Process
The pitch deck problem
Decks are a poor instrument for selling brand work. We tried abandoning them for a year. Here is what we learned.
We made fifty decks one year and won, on average, the same proportion of work we won the year before. Then we made none for nine months and the win rate stayed flat. The decks weren’t the bottleneck. The conversations were. We are, gradually, restructuring the entire pitch process around that conclusion.
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