New Business. The good, the bad, the ugly.

Search Consultants and UN-paid pitches need to go. Debate this.

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Search consultants, yes. Unpaid pitches? My response is why are you pitching in the first place? If you're pitching it often means you've already lost. You've lost your authority and pricing power. The client is calling the shots and that has made the relationship one sided from the beginning. On that front, my thoughts are that agencies need to customize each pitch. It should be that the agency is pitching them. Their experience. Knowledge. Team. It has always boggled me why agencies would do spec pitches for free....thats not good business. What do you think?

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Case in point. Reaching a final round of a pitch for an AOR relationship - 3M fee est. and it being a full-on creative assignment. Over 100k already invested in several rounds of RFI-Chem checks etc. We won in the end in that case, but was there room to bow out or push at that point ? Noted too that the creative assignment did not end up being a purchased campaign once the business was awarded. ( side note that The Many is doing their layoffs now largely because they lost that pitch at the last stage of that pitch — in my best guess likely due to time, effort and costs associated )

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What I think you meant was “agencies need to stop giving away free thinking”.

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Nothing to debate - that’s a pipe dream. You can say no though!

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The 4A’s requires pitch fees. Be wary of prospects who don’t pay, they are likely fishing with a very big bet. Pitch consultants can actually be your best friend if you play it right and build a very senior rapport, ask the right questions, be very proactive.

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