A short presentation on some learnings and best practice for winning 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

4. What’s your story?
https://youtu.be/-sCUY3_Cx_g

5. The perfect picture?

6. https://youtu.be/ERx2LJyP6H0
Tension

7. Insight
‘’I may be going on a pension,
but my dreams won’t”
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-off’
• 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 effort

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
You need
The author
The director
The producer
The critics
The cast
The back stage crew

19. It’s not just another presentation
Client Presentation
• Know audience
• Decision Maker
• One-on-one
• Matter of fact
• Regular Process
• Rationale
New Business
• Don’t know the audience
• Committee
• Competitive
• Persuasion
• One-Off
• Emotional
- AND THERE IS JUST ONE PERFORMANCE!

20. Vision Story
Purpose
Achievement
Keep Walking

21. 6. Keep going after the presentation

22. 7. Luck
“You know, it’s 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