Pitching and the pandemic have placed huge strains on agencies and advertisers alike. Just prior to the start of the pandemic, we became aware of a large number of pitches simply designed to review the incumbent at the end of a contract period. The problem with pitching this way is it is fundamentally flawed, which we explain here in detail
This was recently reinforced with a project we undertook with Julia Vargiu at New Business Methodology for the Mumbrella360 Shorts. Due to be released in the coming week, we undertook a survey of the market for both agencies and advertisers on the ‘ouch factor’ associated with the hidden cost of pitching. The results are telling and show the cost of the pitch for all involved. Look out for the results soon, when we will be providing further insights and interpretation.
But in the meantime, the survey raises the question of how best to manage your incumbent agencies. Do you take them to pitch or not? And if you are just reviewing the agency, do you really need to pitch? Are there more effective and less costly ways to review your incumbents? The answer is YES. Now read on.