In Focus

Anatomy of a winning pitch

The assignment

To describe the assignment, I'm simply going to pull straight from the RFP we received as our roadmap.

"For the sake of this agency shoot-out, we are pretending that shortly after winning the 1943 Academy Award for Best Picture, all the prints of 'Casablanca' were mysteriously lost. Although many stills, newspaper accounts, magazine articles and subsequent interviews with the stars of the film have long been available, nobody has seen 'Casablanca' since 1943.

"Then, in January 2008, an archivist stumbled across the prints in the Warner Bros. Burbank, Calif. lot. Excited by this discovery, Warner Bros. has chosen to do a limited theatrical re-release of this great but long-missing film."

This was our mission.

The hypothetical re-release would be for Valentine's Day weekend, 2009. The budget to work with was $350K-$500K for creative development and non-paid media, and $1,000,000 in paid media.

We were also given details on the competitive landscape:

  • A Matthew McConaughey/Kate Hudson romantic comedy opening on the same day and date
  • A Michael Bay war-action-adventure flick, set in Iraq in a bit of counter-programming; same opening day and date
  • A long-awaited two-part "More Sex and the City" is airing on TNT, part one on Valentine's Day eve

And that's where it all started.

In the seven business days between the RFP arriving and our stepping up on stage, we created the following pitch. Here, as I track the general flow of the presentation we gave, I will make references to slides shown in the presentation, which can be seen in its entirety here. I'll indicate slides by a (S-#) insertion.

 

Comments

jen vill
jen vill June 22, 2010 at 5:57 PM

Good job, Doug!Your presentation is very nice and and very impressive(i.e. social networking! You just deserved what you've got with your team.

Marcy Pellegrino
Marcy Pellegrino August 13, 2008 at 2:06 PM

Fabulous!

Doug Schumacher
Doug Schumacher July 22, 2008 at 6:51 PM

Thanks for your comments. It's always nice to get feedback, especially when complimentary ;)

Randolph, to answer your question about what worked for us, I think it was strategic relevance throughout the various tactics.

We spent a fair amount of our presentation identifying the target audience and outlining what would appeal to them. Basically trying to demonstrate that we knew what they were about, and what would appeal to them.

That strategic foundation is a key part of our process for real projects, and so we applied it to Casablanca, as well.

Once the strategy is tight, it really guides the concepts, the language, the designs, etc.

Of course, strategies have to be brought to life, and I'm very proud of the job our creative team did towards that end.

Randolph Price
Randolph Price July 21, 2008 at 5:16 PM

Thanks for sharing the presentation so that anyone wanting to walk through it could (as I did!).

Great stuff!

What I was wondering from a learning standpoint is .... why did you win versus your competitor? (not to be negative and I am sure Mindcomet did a great job but can you identify what was the difference?

Was it your approach/methodology? Ideas? Integrated Approach?

marc meyer
marc meyer July 21, 2008 at 1:35 PM

I was very very impressed by this. I'm going to throw the slides up on my blog. I particularly liked the social media spect of it.

Victoria Rich
Victoria Rich July 21, 2008 at 11:26 AM

Great job Doug and team - Enjoyed the strategy development and synopsis - especially the social networking concept!