You think you know what clients want. You've read the case studies, perfected your pitch deck, and rehearsed your differentiators. But what if you've been optimizing for the wrong things entirely?

This week, we're pulling back the curtain with Rachel Huff, founder of Victoire & Co, an agency search consultancy that helps client-side leaders find the right agency partners. Rachel has spent her career on both sides of the table: years agency-side understanding the realities of pitching and delivery, and now working directly with brands to find their ideal agency fit. She sees the patterns agencies don't have visibility into, including the gaps between what's pitched and what's needed, and what separates agencies that become long-term partners from those that get ghosted after the first meeting.

If you've ever wondered...

1. Why you keep losing pitches to agencies that seem less qualified
2. What clients actually discuss after you leave the room
3. How to stop wasting time on RFPs you were never going to win

...this one's for you.

This episode is brought to you by:

Copilot | Get two months free with code DARLINGS at https://try.copilot.money/darlings

Chapters:

00:00:00) Welcome & Introduction

(00:03:18) Does Agency Size Actually Matter?

(00:07:12) Part Matchmaker, Part Therapist: Finding the Right Fit

(00:09:49) The Questions Every Agency Should Ask Before Pitching

(00:13:42) Stop Chasing Opportunities You Were Never Going to Win

(00:18:19) What Small Agencies Should Actually Lean Into

(00:21:38) Why Business Impact Beats Beautiful Slides Every Time

(00:25:23) The Biggest Shift in Client Expectations

(00:29:55) Who to Bring to the Pitch (And Why Titles Don't Matter)

(00:34:35) The Transparency Rule for Freelancer Teams

(00:39:02) Where Agency-Client Relationships Break Down

(00:47:29) RFPs as a Biz Dev Strategy: The Hard Truth

(00:55:12) Logos vs. Business Challenges: What Actually Wins

(00:58:46) Lightning Round: Pitch Mistakes That Cost You the Win

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Connect with Rachel Huff:

• Victoire & Co: https://www.victoireco.com/

• Instagram: instagram.com/waverlyave.co

Connect with Melissa & Meredith:

• Waverly Ave: waverlyave.com

• Instagram: instagram.com/waverlyave.co

• Le Chéile: lecheile.co/contact

• Instagram: