Are you still pitching or are you already selling?

It seems like an extraordinarily bizarre idea. Nevertheless, it is surprising how widespread it still is. Although the episode described was a few years ago, many companies today are still seduced by a conceivably ineffective procedure that leaves them blind from a business perspective.

The framework conditions are often similar. Purchasing or Controlling issues new guidelines for pricing with suppliers, the old and possibly tried and tested agency relationship is to be reviewed to see “whether something better can be found”, or the senior position in Marketing has been filled.

In all these situations, it’s almost a reflex to pitch for all it’s worth. At least three, if not as many agencies as possible, are now invited to set man and mouse in motion to develop and present unique ideas and sample campaigns for real or even fictitious projects. Gladly in one or more elimination rounds.

The best thing about it is that it costs nothing!

After each individual round, each idea will be refined and worked out in more detail. Of course, if possible for free or for symbolic compensation – an amazing process that would be completely out of the question in any other industry.