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Workshop Overview

In the present climate, new business has probably never been more important to agencies and consultancies. In an increasingly competitive environment, every opportunity needs to be maximised, from the initial Chemistry Meeting to the final pitch…and beyond.

In this seminar, Martin Jones will provide you with observations on what to think about and remember when you are pitching. You will get to hear practical tips together with an insight into what goes through a client’s mind when they are in “new business mode”.

We’ll look at the whole new business process starting from “Getting on the Pitch List” through to “What to do on Pitch Day”. Participants will be encouraged to share their own experiences… and you will also hear some “horror stories” to make yourselves feel better.

This will be a very interactive seminar with all participants encouraged to ask questions and make observations from their own perspectives.


  • You will hear first hand what is really important to clients… and put yourselves in their shoes
  • You will gain some practical ideas that you can put into practice during your next new business opportunity
  • You will be able to ask those specific questions that have been bugging you about new business… and hopefully get an answer!

Who should attend?

  • Those involved in new business at any level

About the presenter

Martin Jones has worked in new business for the past 30 years. He joined JWT in 1986 working in the Information Centre before joining the New Business Department a year later.  He became New Business Director in 1991 and remained in that role until the end of 1996. In 1997, he joined AAR as Managing Director before buying out the previous owner, Lyndy Payne, two years later.

Since then, he has been advising clients on their choice of agency and has sat through an average of 30 pitches a year including a number of high profile appointments, such as, John Lewis,, KFC and Smart Energy GB. He has also attended countless Chemistry/Credentials Meetings, hearing what really worked and what influenced client’s decisions.


AAR Seminars are exclusive to AAR subscribing agencies. Bookings open approximately THREE WEEKS IN ADVANCE of each seminar. To book a place, please email Ann-Marie confirming the name, job title and email address of your delegate.