Why you lost the pitch: What prospects are not telling you about your new business pitch

You did your homework, created a deck and rehearsed the pitch time and time again only to get the dreaded… “You came in second place” phone call.  As we all know, by some mystery of math…everyone came in second place.

When it comes down to it, the prospect has two goals for that phone call.  First, to get you off the phone as quickly as possible.  Second, to make you feel good about your agency so that if they call again you will agree to pitch.

It is not the prospect’s job to tell you what you did wrong in the pitch.  It is your job to figure it out which can be a tremendous challenge.  While every pitch is different, there are some relatively consistent reasons that agencies lose.

On November 27, join Mark Schnurman as he reveals his Top Ten List of pitch mistakes agencies make and how to avoid them. Mark has compiled this list based on working with scores of agencies on countless pitches with great success.

Key takeaways:

  • Understanding what clients are looking for in an agency
  • Tightening up your message
  • Understanding what to say and what not to say about your agency
  • Overcoming multi-agency or holding company pitch challenges
  • Getting better and honest feedback from the prospect after a pitch
  • Understanding the difference between losing and not winning
  • Learning what to measure in new business and why
  • Overcoming low payoff pitch activities.

Who should attend:

Anyone involved in the pitch process and who works on new business development.

About Mark Schnurman:

Mark Schnurman is President of Filament Inc., and has spent the last 18 years working with agencies throughout the world helping them better articulate and implement their ideas to their clients and prospects.  Mark has successfully worked with agencies on countless new business pitches ranging from small, regional pitches all the way to large, multi-national, multi-agency pitches.

Because Filament Inc. only works in the advertising industry, Mark has a keen understanding of the challenges that face agencies in winning new business pitches. His agency client list includes  Leo Burnett, Barkley, Saatchi & Saatchi, Abelson Taylor and MRM just to name a few.