What if agencies opt out of all pitches called by their own clients? This radical approach could benefit both parties, Paul Phillips suggests. Over the past 17 years, I have heard all sides of the debate about how the new-business merry-go-round can be improved, amended or re-engineered. I have been part of numerous working parties […] Read more
There are three key trends in search and selection that I’d like to report on this year, trends which have been noticeably on the increase in the last 12 months: The Request for Information (RFI) has taken on significantly more importance as the first ‘stage’ of a pitch process. A wider spread of different types […] Read more
Pitching for and winning new business is not an exact science. Those of us involved in the new business world know there are no set rules, no silver bullet on which the agency’s name can be engraved. It is perhaps because of this that the way in which agencies approach new business pitching is fascinating […] Read more
