We worked with a midsize specialist agency in the western United States for several years, leading projects ranging from agency positioning to strategic training. With new positioning in place, the agency was ready to reconfigure their new-business pitch process. In the past, they had relied on niche industry experience and expertise to win business, but their approach to pitching was largely ad hoc, leaving them scrambling to compete, and they weren’t able to apply the same rigor they brought their current clients to new prospects. This led to a string of near misses where they lost to competing agencies in the same vertical. They needed a consistent way to win.