Ever wonder what’s on those score cards the clients furtively fill out as you’re making your pitch? Do clients really make their decisions based on them? Over the years, we’ve managed to gain access to several of the actual client pitch scorecards, and to talk to client decision-makers about how they’re used. Let’s look...
Dear PitchSmarter: We’re developing spec creative for a new business pitch, and some of the team want to test it with its intended audience. Others aren’t so sure. What do you recommend? Feeling Testy in Trenton Dear Testy: Many agencies insist that exposing creative concepts to audience feedback is a key part of their...
For many presenters, the ‘tactics’ section, where the nuts and bolts of the recommendations live, is the toughest part of a pitch. In this PitchSmarter article, we’ll discuss an approach to presenting tactics that can make it less painful, and maybe even the high point of a great pitch. What’s the trouble with tactics?...
