ADVERTORIAL: by Robb High Consulting
The CEO 'has' to be there. The director of strategy, too. The head account person, of course. The creative director and the team that did the work being presented (for ad agencies.) The media director, as well. The digital specialist (to show that the agency is part of the modern world). And finally, the team of people that will work on the account (because the client asked for that).
Pretty soon that adds up to a lot of people . . . and a formula for failure.
An effective new business presentation needs to be executed like a Broadway play. And putting together a good play with so many people in just a few days is nearly impossible.
Plus, with so many 'players' on the stage (and everyone has to have a speaking part or it's really weird), it makes the presentation go far longer than it needs to . . . and takes you over the allotted time.
The best Broadway plays have only 3-4 main characters and so should your new business presentations. Titles aren't relevant. The rule is: only the best actors go on stage. That goes for the team that will 'work on the business,' as well. (Yes, you may have to do a 'switch' later on. And that won't be easy. But, it's a problem you'll only have if you win.)
To find out how to identify and prep the right pitch team. . . plus 83 other strategies for making your agency new business program more effective, attend Robb High's New Business Boot Camp 3.0 <http://enews.robbhighconsult.com/m/eebGdVODJtHc7ryopFObGAo96bAnM6zOSdw3icMGeHgCO5G-EQ> .
The next Boot Camps are scheduled for:
San Francisco / Thursday, October 29
Toronto / Tuesday, November 10
Washington DC / Thursday, November 12
They're for small-to-mid-size firms of all disciplines: advertising, interactive, public relations, promotion, media, research, direct marketing and multicultural. Attendance is limited to a maximum of 12 agencies.
In one full day you'll learn more innovative, practical ways to improve your agency's new business performance than from any other source anywhere. Plus, all attendees get 24/7 individualized consulting for 45 days following the workshop to work on prospecting system implementation, RFP responses, pitch preparation, web site re-vamping, incentive compensation proposals, etc.
Check out RH Boot Camp <http://enews.robbhighconsult.com/m/d04GdVODJtHc7ryopFObGAo96bAn8Vl-G5tgth4dXHdb9B6hIQ> for more details or email Robb, rhigh@robbhighconsult.com, for a list of attendees and get their reviews.