Life is not measured by the number of breaths we take, but by the moments that take our breath away.

28 Aug 2010

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Four killer post-pitch questions to improve future pitch performance

Q 1 What did you do or others do well in terms of preparing yourself for the pitch and what could you or others have done better?

Did well:                   Could do better:

Q 2 What % chance do you now rate your win chance to be and has your chance increased or dropped as a result of the pitch?

Q 3 What went well at the pitch and what could have gone better, why and how do you know that?

Q 4 What, if anything would you do differently next time and why?

05 Aug 2010

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PM Forum questionaire

I was aksed for an attributable quote today in a survey by PM Forum, This is what I said:

"The ideal ingredients for a pitch team in a switched on a law firm is:

Two lawyers one female, one male, one senior, one junior

One marketeer with niche sector sales experience or lots round every sales block

An IT guy or even better an IT woman fluent in plain English who's naturally well dressed too"

And I should I add you will also need your property manager to find you loads of new and cheap floor space that you will now need as this dream team mpo up. And you will have to put Tim Skipper, of First Counsel legal recruitment on your speed dial list! (Enough plugs....Ed)

30 Jul 2010

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Thrift pitching with bags of impact

Touch the zeitgeist with a carbon neutral pitch. Leave the iPad at the office. Ditch the fancy overproduced leave behind too. Grab some pre-printed or hand crafted A1 flip-chart  paper  with diagrammatic illustrations of your key points or simple bullets. Leave them behind to speak for you. For added authenticity walk to their offices or use public transport to get there. Go green, stay meaningful. And get on the street and walk towards the money.

And thanks to big A at Igloo in Melbourbe for reminding me of how powerful drawing on a flip-chart can be.

Try it and see.

26 Jul 2010

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Checklist One in a series of five How to creatively and quickly generate original pitch material

Pitching is the end result of a complex process. Checklists remind us of dumb stuff we might otherwise forget to do or not to do. Habitual behaviors that are scrutinized and monitored also help us all to perform better and consistently. Compulsory pausing points like checks before take off means pilots get us there safely. Getting your pitch basics right means critical moments aren't missed and you build a pitch process and winning culture too. Pause to win. Check mate?