WHAT DO A SUCCESSFUL PRIME MINISTER AND GREAT PITCH LEADER SHARE IN COMMON?
HOW TO SUCCEED AT THE ‘MOST DANGEROUS JOB AT AN AGENCY’
WHAT’S ON YOUR MIND? INSIGHTS FROM OUR NEW BUSINESS SURVEY
WHY AGENCIES NEED TO PITCH LIKE PIGS
SIR ALEX FERGUSON - A MASTERCLASS IN LEADERSHIP
KEEPING IT REAL - LET'S NOT FORGET IN-PERSON MARKETING
THE TOOLS OF PERSUASION - Part One
How to Create Pitch-Winning Stories
'Fair Witness' - An Essential New Business Skill: How it Improves our Business Decisions & Professional Relationships
HOW TO GET PROCUREMENT FRIENDLY
NEW BUSINESS COMES DOWN FROM THE TREES
HOW TO CREATE A WINNING NEW BUSINESS PLAN - PART TWO
Perfecting Pitch Skills
HOW TO BE A SUCCESSFUL PRESENTER - USE MORE C WORDS
Improving The Odds
Any Room in the Cheap Seats?
Win the Chemistry
ALL OUR EVENTS FOR 2014
BATTING ORDER IN PITCHES - DOES IT MATTER?
HOW TO POSITION YOUR AGENCY TO ATTRACT NEW BUSINESS PROSPECTS
CREDIT FOR YOUR CREDENTIALS
Walking the Right Side of Stalking?
Is Marketing the New Black?
Referrals as a Prospecting Strategy
How to be great at presentations
Data is the New Oil? No...Data is the New Soil!
Not A Work Of Art
Happy St Lubbock's Day?
3 ways agencies can succeed in social
Pitch Like Pigs
Two Ears One Mouth Selling
Post Pitch Feedback
Some do it, some don’t, but every Agency should.
It can be sensitive to manage and communicate, it can be painful, but post pitch feedback is the medicine that can help an Agency heal following the emotional pain of discovering that you have lost a pitch. In short, it can make you better.
And isn’t that what we all want, to improve our performance both as individuals and as a team? After all, pitching presents us with a unique opportunity to showcase just what we’ve got – our thinking, our powers of persuasion, our creativity, our ability to connect at a deep emotional and intellectual level with the client. Pitching allows us to grow professionally, and demonstrate that we can win. Win a lot - and certainly far more often than we lose. If we don’t have the driving ambition to win, well maybe we’re in the wrong job.
Pitching devours resource, time and money, so when we lose, we need to recoup some of that loss if not in financial terms, in some other less immediately tangible way. That way has to be by applying the lessons we’ve learnt from our losing experience when we next enter the fray. This is why post pitch feedback is such a valuable and vital tool, although many agencies have no formal protocol in place for gathering feedback and insights from the client.
If the aim is to pitch and learn, a virtuous circle of improvement, you need to embed feedback into your pitch process. The more insights you glean, the easier it will be to identify themes and causes.
A few top line tips on how to go about it:
- Commit to doing it every time whether you win or lose. Ok, it’s easier when you’re dizzy with success, and there is much to learn from a winning performance. But when we land painfully in the aftermath of failure, I suspect we may learn rather more.
- Create a consistent approach.
- Secure feedback on the entire pitch experience
- Write up the debrief and communicate the findings to the team. Most importantly, learn from it and act on it.
For a detailed discussion on how to approach and execute post pitch feedback, watch our webcast on 1st July at 1pm. Featuring Camilla Honey and Janine Abrahams, we’re delighted that Dominic Mills will be hosting the event.