Learning to Pitch as the Underdog

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The agency was routinely regarded as one of the best places to work in its New England market. It had attracted excellent talent and had a great brand as a mid-sized independent shop. The agency had been invited to pitch several high profile accounts in recent months, many of which put it in direct competition with larger shops with bigger brands. Results had been disappointing.

The solution was simple. We ran a two-day workshop to download best practices and get agency leaders to think differently about how they plan and deliver new business pitches, from receiving the RFP, through the credentials/chemistry meeting, through the finals. Discussions were robust and occasionally contentious.


The result was a string of new business wins in the year since our training.

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