Editorial: Service clients as new to avoid repitch

It's always a challenge to repitch for a piece of business. Come back with an improved idea, cheaper price or better resource and the obvious question is why these things were not offered until the business was under threat. Now the AAR has found that in two-thirds of pitches involving an incumbent agency, the business ends up moving anyway. The answer, perhaps, is to always service business as if it were a new client or one about to review. Although that might cause the AAR a few problems of its own.


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