Pitching it seems, is a constant work-in-progress.
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The more we pitch, the more we learn really. Different clients, varied situations, themed events, and personality dynamics all have influence on our pitches so it’s important to approach each opportunity on a case-by-case basis in order to customize a winning proposal.
Cirque pitches in particular are tough because of the very nature of circus [complex logistics, set-up, rigging, add-on costuming expenses etc]. However, even if you’re not pitching for circus specifically, I believe there are winning practices which exist. If you can integrate these simple procedures into your proposal processes you’ll always be sure to come out a winner [even when you don't win the bid]!
Tips for a Perfectly Polished Proposal:
Conference Call
Many times, our office receives an initial inquiry via email. In our experience, if you can then set up a conference call and establish an over-the-phone relationship from the get-go you’ll be able to start off on the right foot. Voice tonality, inflection and simple nuances which come out of conversations are always so helpful.
If Necessary, Make a Meeting
It is always preferable to have a face-to-face encounter with a potential client. If you can create a conversation [as opposed to an interview] over a casual cup of coffee you’ll help all parties involved to feel at ease. Be sure to come to the meeting prepared with your marketing materials should you need to produce certain documents.
Gather as Much Information as Possible
Be sure to ask a lot of questions. This will help you to better understand your client’s needs so that you can put forward your very best recommendations. It is critical to ascertain a budget-range. I can’t tell you how many times we’ve asked clients “what’s your budget” and got the answer “I don’t really know.” I find it helpful to then ask “what is your budget range? $1000-$5000, $5000-$10,000, $10,000 and up etc?” This is a great way to at least gain a ball park figure so that you’re not wasting your time formulating an elaborate pitch if the budget is tight. It is so much better to know what approximate numbers you’re working with up front.
Cirque-u-l'air
Use Pictures
Pictures are truly worth a thousand words. Never underestimate the value of a great shot as it has a tremendous amount of influence on the decision-making process. Often committees are the decision-makers for large-scale events (and not sole individuals). In order for your proposal to stand out you must utilize your best pictures.
Use Videos
Circus acts are sometimes difficult to describe. Verbally attempting to capture the essence of a unique act is tough to say the least [try explaining "Spanish Web" or "Dance Trapeze" to someone who has absolutely no circus vocabulary what-so-ever...it's not their fault -they are not in the circus business BUT YOU ARE!] This is where video footage can be a lifesaver.
Utilize Testimonials
A glowing testimonial from past clients can be gold. Be sure to collect feedback after each engagement in the form of short quotes [two or three lines max]. Producing a long list of client testimonials is a great indicator of the quality and caliber of your services.
*Follow up
This is the most important step! After you’ve spent the time, energy and effort on what you believe is a winning pitch, be sure to follow up in a week’s time to ensure that a) The documents were received and b) to ask if your potential client would like to discuss aspects of the proposal. This feedback is critical to obtain!
Log and Track All Proposals
File every proposal with the following information: [date, event, client contact info, and your personal notes documenting the feedback you received. What was or what wasn't successful about your pitch? This is key learning which you must log for future reference!]
I hope this piece has been helpful to you. If you have anything to add – I welcome your comments!
