We’ve been reflecting on the recent and past pitches we have made in 2011 and have captured here 3 points that may or may not be helpful – but hey that’s what opinions are for:

1.  Don’t Pitch
When and if possible simply refuse to do a formal pitch.   Explain to the potential client that because you work in a participative way the brief will almost certainly change as the project progresses.  Error, a creative studio based in Liverpool has done just this as expressed so eloquently on their site.  Provide a prospective client with a few key references to your latest work  – and when applicable create a tailored deck outlining specifically how you work.  If that doesn’t fly or they tell you to bugger off, then maybe it just wasn’t mean to be.

2. Re-imagine the Brief
Answer what the brief is asking but also read between the lines as the client often finds extraordinary ways to not say what they really mean.  Commit to your ideas – because not only will it show that you are willing to take risks but when you do win –  it will be all the better.

3. Ask Questions.  Lots of Them.
On the day, gather as much information as possible before you pitch so you are well informed on the client’s mood as well as any new developments.  A great way to do this is to simply ask before the pitch how the process has been so far, if there have been any changes, or if they have seen anything ‘out there’ lately that they have liked.  It’s amazing as sometimes given the opportunity, the client ends up doing more talking than the agency.

See more on the topic here