Why Agencies Lose Pitches – What Prospects Are Not Telling You About Your Presentation

You did your homework, created a beautiful deck, rehearsed and executed a seemingly great pitch only to get the dreaded “You came in second place” phone call along with some generic feedback.  As we all know, by some mystery of math…everyone came in second place.

That generic feedback is dangerous because it is designed to get you off the phone, not give you any usable insights into your presentation or the pitch process.  It is not the prospects job to tell you what you did wrong in the pitch.  It is your job to figure that out which can be a tremendous challenge.  While every pitch is different, there are some relatively consistent reasons that agencies lose pitches.  Based on working with scores of agencies on countless pitches, Mark has assembled a collection of the most common pitch mistakes and how to avoid them.

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 feedback from 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.

About Mark Schnurman:

Mark Schnurman is President of Filament Inc., and has spent the years working with agencies throughout the world helping them better articulate their ideas to their clients and prospects.  Mark has worked with agencies countless new business pitches 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.

Mark’s clients include Havas, Barkley, Leo Burnett, Saatchi & Saatchi, Abelson Taylor and McCann Worldgroup just to name a few.