With all the jobs that people are losing and looking for in this recession, sometimes it seems we overlook opportunities right in front of us. A friend of mine called me recently, worried that his job might be next to go in what seemed to be a never-ending cycle of layoffs. I commiserated with...
Dear PitchSmarter: Every time my agency does a pitch or major presentation, the art department creates a different template for the slides we use. They say it customizes the pitch to the client and keeps it from seeming ‘canned’. I say it causes delays, confusion, costs, and last-minute scrambles—while distracting the team from pitch-winning...
Dear PitchSmarter: A very bright creative guy at my agency comes up with brilliant ideas, but he’s a shambles at presenting work to clients. He looks unkempt, rambles, gets argumentative, etc. so we have to leave him at the agency. His pitch problems not only block his career growth, but put the agency at...
After directing, consulting on, and/or presenting in more than 300 major new business pitches, I see patterns in the successful ones. The pattern described here won’t fit every opportunity—no formula or template ever could—but it’s surprisingly flexible and will accommodate most. Follow this flow, and you’ll start strong, give your clients a clear message...
