The conversation continues between Rum, Katherine and Garret—and this time they delve into examining the strategic framework that transformed a modest, two-person initiative into a $17 million practice. They delve into techniques for engaging prospective clients before formal pitch meetings, approaches for addressing challenging stakeholders (“snipers”) mid-presentation, and proven methods for delivering solutions beyond standard RFP requirements. The discussion also highlights how thoughtfully crafted touchpoints can give agencies a distinctive edge in competitive pitches. They talk through valuable guidance on collaboration, research, and concise storytelling, and how to empower teams to refine their process and strengthen client relationships.

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