Most of my work I pitched for



It was so refreshing to hear Julia Green speak at a recent City of Stonnington business breakfast. She opened by saying she hadn’t spoken at a public event before about her business journey, and that she planned to be ‘real’ and ‘honest’.

She certainly lived up to this, sharing both the elements of talent, serendipity – but largely hard work and business creativity – that has seen her business (Greenhouse Interiors) become so successful in just five years.

The key statement from her presentation that stuck with me was this:

“Most of my work – the majority of it – I’ve pitched for.”

I have advised MANY small businesses on their marketing over the years and, honestly, most don’t get this: that being good at what they do isn’t enough. Work will not materialise. You will need to look for it, work for it, pitch for it, sometimes even come up with it yourself. There is almost never a marketing magic wand or marketing silver bullet. Every business must “do” marketing.

One anecdote shared by Julia was about watching her favourite show at the time, Offspring, and suddenly thinking she should pitch to STYLE the Offspring house. And include in it one (or more) artworks from one of the 14 artists she also represents. After all, she said, what better way to get huge exposure, on no budget, than by putting a picture above Nina and Patrick’s bed?

So she called to pitch it. And it took time. And multipe calls. And multiple contacts.

But she made it happen.

Julia pronounced “I’m not the best stylist. I’m an opportunist.”. In my opinion, she’s also extremely business-savvy. She is prepared to ‘put herself out there’ and come up with projects, or new elements to her business, that have helped drive her success in a relatively short period (after a career in pharmaceuticals before this). After all, she says, “I can’t just be a stylist. There will always be someone on your heels. So you need to thinking – what’s next? What can I evolve this into?”

It’s a marketing – and indeed, a zero budget marketing – lesson we all need to learn (or be reminded of if we’ve forgotten).

Work and clients don’t fall from the sky. And business constantly needs to evolve.

In a small business, especially in professional services, the best jobs will almost always come through your network, or through you pitching. Even after you’re established and well known. You will still need to always be selling. As long as you believe in what you’re selling, this doesn’t need to be daunting. But if you retain this focus on driving business, it will mean you’re far more likely to be successful than a competitor who’s largely waiting for their phone to ring.


Images sourced from Greenhouse Interiors website.