Why is re-pitching so much harder than pitching?
Sarah Jennings is CEO of Oban International, and she shares an interesting story from a previous agency – where she learned some valuable lessons about pitching when you're the incumbent.
"A few years ago we had a sizeable client served by a dedicated team" remembers Sarah.
"We had a really strong relationship. We used to run quarterly client reviews, with a six-monthly NPS and we scored nines and 10s all the time. We were on great terms with the client. We thought in all honesty we were probably a shoo-in."
It didn't go that way.
This is a story that covers:
# The disadvantage you're at when you re-pitch
# How you can be outmanoeuvred by the other side
"The whole thing was a pickle from start to finish" says Sarah.
Alarm bells started to go off when the competitor pulled some VERY sneaky moves.
In this session we'll explore the problems of re-pitching as an incumbent.
This is a really interesting session to attend if you have a re-pitch looming.