How to Win Pitches
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This document provides tips for successfully pitching to clients. It discusses the importance of pitching, outlines different approaches to structuring a pitch ("time bomb", "hands-on", "hands-off"), and recommends dedicating the first 24 hours to strategy, team organization, and client needs assessment. It emphasizes developing the right attitude as a cohesive team with a shared vision and passion. Additional tips include knowing the audience, crafting a powerful idea, demonstrating professionalism and personality, packaging the pitch as a performance, and following up after the presentation to keep momentum. The document stresses the importance of understanding client needs, validating ideas with proof, and making an emotional connection to ensure people remember how the pitch made them feel.
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How to Win Pitches
- 1. How to Win Pitches
- 2. Why pitching matters The anatomy of a pitch 7 ways to run a succesful pitch The next hour
- 7. Insight I may be going on a pension, but my dreams wont https://www.youtube.com/watch?v=ImWWfOwIf4U
- 8. The anatomy of a pitch
- 9. Time bomb-approach ≒ Day 1 Give the brief to someone ≒ Day 2 Let the team get on with it ≒ Day 3 ≒ Day 4 ≒ Day 5 ≒ Day 6 ≒ Day 7 ≒ Day 8 ≒ Day 9 ≒ Day10 ≒ Day 11 ≒ Day 12 ≒ Day 13 Attend pre-pitch meeting and change everything
- 10. Hands-on ≒Day 1 Set direction ≒ Day 2 Stay involved ≒ Day 3 ≒ Day 4 ≒ Day 5 ≒ Day 6 ≒ Day 7 ≒ Day 8 ≒ Day 9 ≒ Day10 Rehearse ≒ Day 11 Rehearse ≒ Day 12 Polish ≒ Day 13 Present
- 11. Hands-o鍖 ≒Day 1 Set direction & designate a clear leader (Pitch Captain) ≒ Day 2 Trust & team work ≒ Day 3 ≒ Day 4 ≒ Day 5 ≒ Day 6 ≒ Day 7 Interim meeting/CEO to Pitch Captain comments ≒ Day 8 Trust ≒ Day 9 Rough rehearsal/CEO check (affirm CEO support) ≒ Day10 Rehearse ≒ Day 11 Rehearse ≒ Day 12 Polish ≒ Day 13 Present
- 12. The first 24 hours Management and new business team meet Agree on strategy Agree on timetable Assign core team Assign core leader Agree on who does what Get commitment for we are in for the one thing winning
- 13. 1. Attitude
- 14. One Team One Dream in spirit in familiarity in camaraderie in ease of working together in proven experience in PASSION! Intergrated team . . .
- 15. 2. Organisation of 艶鍖仰看姻岳
- 16. You must anticipate the guests need, before the need is needed 3. Knowing what the client really needs
- 17. 4. Solving the
- 18. 5. A magnificent presentation A PITCH IS A PLAY FOR A DAY 油 You need 油 The author The director The producer The critics The cast The back stage crew
- 19. Its not just another presentation Client Presentation ≒ Know audience ≒ Decision Maker ≒ One-on-one ≒ Matter of fact ≒ Regular Process ≒ Rationale New Business ≒ Dont know the audience ≒ Committee ≒ Competitive ≒ Persuasion ≒ One-O鍖 ≒ Emotional - AND THERE IS JUST ONE PERFORMANCE!
- 21. 6. Keep going after the presentation
- 22. 7. Luck You know, its a funny thing, but the harder I practice, the luckier I get. Arnold Palmer
- 23. Path to Victory 1. Probe (ask questions, understand needs) 2. Powerful idea (insight, purpose, strategic/cultural fit) 4. Professionalism (build trust, integrated solutions) 5. Personality (build relationships/likeability, (teamwork) 6. Packaging/performance (theme, look) 7. Positioning (fit with/benefit to prospect) 8. Persuasion (reason to believe become irresistible) 10. Passion!! 9. Perseverance (never let go -- follow-up is critical) 3. Proof (validate ideas)
- 24. People will forget what you said, People will forget what you did, BUT people will never forget how you made them feel. Maya Angelou Remember
- 25. THANKYOU