Episode Details

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Have you ever lost a pitch you were sure you had won on merit? Or if you did win the account, have you ended up with clients that only want to talk to you?

Today's featured guest came up through seven years as head of marketing at a lean e-commerce company, where wearing every hat was not optional. In this episode, she talks about how a story about sorting fish as a child became the deciding factor in a competitive pitch, why genuine connection is not a soft skill but a structural advantage, and what happens to your agency when you never learned to let clients connect with your team instead of just with you.

Bianca Beatty is the founder of Raven+Co, a full-stack boutique agency based in San Francisco offering everything from events to go-to-market strategy, social media, and brand communications.

Before launching the agency in 2018, she spent nearly seven years as head of marketing at the largest online marketplace for antiques and vintage, where she built her foundation in SEO, paid ads, email, product placement, and revenue-driven decision making inside a lean team. She is also a licensed realtor, a fly fisher, and a former child caviar industry worker.

In this episode, we'll discuss:

• The story that won Bianca an account over portfolio

• The double-edged sword of being the person clients want to talk to

• You do NOT have to work with everyone

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Bianca walked into a pitch for a caviar client with strong work and solid positioning. She almost did not mention that as a child, she spent a summer on her father's commercial fish house on the water in Florida, separating fish by sex for roe sold to China. She mentioned it. She won the pitch. The client told her afterward that the story, not the portfolio, was the deciding factor<