The 5-step pitch process
on 23rd May 2012
I have been told many times by clients that the initial search for a digital agency is a bewildering task. With so many to choose from, all with different specialities, expertise, and ways of working, I can appreciate the problem.
There are two things to consider at the outset: first is the process to follow to identify a likely agency, and second is the criterion to make the selection. The first of a two part article specifically addressing these areas is available for download below. It is intended as a helpful framework and pathway to getting it right and to gaining the maximum amount from the experience. Part two addresses core agency skills and criteria clients might consider using to make their selection.
Here's an abbreviated version of our recommended 5-step pitch process. For the full article about the pitfalls to avoid when choosing a web agency, click here.
1. An initial call
- Find the right person to speak to
- Introduce yourself
- Describe the background to the organisation
- How has the project come about?
- Detail the scope of the project
- Who else is involved from your end?
- Give an approximate budget range
- Describe your intended pitch process (or discuss options for this)
- Ask for a quick overview of what the agency offers
- Exchange details
2. Follow up information (if the call went well)
- Send an outline written brief – a two pager is fine
- Request/set up a meeting
3. Initial meeting / first round screening*
- Meet the agency in an informal way
- Don’t take your whole team, just go on your own or with one other
- Chat through the project
- Find out what’s on offer
- Give them some guidance on a pitch
- Discuss budgets / estimated pricing in more detail
- Confirm which agencies you would like to see pitch (2 to 4)**
- Detail who will be in the pitch from your end
- What are their personalities, responsibilities to the business and expectations
- Are there any important areas to highlight
5. Detail finalisation
- Select a preferred agency (or two if it’s too close to call)
- Give some feedback to all involved***
- Request a scope and cost from one or both
- Meet to finalise if needs be
- Agree and sign the paperwork
For the full article on how to avoid the pitfalls when choosing a web agency, click here to download.