Ever wonder if all your follow-up emails after a final pitch are helpful to tipping the win in your direction?

• AAR Partners managed a review for an insurance company a number of years ago where a thank you note that was mailed to the client team was the deciding factor for that agency to win the pitch.
• AAR managed a financial review where one of the finalists sent three follow-up emails over the course of a few weeks that highlighted information about the agency which was relevant to the client’s business and of course, to show their continued interest.  Did it make a difference?  The client said it absolutely did not make an impact on the decision but she said, “Maybe it subconsciously stuck that the agency was truly interested which is part of the final selection…”
• AAR Partners managed a tourism review where the client clearly instructed to please allow them a few days to review all materials and make a final decision.  One agency decided to send additional materials to continue the pitch the following day after their final presentation.  They lost the business.  Why?  They didn’t listen to the request.

What’s the point?

Relationship building and authentic interest will absolutely make some kind of an impact in the final agency selection.  But know when to say when and give the client the courtesy to make the best decision for their team and brand.