When it comes to pitching new business, many agencies (large and small) employ the approach, "our agency is better (more qualified) than your agency" as the prevailing means to win a prospect's account. Over the next few posts, I'll cover why employing a more client service-centric mindset to pitching new business will glean better results. And more importantly, how to do so.
By the time you get to the final presentation, you may be one of three agencies vying to win the business. At this stage of the game, assume ALL the agencies are qualified - that's why you're in the finals. The central question isn't really about choosing who's better, it's about choosing which agency will be better to work with. By being attuned to the dynamics of the relationship versus just your qualifications and ideas, you will improve your new business batting average.
In this economy, fewer opportunities to pitch means you have to win more often. I look forward to our conversation about doing just that!