Losing a pitch is just bad news all round. It costs an agency big; in time, money, resource, morale and confidence. So as new business performance improvement goes, there is surely no better place to make tangible impact than in the pitch itself.

The good news is that the opportunities for making marginal gains in the way we approach, plan and conduct our pitch activity are not only plentiful but often relatively simple.

In this episode of Small Spark Theory I chat to Tony Spong, Managing Partner at the original client-agency intermediary, AAR. Tony’s career has spanned both client and agency roles before settling squarely in the middle, where he has led hundreds of agency pitches. Who better to provide a unique insight on what works, what doesn’t and why?

As always, we’ve got a competition for you and will be giving away a copy of Tony’s recommended read ‘The Shallows: How the internet is changing the way we think, read and remember’ by Nicholas Carr.  So listen in to find out how to win.

Follow us on Twitter @gunpowdertweets and join the conversation at #smallsparktheory

For more information on improving your agency new businesses effectiveness, please get in touch.