I just fielded a Fishbowl poll where two-thirds of you said the 'pencils down' moment for a new biz presentation doesn't happen until less than an hour before the preso. Many said you're making edits while the presentation is being delivered.

Do other b2b industries work like this? This feels absolutely insane and specific to advertising. Is this all about insecurity and lack of discipline? Or is this a wise practice for reasons I can't see?

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Unwise and unnecessary process working under the delusion that the more slides you can cram in the better your chances of a win are. That and too many cooks with too many ideas. Everyone needs to contribute to the chaos to seem involved and seen.

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This ^^ Every. Single. Time.

There’s no time. You work up until the last minute because the timelines stay consistently insane

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This is the answer. I’ve not seen a somewhat reasonable deadline for a pitch in 8 years. In fact, the longest deadline we’ve had for pitches I’ve been on in the last five years is ten days (including weekends). TEN DAYS. But we can’t say no because there’s no money and clients have all the power.

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CDs and ECDs think that unless your making changes right up until the meeting you aren't working hard enough.

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Anywhere you get compressed timelines and competitive bidding against other companies you will find this. Even investment banking.

This. Never changes. Balance of no time & trying to be ambitious. Always chaos.

And when you take the pressure, momentum and collective chaos out of a pitch…and make it sensible…you think it would be better for everyone…but what usually happens is the work stalls, people drift and get sucked into other fires…and you lose focus and a cutting edge to the work

The method is painful, but works.

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We all like to think that. And occasionally your might finish the day before but then some CCO or BD person gets eyes on it and starts asking for more edits. Because they can, and there still time.

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