How Augur Works: Pitching vs Planning

We get it. Everyone in our business wants to be Don Draper.

Big pitch day. Stand up, leaf through the cards, standing ovation.

But then reality strikes. You do the kick off meetings and start trying to implement things, only to find that the “big idea” in your strategy isn’t possible for another year (if at all.) Or that the founders’ real passion isn’t “OPPORTUNALISING ENTERPRISE SOLUTION BEST EXCELLENCE”, but something rooted in the reality of their industry and experience.

For a couple of years now, we’ve been trying a different approach to the traditional pitch. And it’s based around a simple question:

How can a company who hasn’t spent any time with you write a realistic plan that reflects your true strength accurately?

So here’s what we do.

Phase 1: Discovery

After gathering a few top line details, we’ll talk on Zoom or Skype. Having written up interviews for places like and Wired, we like to think we know how to ask the right questions.

The idea is to really listen carefully, pin down the specifics of the next challenge and determine what we think might conquer it. It often gives you an opportunity to learn more about us and our experience too.

If we don’t think it’s a match, we can help you find someone who is. Remember, Augur is designed for one thing: companies at Series A upwards, in “Unsexy” tech categories, looking for integrated comms against business challenges.

Alternatively, we might suggest we help out with Augur Unbound, our free service to share great stories from younger companies with key media.

Once we have what we need, we’ll start on the Strategic Spec document.

Phase 2: The Strategic Spec

This is a very simple one pager, designed to take the minimum time possible to create a first outline of what we might recommend, based on our previous experience.

It’s a starting point for you to provide feedback, to start the conversation going, instead of disappearing for weeks in Powerpoint with only the occasional question.

It includes:

  • Diagnosis — what is the problem, as we see it?
  • Guiding Strategy — what is our topline mechanism to tackle it?
  • Example Objectives and Key Results — what’s the goal and deliverables?
  • Estimated Timelines & Resourcing — how long will it take, and cost?
  • Next steps

Beat it up, tell us what you love or hate, tell us what you think of our measurement and evaluation suggestions, or how it may need to fit into other plans.

The result is designed to give you an estimate of how the plan might look, at the top level, if we start working together.

It establishes an agreed rough outline, so you know what to expect if you go ahead with the next step: The Planning Project.

Phase 3: The Planning Project

Now this is the big difference.

Augur will come to your office, spend time with you, interview key members of the team and really dig into what makes your company great. It’s about finding what you believe, holding a mirror up to your most talented people, helping identify the insights you may not even quite be aware of.

We try to find the signal in the noise.

Instead of going away and making up ideas by ourselves, we look to your strenths to build our plan. And we work with your team to identify what’s practical and possible for the first phase and further down the line.

We worth together, with just a little of your time, to flesh out the skeleton of assumptions from the Strategic Spec.

We deliver on questions like:

  • What is your pitch and key campaign ideas you will keep coming back to?
  • Who should you be introducing the company to?
  • Do we have a customer pipeline for case studies and other stories?

Once we’re done, the planning document usually looks about a dozen pages long, full of everything you need to hit the ground running.

It literally gets everyone on the same page with what to expect in the first episode of activity.

And it’s yours. In the past, we have actually recommended to one company that they take the Planning document and run with it themselves. Because it is a paid project, we are not incentivised to try and close you on a long programme, just to justify our costs on the pitch.

The resourcing costs for this project tend to be about half the anticipated monthly total we expect to end up at.

We think it makes sense, and our clients agree.

Don has earned a rest.