Advertising & MarComms.
Selected Case Study - Pursuit Coaching - Global Advertising Agency - Retail Client
Description. A successful pitch to defend an extremely at-risk client relationship.
Value of overall project. In excess of $75,000,000 USD
Our client. The New York and Los Angeles offices of one of the world’s largest global agencies.
The problem. The account had one foot out the door. The client had frequently and clearly expressed its preference to find a new agency. Efforts to improve relationships had failed to prevent the client from issuing an RFP to several highly qualified agencies. The agency was now facing very long odds of saving the account.
Our services. Live Pursuit Consulting, including facilitation of a Win Room, development of win messages and positioning, structuring, and editing of pitch content, key tactical ideas, preparation of all presenters.
What we are proud of. The Artemis Partnership was able to help a newly-assembled agency team develop a positioning and presentation that completely reframed the agency’s capabilities and solutions. There was more emphasis on the problems and challenges facing the client. And comparable emphasis on telling stories instead of reciting data. We directed the team to consider each decision-maker’s communication style and motivators, ensuring that the pitch would provide each with winning messages. Our pitch tactics were innovative, including venue, visuals, sequence, interactivity and even soundtrack. The team performed at a higher level than the client had seen before.
Executive Creative Director, Retail Division
“It was hard for us to picture a path to success. The client was frustrated and disillusioned, and our new team barely knew one another. What’s more, competitive agencies were pulling out all the stops to wrest the business away. Bob Wiesner helped create a compelling story for our team that surprised our clients while bonding our team around a central mission. He did more than help us win on the day; he helped us define a path for the ongoing conduct of the account.”