• About
• Resources
  • Search By Topic
  • Newsletter
  • Blog
  • Articles
  • The Win Without Pitching Manifesto
• Events
• Consulting
• Online Learning
• Members
• Store

Sign UpContactLog InSearch

Spec Can Be Beaten

I'm always happy to get reports from the field on behalf of firms I've worked with in the past. Usually these notes are about individual successes, but every once in awhile I get reports of broader success across the profession, such as this email...

--

So, I spoke to a client-to-be last week who, over the past two weeks, has spoken to four other firms re: her project. Each gave her the same message: "I'm sorry we don't respond to RFPs but I'd be happy to chat if xxx."

She asked me: "So are RFPs sorta dead now, is that the deal?"

I said: "Yes, you got it. Folks are finding they're not a great way to find/judge the right fit".

We talked for about 30min. She's going to be looping back with folks to connect them directly with the decision makers and talk expertise, like human beings.

--

The important variables here are: 1) Sophisticated client, and 2) Expert firms. Every firm the client spoke to had expertise in the client's area and the confidence to push back on an inefficient process.

The truth is the creative professions will never be completely free of spec creative and other forms of free pitching, but at the higher end, where the best clients are talking to the best firms, success like this is possible, and, on days like today, seems almost inevitable.

One firm at a time, like water on stone...