Pitching to win · presentation Momentum Feedback. Be organized •Good use of time •Most...
Transcript of Pitching to win · presentation Momentum Feedback. Be organized •Good use of time •Most...
![Page 1: Pitching to win · presentation Momentum Feedback. Be organized •Good use of time •Most appropriate pitch team •Kick off meeting ASAP •Involve senior colleagues •Arrange](https://reader034.fdocuments.in/reader034/viewer/2022042805/5f686d85e5aab931122b3bfb/html5/thumbnails/1.jpg)
Pitchingtowin
AMedComms Networkingevent– 2May2018
![Page 2: Pitching to win · presentation Momentum Feedback. Be organized •Good use of time •Most appropriate pitch team •Kick off meeting ASAP •Involve senior colleagues •Arrange](https://reader034.fdocuments.in/reader034/viewer/2022042805/5f686d85e5aab931122b3bfb/html5/thumbnails/2.jpg)
AdrianBrownConsulting
• 25yearsofhealthcarecommunications
• Communicationtrainingservicessince2016
• Wellversedinpitchingfornewbusiness
![Page 3: Pitching to win · presentation Momentum Feedback. Be organized •Good use of time •Most appropriate pitch team •Kick off meeting ASAP •Involve senior colleagues •Arrange](https://reader034.fdocuments.in/reader034/viewer/2022042805/5f686d85e5aab931122b3bfb/html5/thumbnails/3.jpg)
Thepitchprocess
![Page 4: Pitching to win · presentation Momentum Feedback. Be organized •Good use of time •Most appropriate pitch team •Kick off meeting ASAP •Involve senior colleagues •Arrange](https://reader034.fdocuments.in/reader034/viewer/2022042805/5f686d85e5aab931122b3bfb/html5/thumbnails/4.jpg)
Whatispitchingallabout?
• Showourskills• Togiveourclienttheanswer
• Demonstratetalent• Solveaproblem• Growbusiness• Tolearn• Improveclientrelations• Provideourclientswithsolutions
![Page 5: Pitching to win · presentation Momentum Feedback. Be organized •Good use of time •Most appropriate pitch team •Kick off meeting ASAP •Involve senior colleagues •Arrange](https://reader034.fdocuments.in/reader034/viewer/2022042805/5f686d85e5aab931122b3bfb/html5/thumbnails/5.jpg)
Whatispitchingallabout?
• Showourskills• Togiveourclienttheanswer
• Demonstratetalent• Solveaproblem• Growbusiness• Tolearn• Improveclientrelations• Provideourclientswithsolutions
WINNING!
![Page 6: Pitching to win · presentation Momentum Feedback. Be organized •Good use of time •Most appropriate pitch team •Kick off meeting ASAP •Involve senior colleagues •Arrange](https://reader034.fdocuments.in/reader034/viewer/2022042805/5f686d85e5aab931122b3bfb/html5/thumbnails/6.jpg)
Commitmenttopitchingiskey
• Ifyouarenot100%committedtowinningthendon’tpitch
• Professionalsportspersonsdon’thalfheartedlytrytowinanOlympicmedal
![Page 7: Pitching to win · presentation Momentum Feedback. Be organized •Good use of time •Most appropriate pitch team •Kick off meeting ASAP •Involve senior colleagues •Arrange](https://reader034.fdocuments.in/reader034/viewer/2022042805/5f686d85e5aab931122b3bfb/html5/thumbnails/7.jpg)
Solvingtheproblemisnotenough
• Clientswanttosee:• Acohesiveteam• Awarenessandunderstandingofbusinessneeds
• Sharedambitionfortheirbusinessgoal
• Valueformoney• Ateamwhoareenthusiastic,stimulatingandfun
![Page 8: Pitching to win · presentation Momentum Feedback. Be organized •Good use of time •Most appropriate pitch team •Kick off meeting ASAP •Involve senior colleagues •Arrange](https://reader034.fdocuments.in/reader034/viewer/2022042805/5f686d85e5aab931122b3bfb/html5/thumbnails/8.jpg)
Howdoinferiorcompetitorswin?
