Great piece of insight....

From the Small Agency Summit:

Think of new business pitches like dates. If you go in talking all about yourself, a marketer is probably not going to be that wowed, but if you ask them about their business, they're more likely to want to keep talking. Industry experts have said one of the biggest mistakes they see agencies make is spending disproportionate time talking about their credentials when they could be getting a better insight into the client's challenges.