Receiving the news never gets easier. But losing a deal isn’t the end of the road, it’s the beginning of a long-term relationship.
If you want to stay top-of-mind and win the next round, here is your post-pitch playbook:
- Secure the debrief. Find out exactly what missed the mark and what made the winner stand out. That feedback is absolutely gold for your next pitch.
- Congratulate the winner. Drop a note to the winning agency. For massive, high-profile accounts, consider taking out an ad in the trades to toast their success. Class always stands out.
- Play the long game. Keep those prospects on your holiday lists. Share your agency’s big wins, new hires, and major milestones with them.
- Drop value, not spam. Periodically text or email them with highly relevant industry insights or articles. Don’t bug them weekly—just when you have something that genuinely helps their business.
Why bother?
- People move. Clients change jobs and they will remember who treated them with respect.
- Agencies fail. Winning agencies drop the ball or hit capacity. When they do, you want to be the first call the client makes to step in.
- Relationships matter. Business is never just a transaction; it’s a human connection.
Lose with grace. Win the long game.
