For example, there's a certain Midwestern home appliance maker that more than six months ago rushed us to develop a presentation, travel to their godforsaken headquarters and deliver a two-hour pitch. After awarding the business to another firm, they've refused to respond to our repeated e-mail and voice mail entreaties asking for feedback.
And, then there's a certain well-known consumer brand that just really put us through the ringer.
The top communications honcho called me about two months ago. She said we'd come highly recommended and invited us to be one of a “…few, select firms” to pitch her seven-figure account. She asked if we had conflicts. I assured her we did not.
So, she issued the RFP and we answered the typically inane, 'fishing expedition-type' questions ('Tell us how you'd break our brand through the clutter and overcome the poor economy to once again become number one in our field.” Prayer was one obvious answer.).
We submitted our lengthy proposal before the 5pm EDT deadline on the appointed day and crossed our fingers. Surprisingly, we heard right away. The lead prospect asked me to visit her HQs ASAP for an “informal working lunch.” Wow. Good sign, no?
So, I moved around my schedule, hopped in a car and traveled to god's country for the command performance.
Once there, I was greeted by the prospect, who carried a dog-eared, Post-it flagged copy of our RFP. We ate lunch. (She didn't treat.) In between bites, she'd flip to a given page, skim down to a section and say, “So, on page 22, section three, paragraph two, you say you'd jump on breaking news opportunities for us. Give me an example from today's news to show me how it would work.” Fair enough. But, the questions became more arcane and more intense up to, and including, how we KNEW our program would guarantee a sales increase. I told her the G word didn't enter our vocabulary, whether it's applied to media or sales. That seemed to cause some mild indigestion.
The 'lunch' ended and I returned to the office. The next day, I sent her a spot-on example of a breaking news story she could leverage on her organization's behalf. She responded effusively and said I'd given her the ammunition necessary to make some decisions. That sounded promising.
And, then, radio silence. Two weeks passed. I sent a follow-up note. No response.
Then, yesterday, came a note headlined: “To vendors.” It read: “Thank you for your interest. Unfortunately, you are not being invited to the final round.”
I was appalled, but not at all surprised. I shot the erstwhile prospect a note, asking for an explanation and letting her know that we had expended lots of blood, sweat and tears pursuing the account. At the very least, common decency dictated a personal phone call.
That said, I expect the same type of radio silence from this character as we got from the 'Midwestern nice' prospect.
I'm at a loss to explain why highly-paid, highly-educated and highly vulnerable corporate types treat their agency brethren with such indifference. If the economy doesn't turn around and these 'overhead expenses' find themselves on the streets, their reputations will precede them. In other words, I won't be inviting either of them to a working lunch anytime soon.