How to pitch for government advertising work

As the Government’s Central Office of Information (COI) becomes the UK’s biggest spender on direct marketing, we talk to three agency experts about how to successfully pitch for government work. Marc Michaels, director of direct and relationship marketing at the COI, also spells out what he expects from agencies during every step of the pitch process and offers his top tips.

Jane Asscher from 23red advises on the detail required for the pre-qualification questionnaires (PQQs) and how 'hygiene' factors about HR or the environment often catch people out on the scoring process.

Publicis Dialog's Mike Welsh highlights the different approaches between consumer and B2B pitches, and the importance of targeting those hard-to-reach audiences, including the socially excluded.

And finally, Chris Freeland from TMW focuses on the importance of stakeholder management, getting the team right and how to get the most from chemistry and 'tissue meetings' before the big pitch.