Pitch perfect: procuring more from media agency reviews

This article discusses the problems advertisers often have in choosing a media agency. Purchasing and procurement departments are frequently given responsibility for managing agency pitches, yet choosing an agency is very different from other forms of procurement, where price of often the key driver.

Pitch perfect: procuring more from media agency reviews

Stephen White and Charles Dawson

Advertisers who invite rival agencies to pitch for their media account sometimes think the experience will be a stimulating change from the daily grind of pushing their brands. Some have even been heard to remark that it might actually be 'quite fun to find out what's out there'.

Ignorance is bliss. Having been through the pitch experience once, the client is unlikely to fall into that fond way of thinking a second time. Done properly, picking a media agency is a gruelling and arduous business...

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