• Doingthesoftstuffsuperbly
• Quicklyestablishstrongclientrelationships
• Superiorpitchexecution
![Page 9: Pitching to win · presentation Momentum Feedback. Be organized •Good use of time •Most appropriate pitch team •Kick off meeting ASAP •Involve senior colleagues •Arrange](https://reader034.fdocuments.in/reader034/viewer/2022042805/5f686d85e5aab931122b3bfb/html5/thumbnails/9.jpg)
Whydowelose?
• Wedon’tlearnfromourmistakes
![Page 10: Pitching to win · presentation Momentum Feedback. Be organized •Good use of time •Most appropriate pitch team •Kick off meeting ASAP •Involve senior colleagues •Arrange](https://reader034.fdocuments.in/reader034/viewer/2022042805/5f686d85e5aab931122b3bfb/html5/thumbnails/10.jpg)
Essentialingredientsforpitchsuccess
Winning
Be organised
Know your audience
Solve the problem
Price properly
Practice
Great presentation
Momentum
Feedback
![Page 11: Pitching to win · presentation Momentum Feedback. Be organized •Good use of time •Most appropriate pitch team •Kick off meeting ASAP •Involve senior colleagues •Arrange](https://reader034.fdocuments.in/reader034/viewer/2022042805/5f686d85e5aab931122b3bfb/html5/thumbnails/11.jpg)
Beorganized
• Gooduseoftime• Mostappropriatepitchteam• KickoffmeetingASAP• Involveseniorcolleagues• Arrangeregular/scheduledprogressmeetings
• Timelinefordeliverables• Pre-pitchmeetingwithyourclientintheirdiary
• Preparea‘pitchbible’
![Page 12: Pitching to win · presentation Momentum Feedback. Be organized •Good use of time •Most appropriate pitch team •Kick off meeting ASAP •Involve senior colleagues •Arrange](https://reader034.fdocuments.in/reader034/viewer/2022042805/5f686d85e5aab931122b3bfb/html5/thumbnails/12.jpg)
Pitchbible
• Theclientbrief• Deskresearchonthemarket,product,organizationandcompetition
• Newstoriesandpressreleases• Biographies/Linked- Inprofilesoftheclientsatthepitch
• Examplesofclientwork• Competitoranalysis• Timingplanforthepitch• Issuestoberesolved,questionstobeasked,actionstobetaken
![Page 13: Pitching to win · presentation Momentum Feedback. Be organized •Good use of time •Most appropriate pitch team •Kick off meeting ASAP •Involve senior colleagues •Arrange](https://reader034.fdocuments.in/reader034/viewer/2022042805/5f686d85e5aab931122b3bfb/html5/thumbnails/13.jpg)
Knowyouraudience
• Theclientistheaudience• Gettoknowthem• Identifythekeydecisionmakers
• Askquestions• Checktoseewhetherprocurementareinvolved
• Matchyourteamtothekeypersonalitiesintheclientteam
![Page 14: Pitching to win · presentation Momentum Feedback. Be organized •Good use of time •Most appropriate pitch team •Kick off meeting ASAP •Involve senior colleagues •Arrange](https://reader034.fdocuments.in/reader034/viewer/2022042805/5f686d85e5aab931122b3bfb/html5/thumbnails/14.jpg)
Focusontheclientsdesiredoutcome
• Increasedsales• Betteraccesstotheircustomers• Greateraccesstothemosteffectivemediachannels• Improvedprofileandreputationintheirsector• Consistencyofmessagesacrossallcommunications• Moreeffectiveuseoftheirtime• Ameasureableandgoodreturnontheirinvestment
![Page 15: Pitching to win · presentation Momentum Feedback. Be organized •Good use of time •Most appropriate pitch team •Kick off meeting ASAP •Involve senior colleagues •Arrange](https://reader034.fdocuments.in/reader034/viewer/2022042805/5f686d85e5aab931122b3bfb/html5/thumbnails/15.jpg)
