The year was 1998. They had no creative team. No media buyers. And they weren't really an advertising agency.

So how did EnviroMedia, a one-year old Austin agency made up of four twenty-somethings, manage to pitch and win the nationally recognized Don't Mess With Texas campaign?

EnviroMedia founder Valerie Salinas-Davis looks back at that pitch to examine how agencies should rethink what clients are really listening for - and how being the underdog with nothing to lose can be a winning strategy for your next pitch.