Being able to facilitate a successful pitch ipa.co.uk day is a fundamental skill. It is imperative that you manage all elements of the day and really showcase your agency and all it has to offer in the best way possible. Here are some bast practice tips to get you off to a good start.
Brief your reception. Let them know the names of the clients and to make sure reception is tidy. Have names badges ready if required. Set up a welcome screen or boards for when they enter the building (unless the meeting is confidential). Decide who greets the client - and have the person waiting in reception.
Show your best self - Ensure the agency is clean, tidy and looking its best.. Give the agency notice that important guests are visiting, and remind everyone to be their lovely selves. If they are an existing client, make sure previous work is displayed around the agency.
Decide on dress code a couple of days before the pitch. The last thing you want to worry about the night before is what you will wear or to realise that the planned outfit is in the laundry basket. Also, you don’t want your whole team to show up wearing black - unless it’s part of the pitch theatre.
Consider who the clients are, what food they are likely to appreciate and ask for dietary requirements. Think about your agency brand and how that can be reflected in the way you present your food and drink. Always look to impress and to feel like you already understand the clients' needs.
Keep your IT magicians on standby (outside the room) just in case. If you are pitching off-site, confirm what tech they have. Ask IT to help set up and possibly come with you on the day.
Think about the right pitch setting e.g. flowers, lighting. Think about the seating plan. Think about props that will help the presentation: boards, products, display. Allow time to set up the pitch theatre - ideally that would be done the day before the pitch so the final rehearsal can happen in the room.
Send them to bed early the day before. Clients buy teams and people - the people in the room are what you are selling. Brief them on their role, the script and how to handle questions, etc. Once in the room, make sure they speak to everyone in the room (not just the most senior person). Support each other and show that you are a close team.
The pitch is about them, not us. Listen. Observe. Ask questions. They are interested in you, otherwise they would not be there, so show that you are interested in them too. Make them feel part of the team. Refer to the clients by name is a good way to do that.
Even though the clients have left, that is not the end of your pitch. Make sure you follow up with all necessary materials and try to continue the conversation.
Make sure the team have done at least one timed-out dress rehearsal. Everyone knows their points and slides, this allows everyone to enjoy the pitch more. Have one timed rehearsal with the team and one with a senior management member not involved in the pitch – they will help you sense check your flow quickly.
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