Link:
http://www.clickz.com/experts/brand/emkt_strat/Description: An article that makes some interesting observations in relation to business pitches.
My Thoughts: This article got me thinking about my own reactions to the less than ‘best’ practices surrounding the business of our industry.
To take it one step further, I would say, that almost all ‘pitch’ based business situations that I have seen in the past Seven years, have not resulted in the best possible match of supplier/product and client.
Even though a popular expectation from prospects, the expectation of being pitched ideas before they are paid for is very much a flawed one. (clients large or small)
One approach to protecting your business might be to highly qualifying your studio’s business development and sales efforts/resources vs. revenue history with a particular prospective client. However such an approach tends to result in a seemingly aggressive and uninviting business stance towards new business, resulting negatively on your new business acquisition.
Although yearly I save huge amounts of resources in minimizing my companies involvement in such practices, I certainly pay the price through potential loss of business. (I am never sure if it’s a real loss, as it could be argued that such a business one can do without)
Have you run into any other ideas on how to manage the issue? Feel free to email me (address at side of page) with any ideas or thoughts relating to this topic and I’ll post your comments to this blog…
