Is it the sizzle or the steak?

I go through a lot of new business presentations.  Generally they go like this.  We’re called in to present our agency and our thoughts on XYZ client’s business.  They usually say something along the lines of, we don’t want a fancy PowerPoint presentation, just tell us about your agency, your thoughts on our business, and why you’re the best choice.  Translation: show us a fancy PowerPoint presentation and make it visually attractive.  You see, agency selection is, more times than not, similar to teenagers dating.  You say you’re in love with the high school quarterback, but really it’s just because he’s popular and good looking.  In fact, he’s kinda stuck up.   The president of the Chess Club is actually a much better choice, but he’s not flashy, kinda nerdy, and just wants to get straight As.  It isn’t until after you’ve dated the quarterback that you realize that Chessboy was in fact, the better choice.  Now you just hope one of your friends hasn’t already claimed Chessboy before you make this realization.

I know what you’re thinking.  I’m just bitter because we may not win every client pitch and I’m blaming it on our graphics department.  In point of fact, we don’t win every pitch.  But I can tell you that we have a 50 percent “Chessboy” retention rate.  That is, for every 100 client pitches we make, we end up working with 50 of those companies within 18 months after the pitch.  By then the quarterback luster is gone, overpromised and under-delivered.  The client realizes that actual results do tend to matter more than the promises, and they approach us to help them.

Some clients looks past the flash and dash of a well constructed, Oscar-caliber, presentation.  Those that don’t tend to be either first time agency shoppers, or ask for public relations help but really want advertising.  It’s in everyone’s best interest to decide up front if you want the sizzle or the steak.

Rob Amberg is vice president and general manager in our St. Louis office.  He has led social media efforts for numerous clients and loves to come up with creative ideas that work.  When not online he can usually be found on the golf course or playing with his two young kids.

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