NewBizFest 2025: PRCA Matchmaker’s Commitment to New Business Success

5 March 2025 Reading Time: 3 minutes

By Debbie Little, Head of Matchmaker & Sponsorship, PRCA

For PR agency leaders, one of the biggest challenges is driving business growth in an increasingly competitive industry. This challenge is compounded by ongoing debates about the effectiveness of the pitch process—an essential yet often costly and time-consuming aspect of winning new clients.

Winning new business is no easy feat for PR agencies. According to the PRCA Pitch Forward report, agencies spend an average of £7,165 per pitch, placing a significant financial burden on firms—especially given the frequent need to pitch for new work.

Additionally, the jfdi/Opinium New Business Barometer highlights the rise of ‘ghost pitches’, where nearly half (45%) of agencies report losing pitches due to client budget withdrawals. The report also identifies time constraints as the biggest internal challenge for agencies trying to pursue new opportunities.

For the past 18 months, Matchmaker, the PRCA’s agency search and pitch management service, has been dedicated to helping CMS-accredited member agencies navigate the new business landscape. Through regular peer-to-peer breakfast roundtables, online workshops, and thought leadership sessions, agencies have gained valuable insights on everything from growth strategies to converting pitches into wins.

Featuring expert speakers such as Mark Clark (jfdi), Keith Smith (The Advertist, Fuel Podcast), and James Thomlinson (Sprint Partners), these sessions have covered essential topics, including:

1. Building a proactive new business culture

2. Retaining and growing client relationships

3. Winning more pitches

4. Developing an effective growth strategy

One agency MD summed up the value of these sessions perfectly:
“I LOVE these Matchmaker roundtable sessions—they feel like therapy!”

Taking its commitment to agency growth even further, PRCA Matchmaker has launched the first-ever NewBizFest, a one-day event dedicated to all things new business.

PRCA Matchmaker NewBizFest—sponsored by Onclusive and media partner Strategic—sold out within weeks of its launch. The event takes place on Thursday, 6th March, at The Trampery, Old Street, London, bringing together top industry experts for a day packed with actionable insights.

Attendees will hear from leading voices in the industry, including:

– Mark Clark (CEO, jfdi)

– Alex Young (ex-AAR)

– Keith Smith (The Advertist, Fuel Podcast)

– Tina Fegent (marketing services procurement expert)

– James Thomlinson (Sprint Partners, formerly One Green Bean)

– Faith Holland (The Turn Works, formerly Diageo)

The event will also feature in-house communications professionals sharing firsthand insights on what agencies can do to win their business.

What’s on the agenda?

With a dynamic mix of expert panels, real-world case studies, and interactive discussions, the event will cover key topics such as:

– Crafting a compelling agency new business proposition

– Using content marketing to keep pipelines full

– Understanding emerging trends in marketing procurement

– The role of AI in revolutionising new business strategies

– How to retain and grow existing business

– What clients really think: “How NOT to win new business”

Beyond NewBizFest: PRCA’s ‘Pitch Forward’ Campaign

Alongside its focus on new business, PRCA is leading the ‘Pitch Forward’ campaign to improve the pitch process across the PR and communications sector.

A well-structured pitch isn’t just about winning clients—it’s about building lasting relationships based on creativity, transparency, and mutual respect. The Pitch Forward initiative is designed to ensure that pitch processes are fair, ethical, and effective for both clients and agencies.

The most successful pitch processes share key principles:
✔ All agencies have a fair chance of winning
✔ Clients make realistic decisions before engaging agencies
✔ The process is ethical and transparent
✔ There is a clear structure and conclusion

PRCA Matchmaker is committed to supporting agencies in 2025 and onwards

As the UK’s largest membership body for PR professionals, PRCA is committed to helping agencies tackle pitching challenges, improve business development strategies, and drive long-term growth.

With Matchmaker roundtables, NewBizFest, and the Pitch Forward campaign, PRCA is ensuring that agencies have the knowledge, tools, and support they need to succeed—not just today, but in the future.

Written by: Editor