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Article: 12 steps to a winning pitch: in today's market, with a dwindling pharma pipeline, there are fewer launches to pitch for and more competition among healthcare agencies for those coveted launches. Rob Buccino offers some advice on making a good impression in front of the client.(Column)
- Article from:
- Medical Marketing & Media
- Article date:
- December 1, 2008
- Author:
CopyrightCOPYRIGHT 2008 Haymarket Media, Inc. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)
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As an agency new business director for several years, and now a business development consultant, I've worked on hundreds of pitches--advertising agencies, medical education companies, public relations firms and interactive, for pharmaceutical, device and diagnostics clients. From those experiences and from client feedback, I've found the following to be the 12 most important key steps toward getting the win you deserve. Some are obvious, some less so, and all worth investing effort and time behind doing as well as possible.
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1. Manage first impressions. Make sure you sound organized, eager, and professional on the phone when you ...