Pitch and Presentation Skills

Overview

Business is not a complex beast. It is a very simple activity that has four specific requirements.

1. You must find other businesses or people who will be willing to pay you to provide your service or product to them.
2. Once you have found them, you must win them with an accurate representation of your value proposition.
3. Then you must keep them from being attracted elsewhere, to another provider.
4. Finally, you must grow the original value proposition in direct proportion to their growing needs.

There you have it. So where does 'Pitch Management' fit into the picture?
Pitch Management is the winning process. Every business, large or small will one day be required to send in a person or a team and 'pitch' for business.

Topics Covered

There are three specific phases that we cover in developing a Pitch Management Strategy.

1. What are the needs of the client?
2. What are your business strengths that match those needs?
3. How can we best distinguish ourselves from any competition?

We will cover the following modules:

1. What are the 7 deadly sins of bad pitch management?
2. How to avoid the 7 deadly sins.
3. The seven questions that drive the Request For Proposal (RFP) process
4. Understanding how the client evaluates a business pitch.
5. Developing a pitch strategy from a blank page.
6. Shaping the strategy into a 'client focused message.'
7. Developing a pitch document.
8. Building a verbal presentation for the pitch
9. Show time - three days leading up to the pitch.
10. Post pitch review - how to make one further point of distinction.

Comments on this Workshop.

When you really want to stand out from the crowd in the marketplace, you will need to have a clear strategy to do it. It does not happen by accident. This workshop is the result of over 100 client pitches that the workshop facilitator has helped clients with.
When you develop a pitch strategy you are putting yourself and your company to a test. In this workshop you will be measuring the following:

1. The type of pitch you need. a. New pitch b. Modified pitch c. Re-pitch
2. The needs that you are aiming to solve. a. Verified and Felt b. Verified and Not Felt c. Presumed and Felt d. Presumed and Not Felt
3. The benefits of your solution. a. Verifiable and Felt b. Expected and Felt c. Verifiable or Expected and Not Felt d. Not Verifiable, Expected and Felt
4. The perception of your company's ability to fulfil the promise. a. Known and Positive b. Unknown / Neutral c. Known and Negative
5. Knowledge of the levels of influence. a. Decision-Makers b. Advisors c. Types of Audience
6. Competition Scan a. How Many Players Are Competing? b. What is the Competitive S.W.O.T. c. How to Position Against Competition.

All of this information now becomes the heartbeat of your pitch.

Outcomes

You will leave this workshop with a complete, workable framework to create a pitch strategy and then know how to implement it for your next pitching opportunity.