Letters

Pitching for free sets the wrong tone from the start
Avi Dan’s column [“Fixing New Business,” April 25] hit the bull’s eye. But one thing he didn’t mention at length, something I always found mind-boggling, is the impact of starting off a client relationship by not being paid for pitches.

How can an agency expect to be financially healthy when it begins by not charging for its time? When you add in significant out-of-pocket costs, agencies can spend so much on a pitch that the break-even point may be beyond a year.