Episode Details

Few decisions have a bigger impact on marketing performance than choosing the right agency partner. Yet according to TrinityP3's latest State of the Pitch Report, many pitch processes are still creating frustration on both sides of the table. Agencies invest significant time and resources into pitches, while marketers often struggle with unclear scopes. More than anything, this leads to relationships starting on the wrong foot before a contract is even signed.

In this episode of the Smarter Marketer Podcast, Rocket Agency’s Co-Founder & Host James Lawrence sits down with TrinityP3 Founder and CEO Darren Woolley to unpack the findings from the 2026 State of the Pitch report. Together they discuss why some pitch processes consistently underperform and what marketers can do to build stronger, more productive agency relationships from the very beginning.

Read: The State of the Pitch Report

Key Takeaways:

• The biggest findings from TrinityP3's 2026 State of the Pitch report
• Why agency dissatisfaction with pitch processes remains stubbornly high
• The impact poor pitch management can have on agency performance and marketer reputation
• Why defining scope of work remains one of the biggest challenges in agency selection
• How AI and changing agency pricing models are increasing the importance of better scoping
• The ideal number of agencies to involve in a competitive pitch process
• When marketers should pitch, and when alternative approaches may deliver better outcomes
• The role procurement should play in agency selection and where it often goes wrong
• How marketers can create stronger agency relationships before a contract is even signed
• Best-practice feedback, communication and transparency throughout the pitch process

Guest:

Darren Woolley is considered a thought leader on all aspects of marketing management - a problem solver, negotiator, mentor, Founder & Global CEO of TrinityP3, industry commentator, podcaster and author. He is also an ex-chair of the Australian Marketing Institute, an ex-president of the Melbourne Advertising and Design Club, ex-medical scientist and ex-creative director.

You can follow Darren on LinkedIn.

Find Us Online:

• James Lawrence LinkedIn: https://www.linkedin.com/in/jameslawrenceoz/
• Smarter Marketer Website: https://rocketagency.com.au/smarter-marketer-podcast
• Rocket Agency Website: https://rocketagency.com.au/
• Rocket Agency LinkedIn: https://www.linkedin.com/company/rocket-agency-pty-ltd/

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