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Subject: UKNM: Wasting Time on Tenders (2)
From: Ramona Liberoff
Date: Fri, 12 Jun 1998 17:08:00 +0100

One of the biggest problems for UK Netmarketing/consultancy/design companies is
the time and resource taken up by pitches-and it's particularly galling if the
pitch is an excuse to waste your time and energy without an intention to buy.

But you can do something-and not just the idea of charging pitch fees (although
it would be great if the market accepted the need for them...)

Two questions to ask when receiving a tender:

(a) Does the client already have an existing or strong relationship with one of
your competitors? Does their ad agency have an interactive division? Takes
just a few questions and can give you some sense of a competitive playing field.

(b) Is this work that you're well-positioned to get? Everyone's anxious and
keen on maximising income coming in, but better to focus on the things that you
feel you have the best skills to get or the best likelihood of getting than to
waste resource on expensive research, development, and pitching time.

Rule of thumb-look at the pitches you've been on, and if you've won about 1:3,
you're doing well-to get it to 1:2 you might actually have to turn pitches away,
counterintuitive thought it might seem...

Thanks for the chance to get my tuppence in...

Ramona Liberoff
Executive Consultant
KPMG ICE Consulting
1 Puddle Dock, Blackfriars
London EC4V 3PD
0171 311 3457

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