30
May

THE PERPLEXING WORLD OF THE TENDER

I found myself ruminating on the dark art of pitching and tenders today, particularly as the latter is becoming the norm. In a pitch you have three things to focus on: story, content and chemistry. That’s not to say it’s an easy thing to master but a clear narrative and a solid idea presented by likeable people is a pretty good foundation to land (or keep) an account. If you win you get all the gushing reasons why. Lose and you’ll be informed by phone or email that you were a close second – they don’t want to hurt your feelings. Dig a little deeper and you may uncover the reasons for your failure. And you need to learn from those reasons because sometimes you can trick yourself into believing the decision has nothing to do with you.