Priceproperly
• Priceappropriately• Promoteservicevalue• Don’tbebulliedbyprocurementdepartments
• Preparedetailedbudgets• Knowyourfigures• Pricewithpride
![Page 16: Pitching to win · presentation Momentum Feedback. Be organized •Good use of time •Most appropriate pitch team •Kick off meeting ASAP •Involve senior colleagues •Arrange](https://reader034.fdocuments.in/reader034/viewer/2022042805/5f686d85e5aab931122b3bfb/html5/thumbnails/16.jpg)
Practice
• Referbacktothebrief• Askforfeedbackfromacolleague
• Rehearse3times• Choosegoodpresenters• Beengagedandinterested• Tellastory• Pitchonapostcard• Prepareforquestions
![Page 17: Pitching to win · presentation Momentum Feedback. Be organized •Good use of time •Most appropriate pitch team •Kick off meeting ASAP •Involve senior colleagues •Arrange](https://reader034.fdocuments.in/reader034/viewer/2022042805/5f686d85e5aab931122b3bfb/html5/thumbnails/17.jpg)
Greatpresentation
• Gettotheclient’sofficesearly
• Planfortransportissues• Setupearly• Golastifpossible• Keepitsimple• Haveabeginning,middleandend
• Smile
![Page 18: Pitching to win · presentation Momentum Feedback. Be organized •Good use of time •Most appropriate pitch team •Kick off meeting ASAP •Involve senior colleagues •Arrange](https://reader034.fdocuments.in/reader034/viewer/2022042805/5f686d85e5aab931122b3bfb/html5/thumbnails/18.jpg)
Momentum
• Keepthemomentumgoingafterthepitch
• Followuponanyquestionsinthepitchwithmoredetailedanswerswithin12hours
• Summarizewhytheyshouldchooseyou
![Page 19: Pitching to win · presentation Momentum Feedback. Be organized •Good use of time •Most appropriate pitch team •Kick off meeting ASAP •Involve senior colleagues •Arrange](https://reader034.fdocuments.in/reader034/viewer/2022042805/5f686d85e5aab931122b3bfb/html5/thumbnails/19.jpg)
Feedback
• Askforthiswhetheryouwinorlose
• Ifyoulose,takethenewsgraciously
• Neverloseanopportunitytolearn
• Ifyouwin,constructivefeedbackcanhelptohoneyourteam’sskills
![Page 20: Pitching to win · presentation Momentum Feedback. Be organized •Good use of time •Most appropriate pitch team •Kick off meeting ASAP •Involve senior colleagues •Arrange](https://reader034.fdocuments.in/reader034/viewer/2022042805/5f686d85e5aab931122b3bfb/html5/thumbnails/20.jpg)
Winningkeypoints
• Plan,plan,plan• Committothepitch• Assemblethebestteam• Knowyourclientandtheirproduct
• Tailoryourpresentation• Practicemakesperfect• Beenthusiastic• Followup
![Page 21: Pitching to win · presentation Momentum Feedback. Be organized •Good use of time •Most appropriate pitch team •Kick off meeting ASAP •Involve senior colleagues •Arrange](https://reader034.fdocuments.in/reader034/viewer/2022042805/5f686d85e5aab931122b3bfb/html5/thumbnails/21.jpg)
Threethingstoremember
1. PitchingisaboutWINNING2. Youmustidentifythespecificneedsofyour
targetaudience3. Focusyourpresentationonwhatyouraudience
willbeleftwithAFTERyouhavedoneyourwork
![Page 22: Pitching to win · presentation Momentum Feedback. Be organized •Good use of time •Most appropriate pitch team •Kick off meeting ASAP •Involve senior colleagues •Arrange](https://reader034.fdocuments.in/reader034/viewer/2022042805/5f686d85e5aab931122b3bfb/html5/thumbnails/22.jpg)
Rememberthis