Category Archives: Pitching

The Ten Truths

This is a presentation and conversation that I have had with a number of clients across the years. I am dusting it off and bringing it back into the foreground for 2018. Some of the points are obvious yet the obvious gets overlooked in the  heat of battle.

Some of the points are provocative and provocation is sometime the only way to win.

Here is your link to the PDF

If you want to discuss any of the ideas here to turn the whole piece into a team game or seminar let me know and we can easily arrange to make it so.

Questions, often without warning

Q: “Sniper Control” How do we handle those questions or statements that come at anytime often without warning in our meeting?

1 Apply the advice in ‘Handling Q&A’ and ask the person a question back, for example “Before I answer, what is behind your question?”  Questions give you control.

2 Ensure you have accommodated all the political opinions in the room and if you think a question will arise that will stump you, ask a colleague for advice before you leave for the meeting.

Q: Presenting without PowerPoint, Can we?    A: Yes, especially with creative ideas. Perhaps you can demonstrate what it is you wish to sell or create the idea in front of the meeting on a flip chart? Better still get them to build alongside you – bring a pad of paper and marker pens to the meeting (No batteries, Windows updates or power cables are needed for these techniques)

You aren’t using enough rituals.

A great piece via info@hereforth.com and by Eric Barker at TIME   This excellent article prompts thoughts about using rituals to win new business! © 2015 Time Inc. All rights reserved.

So, below are ideas for NB ritual questions/notes to self

BEFORE your meeting Objectives clearly established? Clear understanding of the Client’s agenda? Anticipation of likely push back from Client’s end?

DURING your meeting  Is the idea, proposal and conversation really tailored to the Client’s agenda? Was the story clear? Was the story persuasive? Were the questions well handled? Did the meeting finish with clear actions and next steps?

Another good ritual? Read all about emerging technologies sensibly applied at http://www.hereforth.com  Once a week the hereforth newsletter appears and is quite brilliant