'I don't care how junior they are. If they're working on my business, I want to meet them. You get all the senior people and all the most polished people and all the smartest people in the room—and then, poof, all those people disappear and you don't see them again,' " says Karen Kaiser, VP of national advertising, Dominos.

Don't just show up for the meeting and leave as soon as you can. Spend some time with those [agency] people, talk to them. You'd be surprised at what comes up at lunch after the meeting. You learn real things about them, how they are feeling about the work, what promise they see in it." Jill Baskin, chief marketing officer at Hershey.

https://adage.com/article/agency-news/pitch-process-shorter-faster/312945/

How many agencies invest the time and energy to train each person on their pitch teams (“I don’t care how junior they are”) to sit 1-on-1 with a potential client and discuss the real things about each other, the work and the promise they see in it? Not many – who has time? Where would you even start? And yet that training is the least expensive insurance agencies can buy to project a confident and a consistent culture together as a team with prospective clients.