_mike - 13 hours ago

    Fancy a byte to eat? How restaurants are pioneering digital customer experience: https://t.co/Gwg8B2c8dn https://t.co/DyDrXquUnF

  • orchard_davido - 13 hours ago

    Fancy a byte to eat? How restaurants are pioneering digital customer experience: https://t.co/cDdhUGIFLV https://t.co/vo9SKpkENl

  • orchard_lucy - 14 hours ago

    With more women studying design, where are all the female creative directors? https://t.co/iNYCbdsk4K https://t.co/DcCPy4Emx8

  • orchardtweets - 14 hours ago

    Fancy a byte to eat? How restaurants are pioneering digital customer experience: https://t.co/BkK6GsnAJA https://t.co/oa5KCCundp

  • orchard_aj - 15 hours ago

    Science, art and creative storytelling collide in sci-fi video game design: https://t.co/vR7vulYtK5 https://t.co/XSZat0Nueq

  • orchard_andy - 15 hours ago

    Fancy a byte to eat? How restaurants are pioneering digital customer experience: https://t.co/w0kSq9lNqu https://t.co/fwmIvqaVUZ

  • orchard_tommy - 6 days ago

    Microsoft is designing an interface for people who have never used computers: https://t.co/8eekI5Lf9f https://t.co/IZahYSwBHu

  • orchard_rich - 7 days ago

    Microsoft is designing an interface for people who have never used computers: https://t.co/niNa5j8IX6 https://t.co/RK3N2HboH3