A lecture that by Richard Houghton to first year undergraduates at Westminster University studying PR and mass communications. Tips and pointers on how to build and sell compelling new business pitch. www.agencydoctor.biz @rhoughton
2. Who is the guy at the front?
Associate partner, AgencyPeople
Management consultancy: ‘We help agencies grow’
PR Week’s – Agency Doctor
25 year PR consultancy track record:
Founder specialist agency, Carrot Communications
MD – Ketchum London
CEO – Shandwick Public relations
SVP – Fleishman Hillard
Chairman, PRCA
President, International Communications Consultants Organisation
3. Engage in the next 60 minutes and decide for
yourself...
Pitching Art or Science?
4. Three parts of pitching puzzle
1. Brief &
Objectives
2. Insight &
Strategy
3.
Presentation
7. Getting the Full Brief
Objectives
Audience/stakeholders
Messages
Supporting data
Timescales
Budgets
Evaluation criteria
Keep my boss happy
Help my career
Win an award
Bring some fun to my
work life
Help me build my
network
Overt Expectations Covert Expectations
8. What will have happened in the next12 months
for the programme to be a success?
The golden question
9. Working the brief
Get it in writing
Confirm it with the prospect BEFORE preparing your
proposal
Share it with ALL the pitch team
Check it against your programme and presentation:
EVERY step of the way
The prospect will expect you to tick every box!
10. Objectives
Develop measurable PR objectives:
If not measurable how do we demonstrate value and
success?
Can be understood by no PRs in client
Lets you charge more or negotiate a fee bonus
Development:
Specific
Measurable
Achievable
Relevant
Time bound
= SMART
11. Sample objective
Estate agent business objective:
Increase the number of house buyers and sellers signing up with them
Communications objective:
Action – attract more people to estate agent’s web site to see benefits of using
them
Audience – ABC 1, Birmingham and Manchester, £28k+ per annum
Timescale – six months
Measurement – 12% increase
Communicate the benefits of using estate agent member in order to increase
number of visits of ABC1 in Birmingham and Manchester by 12% to
website in next six months
13. Insight
Insights help us cut through noise to reach audiences
Can shift ‘stuck behaviour’
Move understanding of trend, client research or
customer behaviour:
From – ‘What it is’
To – ‘What it means’
Motivating and provocative way of looking at
situation
Wide range of data sources
14. Forms of Insight
Changes in behaviour
Sector trends that fit with or could lead media
agenda
Consumer patterns
Revisit existing research
Why do consumers do what they do?
Blockages to change
15. Using Insights
Output
Aha! moment
Trigger strategy
Basis for brainstorms
Write down – short sharp sentences
Specific not general
Not hard sell
Are emotive - resonate
16. PR Strategies
Build it around the insight
Make sure it runs through the whole presentation;
The ‘red thread’
Make sure it fits with the PR objective
Consider:
Does you PR objective and strategy support a client
business objective?
Is it simple enough to explain quickly and clearly in the
presentation?
Do you believe it will work?
18. Before you present
Match your team to the prospect
Ideally you need to meet the prospect BEFORE pitch
Find out:
Where you are presenting?
How long do you have?
How many you are presenting to?
What the budget is – no budget no pitch
Audio visual and props
If possible:
Pre-test your strategy with prospect
Get to know as much as you about the client’s personal needs
Rehearse, rehearse, rehearse
19. Presentation content
Make sure you have a big opening and close!
Think like a magician
Consider what you want to be remembered for:
There will be a minimum of three agencies pitching
We often look and sound the same!
Make sure every one on your team has a clear role
and speaks
Listen hard to the questions you get asked:
Agree before hand who will answer what