Focus and strong relationships keep pitch costs down, say agencies

Maintaining core business focus, being selective and building strong client relationships can help agencies bring down pitching costs internally, according to the C&IT pitching survey.

Respondents cited ‘man power’ as the single biggest cost in the pitching process, which they said can be significantly reduced by ‘streamlining internal processes’ and not attempting to ‘recreate the wheel’.

While many pitch expenses, such as lead times and competition, are dependent on the client, there are ways for agencies to reduce costs internally.

Paul Stoddart, director of meetings and events at Capita Travel & Events, said the key is to ensure your business stays focussed on what it’s good at. "It’s really exciting to be asked to pitch. But you need a really robust internal process to know when to turn it down.

"You need to ask yourself if this is really your core business. When it comes to pitching, you’ll have a much better chance if you make the right choices."

Meanwhile, Charlie Hepburn, managing director of Vivid Event Group, said that pitching without a relationship is a waste of an agency’s money.

"We haven’t pitched in the traditional sense for around three years," he explained. "It all comes back to research and understanding what the client wants and where they’re going. That way when you pitch, it’s more like a partnership: How can we do this together? It’s much easier to buy Christmas presents for people you know than those you don’t. The same goes for pitching."

He added that the group has specific teams in place and a wide pool of freelancers to call upon for specialist knowledge. "We don’t have a warehouse, or own any equipment. Instead we find the right people for the right event at the right time. Thorough research and relationships can stack the deck heavily in your favour."  

More:

87% of agencies have declined pitches in past year

Agencies share top-five pitching challenges

Average pitch is costing agencies £10,000

• For more breaking news, as well as in-depth features and case studies, sign up to C&IT Magazine's daily Newstracker here

Have you registered with us yet?

Register now to enjoy more articles
and free email bulletins.

Register now
Already registered?
Sign in
London venues hosted 37% more events in 2018

London venues hosted 37% more events in 2018

Year-on-year increase from Unique Venues of London shows strong demand for events in the capital.

Why you should design human-centric experiences

Why you should design human-centric experiences

At EMEC19 in The Hague, Kim Myhre of MCI Experience gave an insightful talk on design-thinking in events.

New event producer for HGA

New event producer for HGA

Becky Jones-Williams has previously worked at Event Concept and will work for clients in a range of sectors.

Stagestruck adds event producer to team

Stagestruck adds event producer to team

Sarah Saward is joining the business as a group account director, with responsibility for a portfolio of blue-chip clients.

Incentive review: Club Med Plantation d'Albion

Incentive review: Club Med Plantation d'Albion

With dinner and champagne on a paradise beach, the white sands and the turquoise coral sea ocean of Mauritius are hard to beat.

Premier Events acquires Collective Minds

Premier Events acquires Collective Minds

Acquisition of Leicester-based events agency is part of growth plan to reach £5m turnover and 50 staff.

3 reasons to run wellness incentives

3 reasons to run wellness incentives

Endellion King, incentives account director at Top Banana, makes the business case for incorporating wellness into incentives.

'Procurement and events teams work best when they swap notes'

'Procurement and events teams work best when they swap notes'

Global procurement director of Knect365 Hetal Dassani talks to C&IT about how planners can build bridges for better buying.

ILEA members reveal 'shock' over Fyre Festival failings

ILEA members reveal 'shock' over Fyre Festival failings

Members of the International Live Events Association (ILEA) give their verdict on the event planning disaster of 2017, the Fyre Festival.

Case study: MAN's Apprentice of the Year Awards

Case study: MAN's Apprentice of the Year Awards

Venues and Events International organised an awards ceremony at Liverpool Football Club.

LATEST JOBS