There doesn’t seem to be a correlation between the agencies that are bad!! Some of them were larger agencies that were poor, some were smaller – and one was a one-man-band!

They all fell-foul of at least one of the above things – and not one of them was really good in the entire process!

It was almost as if my client has to pick the ‘least-worst’ rather than the best!!

How do they get better? Doing the opposite of the mistakes I mention in this article would be a start! More seriously though as Simon mentions above – getting anyone who has to ‘pitch’ trained in presenting would be a start – and trained in SELLING through presentations I would personally say is essential.

More specifically on the sales side though, the more work they do BEFORE the pitch, the better result they would typically get. This means asking good questions that they’re not used to asking, REALLY understanding the client, their brief and what they’re looking to achieve BEFORE they arrive to pitch!

Then building rapport at the start of the pitch, tailoring their pitch to the client’s requirements, getting feedback throughout the pitch, drawing out any objections and closing would give them a massive advantage over their competition…..

How would you recommend agencies get better at this?
Are certain types of agencies worse that others at pitching?

Rod

How would you recommend agencies get better at this?
Are certain types of agencies worse that others at pitching?

Rod