#112: Why Agencies Lose Pitches | Robin & Stephen Boehler, Mercer Island Group

2026-01-26

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Agencies obsess over the pitch. Clients obsess over whether you actually understand the business. In this episode, Jason Harris sits down with Robin and Stephen Boehler, founders of Mercer Island Group and authors of It’s Not About You: Winning New Business in a Crowded Agency World, to unpack why most agencies lose new business before they even walk into the room—and what the winners do differently. Key Takeaways:✅ Most clients can’t name agencies—your agency brand has...

Agencies obsess over the pitch. Clients obsess over whether you actually understand the business.

In this episode, Jason Harris sits down with Robin and Stephen Boehler, founders of Mercer Island Group and authors of It’s Not About You: Winning New Business in a Crowded Agency World, to unpack why most agencies lose new business before they even walk into the room—and what the winners do differently.

Key Takeaways:✅ Most clients can’t name agencies—your agency brand has to earn recognition✅ Strategy (not creative alone) is the biggest predictor of winning the business✅ “Prospect-friendly” means leading with the client’s business, not your credentials✅ Great Q&A is preparation (and skipping the gimmicks)

Memorable Moments:💡 “Clients can’t name any agencies 95% of the time.”💡 “Your agency acting like a brand is critically important.”💡 “Creative without strategy turns everything into subjective opinions.”💡 “Chemistry can disqualify you if it’s bad.”💡 “It’s not ‘which one’—it’s the why.”

Order a copy their book, It’s Not About You: Winning New Business in a Crowded Agency World on Amazon: https://www.amazon.com/Its-Not-About-You-Business/dp/1965629075

Brought to you by Mekanism.

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