What Wins the Pitch

After almost two decades of managing reviews and assisting agencies with new business pitches, I constantly receive a handful of the same questions consistently. One of those questions in some form or another is: What wins the pitch?

Here is a direct quote from a recent client that AAR Partners’ worked with on their agency search.

“It was a very difficult decision and it simply came down to ‘chemistry’ in the end. However, the winning agency had something extra – each presenter didn’t just present their part, each person in the room interacted with each other and with what our group said during the discussion. We wrote notes on boards and explored discussion topics deeper.”

So what does this mean? Dressing the room is engaging. Inspirational interactive discussion is infectious. And the agency’s internal chemistry is inviting.

Pitch with Passion, Lisa

Lisa Colantuono

Lisa Colantuono is the President of AAR Partners. An agency search consultant for nearly two decades, Lisa is also an avid writer. Lisa has contributed many articles in top industry trades such as Forbes, Huffington Post, Advertising Age, Adweek and HubSpot Blogs’ Agency Post. Recently, Lisa entered the world of publishing with her book, @AARLisa: New Biz in 140 characters (or Less), written for the on-the-go new business exec that needs cut-to-the-chase insights to nail new business wins again and again. Lisa is also part of the industry speaking circuit, presenting at national conferences including 4A’s Transformation Conference, AAF Admerica National Conference, BOLO, HOW Design Live, Mirren, and AdAge Small Agency Conference.