Field Notes Inside an Integrated Communications Agency

Capstrat recently wrapped up a pitch to a prospect whose name I will not mention here. It was a wonderfully draining experience.

Once a presentation date is set I, like my counterparts, switch into that special gear reserved only for high speed new business pursuits.

What you accomplish is only limited by the number of hours before you walk into that room full of judges.

The process starts off well-paced and methodical and ends up turning into a crescendo of last minute refinements and caffeine-induced second-guessing. I love it.

One minute I feel like I have helped solved the problem that will help us win the business.

The next minute, I feel like a miserable hack who should consider changing careers.

The curveballs come from all directions, and for a change, they are not being thrown by a client. Hindsight shows you they were all for good reasons.

In the end, the pieces all come together, the presentation gels and the team ends up on the same highly scrutinized page.

When you see the client nod his head in complete agreement, you know it was all worthwhile.

At the end of the day you are both exhausted and energized.

Win or lose, we are better off for having gone through the process.

I am ready to do it again, but not this week.