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Our proposal win rate went from 1 in 5 to 1 in 2 after we killed the 12 page deck
Back in January our small agency was winning maybe 1 out of every 5 pitches and I could not figure out why. We were losing to shops that were smaller and honestly less qualified. In March I started sending a 3 page one sheet instead of the 12 page deck, just problem, plan, and price. Last quarter we closed 6 of 11, and two clients said the short version was the reason they picked us. I am not sure if this holds for bigger accounts or if we just got lucky. Has anyone else cut their pitch materials way down, and did it backfire on you with larger clients?
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rose_murray1mo ago
Watched a buddy of mine do almost the same thing at his shop last year, only he went the other way at first. He cut his deck down to four pages and it worked great on mid-size clients, then he tried it on a big retail account and got smoked. Turns out their whole team had flown in for the meeting and wanted to see real work, case studies, the whole deal. The short sheet made him look like he had nothing to show. He ended up doing both versions after that, short one for first contact and the full deck only when the room is full of people who need to see proof. So your win rate jump makes total sense to me, just keep the long version in your back pocket for the big fish.
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