…”help on big pitches, control the room and better use props”

THIS CAME IN AN EMAIL THE OTHER DAY

“Tim do you have any off the shelf training you have to help on big pitches to control the room and how to better use props. Controlling the room is the most important. Our pitches can be up to 50 people over 11 hours straight. We have deep and sophisticated software against an ever-changing prospect business operating models and many times the intention of our communication can be lost. Much of that can be because the prospect audiences we pitch to are not all informed or aligned and many have their own political agendas.”

THE PROGRAM WE BUILT LOOKED LIKE  THIS

PART 1: SKILLS  –

Everyone to be fully competent at NOT TALKING TO THE screen, a pc screen as monitor, wipe board and flip chart. When it is their turn engage with the audience.

Voice skills: He/she uses effective pauses and emphasis

Uses gestures to add emphasis, or describe and or itemise their key points

Each member of the team looks engaged and tuned-in how the meeting is going, especially when it is not his or her turn to present/speak

Can play the Five Of exercise naturally and without the use of filler language

PART 2: CONTENT

Is your main recommendation clearly and simply worded?

Do you have a clean opening and clean closing for your pitch, and for the meeting?

Is the sequence of your supporting materials/demonstration clear and logical to your listeners?

Does each and every item you intend to present contribute in a specific way to achieving your objective?

Are the transitions and hand-offs clear?

 

PART 3 PRE MEETING

Do you know of who will be attending the presentation?

Have you analysed your listeners in terms of their style and agenda – Power map, clear and circulated?

Three rehearsals: the third being 24 hours before the meeting. This is the norm at ad agencies , with each person know each person’s section of the overall presentation.

Equipment: Have two of everything – at McCann-Erickson we had three of everything.

FAQ – develop, agree and make sure everyone can answer every question

ADAPT the five of exercise to Bamboo Rose proposition points

Does everyone know his or her role? They must.

PART 4: MEETING AND ROOM

Don’t skip meals

Don’t skip sleep

Own the seating plan – Golden triangle

Get into the room 60 minutes early.Iwould not do a workshop without this kind of access.

If it is a noon presentation then get into the building at 08:00am and scope it check it, out know where everything is.  So if you only get access 15 minutes immediately prior then you are more likely to succeed.

Take them to the Holiday Inn round the corner as an alternative

 

 

 

 

Tim do you have any off the shelf training you have to help on big pitches to control the room and how to better use props. Controlling the room is the most important. Our pitches can be up to 50 people over 11 hours straight. We have deep and sophisticated software against an ever-changing prospect business operating models and many times the intention of our communication can be lost. Much of that can be because the prospect audiences we pitch to are not all informed or aligned and many have their own political agendas.

 

 

 

Help!