Series: Competitive Reviews/RFPs

How to Uncover & Address the Real Pitch Objectives (What It Will Really Take to Win)


Feb 10
1:00 - 2:00pm ET


This Session Is Part of a Series

Convert the Hybrid Pitch: The New Best Practices Winning Business Right Now

As you know, there’s a lot to deal with in the current pitching environment: building a hybrid pitch with a hybrid pitch team, conducting research virtually, adapting to a new client pitch process (completely different from one client to the next), and then presenting it to a client team who may not even be in the same room. While fully remote pitches presented their own challenges, agencies are now adapting (again) to address the best practices for mixed in-person and remote pitches.

In this new live training series, we'll break down the entire competitive review/RFP process, providing new methods you can immediately apply to be sure you capitalize on every pitch opportunity. 

Sessions In This Series

  • February 3: Crafting an Aggressive Strategy to Win the Pitch (more >>)
  • February 10: How to Uncover & Address the Real Pitch Objectives (What It Will Really Take to Win) 
  • February 17: Capabilities, Questionnaires & Case Studies That Convert Virtual Pitches (more >>)
  • February 24: Hybrid Pitch Presentations That Command the Room (Even When You're Not In It) (more >>)

This Session

How to Uncover & Address the Real Pitch Objectives (What It Will Really Take to Win)

To win the pitch, you must deliver against the expectations of the senior decision-maker – not the mid-level manager who is managing the pitch process. 

In this session, you will learn how to get more access to the right people (even when remote) and how to leverage this into a more effective pitch strategy. We'll address how to ask smarter questions to get better answers, along with the external sources you will use to fill in the gaps. The sooner you gather this critical intel, the faster your team will get to work on building the pitch.

Ultimately, this will result in elevating your team’s thinking, placing the focus where it belongs – the specific business outcomes most important to the senior decision-maker. 

Training Materials

Following the webinar, you will be provided with digital access to print the session materials.

Who Should Attend

This is designed for agency CEOs, Management teams, New Business teams, and those directly involved in preparing for competitive review/RFP engagements.


How to Uncover & Address the Real Pitch Objectives (What It Will Really Take to Win)


Your Access Level


All Access + Coaching



Entry + Basic




About the instructor

Nadine Tull

Director, Agency Growth Strategy

Nadine Tull is Director of Agency Growth Strategy at Mirren. She specializes in training senior teams how to more aggressively – and more methodically – generate organic growth and new business.

In her agency career, Nadine was a force in account management. She worked to establish a partnership with her clients, providing a level of strategic counsel that was focused on growing their business – and the agency’s. In fact, she believes that clients are looking for proactive business partners who lean in hard and don’t just passively take orders. It is essential to frame every aspect of the agency’s work through this lens.

Nadine spent the majority of her agency career in Los Angeles, playing a leading role on retail powerhouse clients that included Taco Bell and T-Mobile. She then moved to the WPP agency, Cole & Weber Seattle, to lead their largest accounts and run new business pitches. During her tenure as the agency partner for Washington’s Lottery, she led continuous years of record growth for the client and agency. She expanded their digital ecosystem, grew the account scope, and successfully defended against a large competitive review, securing the business for six additional years.

Most at home in the center of it all, Nadine lives in downtown Seattle, placing her at the heart of the city’s theater, event and food scene.

Nadine can be reached here by email.