20% - The Marketing Procurement Podcast
Just Say No w/ Niki McMorrough
Aug 23, 2023
Niki McMorrough, with experience on both sides of the client-agency relationship, shares the flaws of the traditional pitching process and the power of saying no. She discusses the importance of maintaining a balanced power dynamic, the impact of saying no within an agency, and the benefits of evaluating portfolios and having conversations to determine the right fit.
44:25
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Quick takeaways
- Traditional agency pitching is a wasteful and inefficient process that incurs significant costs and time commitments.
- Agencies need to embrace the power of saying 'no' to unnecessary pitches to protect their resources, time, and profitability.
Deep dives
The Costly and Inefficient Nature of Traditional Agency Pitching
Traditional agency pitching is a wasteful and inefficient process that incurs significant costs and time commitments. The average agency spends around £43,500 on a single pitch, while the overall cost for running pitches amounts to about $12.5 billion annually. Additionally, a third of all pitches are eventually cancelled. The power dynamics in a pitch process are skewed, with clients expecting agencies to work speculatively and often failing to appreciate the true cost and effort involved. However, there is a need for a cultural shift to break free from this harmful practice.
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