AboutPeter Gabany Expertise Strategic planning:
Objective based advertising, Ad creative, Writing, Photography - buying and making, Illustration - buying, Print, Outdoor, Event, Media, Media Planning, Broadcast, How to select an agency, What the client must provide, Pitching a client / being pitched
Experience Over 25 years in the business - 22 years operating an agency. Creative direction and agency management.
I am new in advertising, working by myself and doing my first pitch to my first client next week.
I am doing it at their offices, making the presentation to 3 people.
I have read some literature on how to do a pitch, and I believe I have the content under control in terms of slides on powerpoint.
However, I'm not sure about how to convey the information.
I have a laptop with the powerpoint presentation, but I'm not sure that will be a big enough screen.
Could you please suggest alternative methods of delivering the pitch?
Thank you
Answer In a small group of three you want to make certain that you have bound copies of the presentation that you can leave behind. (By bound - a staple will work, but Wire-O would be better). You could beg, borrow or steal a projector - that is suitable and sometimes clients have them. If there are not a lot of slides you could pay to have them printed out (but this can become a problem due to flipping pages.
I would first ask the client if they have a projector and if your laptop is a Mac then make sure you have the suitable plug. Test the setup (really simple but still practice). If you borrow or rent - practice and do call the client to determine if they have a screen or clear wall.
I assume that your laptop is about 15". Fine for 1 on 1 or even 2 on 1 but more is a problem. Projector rentals are inexpensive. Also, do NOT leave the presentation behind if the deal is not cement - you don't want them to pilfer the information and more important you don't want them to share it with your competition to give them a leg up or criticize your work. So why print it for them? good question. It is a bargaining chip. You have put a lot of hard work into the pitch. It is worth something. Something that you should be able to determine in the meeting if you are striking any cord with. If so and they are sitting on the fence - i.e.: Well we'll see, we'll have to get back to you etc, then place the proposals back in your bag and be prepared to walk out.
If they are at all interested they will say can you leave a copy of the presentation with us - this is where you need guts - gauge the room - only leave it with them if you believe that it is a sure thing. That there is no one else to consider and your presentation rocked the house.
On the other hand if they are cagey, just simply say, well you said that you will think the ideas that I have presented over. Once you do that then I would be pleased to meet with you again. If we have an understanding then I would be pleased to share all of our information.
I hope that this works for you. The dance, as it were, takes some finesse. Don't deliver the whole package all at once and only hint at the big picture. Please remember, it is about them and what you can do for them and very little about you. All they want to know is that you are a trustworthy place to shop.
