You got your foot in the door. The VP of Marketing at a Fortune 500 company liked your proposal and has invited you in to pitch.
The pressure is on. Winning this contract could be a game-changer. The question is, how do you convince Mr. Fortune 500 that your agency is his best option, especially when he’s used to working with partners who have a more extensive track record?
Recently, George Sanchez decided to find the answer to this question. Over a few months, Sanchez interviewed eight former CMOs from Fortune 500 brands. It was an exercise in primary research that Sanchez hoped would validate the hypothesis behind his company. Sanchez is the founder of 49co:, a business development engine which represents a collective of specialized independent agencies, so these questions are key to his work: are big brands open to working with smaller firms? If so, what considerations do they make during the procurement process?
What follows are four major recommendations for growing agencies who want to bat in the big leagues, alongside the direct responses CMOs gave on those very topics. After you've reviewed their answers, learn how to seal the deal with a winning proposal.continue reading