Hilary Jeffrey, PHD Worldwide’s executive vice president, features in M&M Global’s article “Are international media pitches spiralling out of control?”. The article details how pitching for new business has evolved and become more challenging over time.

Hilary, who played a leading role in PHD’s successful VW pitch, talks about how new business has always been a testing discipline, recalling a Nike review just after the Millennium that was “extensive, thorough and detailed”.

She also discusses the five consistent areas that have “always mattered” in media pitches; savings delivery, strategic excellence, tools and technology, contractual compliance and chemistry. Additionally, she stresses the importance of needing “absolute clarity” from a client in “what they want to achieve from it [pitches]”.

Click here to read the full article.