Consultancies on a client roster have to earn their keep

This is a response to Voxpop (DW 15 November), which asked: following news that Coca-Cola is holding a pitch for its first pan-European design roster, is it beneficial for consultancies to partake in the lengthy pitch process for a place on a big brand’s roster when work is never guaranteed?

Yes, but being on the roster is only the first part of the process. It’s arrogant to assume that just because you’re on the roster you deserve to get work.You have to build the relationship, build trust and consistently deliver.

We’ve been asked to help clients who just aren’t getting what they need from their roster groups. If you’re willing to put in the effort the rewards are huge.

David Carroll, Co-founder, R&D&Co, by e-mail

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