Midnight Oil Writing

Most public relations, marketing and advertising professionals have been there; pitching a great client prospect, only to realize you’ve revealed too much too soon.  And then maybe the next new business pitch results in you holding back too much.

Where’s the balance?

Expound

Theoretically, a great idea can win you a piece of new business.  It impresses the prospect that you know and understand their business and marketing and you are creative.  In my case, it’s often the idea, combined with my energy and enthusiasm.

I want to believe ideas are free.  That it’s OK for me to share a great idea with someone over coffee.  Even if they are not ready to hire my services.  Even if they may never be a client.

Ideas are free because success comes in the execution.  A prospect may take an idea and implement it without me — either in-house or by hiring someone else.  When that happens, I know they won’t execute on that idea the way I would.  I know that the idea is only as good as the execution behind it.

If they take my idea and run, maybe I’ve just “paid it forward.”

Withhold

Then again, why offer up a great idea to someone who is not paying me?  Do I look the fool for letting someone take my idea and use it themselves?

Am I better off just discussing services and capabilities, without specifics?  Does that make me more savvy, and more likely to turn that prospect into a client?

I don’t have the answers to these questions, but would love to hear from those who do.  Does that mean I’m looking for your ideas for free?