Reset Password| Help|

4A’s Business Development Blog

  • View All Posts |
  • Print |
  • Share|
  • Subscribe

 ‭(Hidden)‬ Admin Links

Mr. Mark Schnurman

Is There a Light at the End of the New Business Tunnel?

I am not sure what everyone else is experiencing, but we are seeing a significant increase in pitch activity compared to the first and second quarter.
Granted, some of this is a function of clients inviting more agencies to pitch. If there were three agencies in the final in a few years ago, now it is not uncommon to have four or five agencies (or even more) in the finals now. Whether it is more agencies pitching or more pitches, it is still nice to see an increase in activity.
What is everyone else experiencing? Is the second-half shaping up to be better or worse than the first-half of '09?

View All Posts


strategic brand director

Yes, I agree. We've had several pitches back to back for weeks now. However, I find that the client is casting a wider net as they seek answers to move forward. Up to now, I've NOT seen a lot of VISION or LEADERSHIP. Most clients want to change, but are still not sure what that means... In order to close a deal - I strongly believe that we need to go back to the days (and dare I say this...) - of the gentleman's agreement -the hand-shake, and not complicated proposals such as we've had over the last 15 years. Straight talk, trust and solutions is what is needed right now. Fees are all over the map. What to charge? Clients seem to want the world but will not commit to a budget. What to do? Work step by step. Offer a small fee that covers your expenses while you build a relationship slowly with the client and show them what you can do. It up to all of us to get the economy moving again. Even if that means working for less. Trust and relationships will give you an edge and you'll be on the winning side once this "downtime" goes on the re-bound.
Posted by Shelagh D'Arcy-Hinds (Thursday, November 05, 2009 1:11 PM)


Agree with Shelaigh. There has been a definite increase in activity. But, as mentioned previously in comments and the original post, there are a lot more people in the mix. We've seen everything from 3 agencies to 7 and even 10 in a competitive review. The RFIs also resemble War & Peace more than an appropriate mix of questions to get a sense of who is truly qualified. Marketers are searching for that next big idea and, in my opinion, casting a Lyndon Johnson "I'll know it when I see it" approach to selections vs. a more focused and discreet effort.
Posted by Mike Myers (Monday, November 09, 2009 11:29 AM)

Major difference in second half. More interest and enthusiasm.
Posted by (Monday, November 09, 2009 11:47 AM)

4Q better

Certainly seeing more activity, but everything is on a tighter timeline, as well as having more agencies in the mix. And it's not just the pitches that have shorter turn around times, it's the actual work. However, I agree with Shelagh, we just need to work in increments so that costs get covered, the work gets started, and we build the relationship. Waiting until a full scope of work is defined, and everything is signed, sealed and delivered doesn't help. We are definitely taking on smaller projects in order to get our foot in the door
Posted by Kathy Magnuson (Monday, November 09, 2009 1:30 PM)

Please leave a comment

Comments are moderated and will appear shortly after submission.


Body *

Full Name *

Web Site URL

Type the Web address: (Click here to test)  

Type the description: 

Image Verification
Refresh page.  
Please enter the text from the image

[ Get New Image ]
My Notebook

My Notebook

4A's Agency Communications Summit 2016
June 8 | Conference
Come meet the most important journalists covering the advertising, marketing and media industries today.
> Learn More

View All Events

Untitled 1
Login error. Please try again.
Sign In