Ten suggestions for creating and sustaining a healthy, wealthy and wise pitching culture

19 Apr 2010

COMMENTS (45)

Ten suggestions for creating and sustaining a healthy, wealthy and wise pitching culture

BUYING not selling is what the pitch process is actually about. Get everyone thinking like a buyer. Buyers do the hard bit of paying out and living with the consequences of their choices. Keep looking at it the pitch process through their eyes. The moment you lost is often this one.
CHOOSE to pitch only when it makes sense to your business and your people, logically and emotionally and you have properly assessed your win chances and who you are competing against. Get real and decline to pitch if:  + you don't like the cut of their jib + your gut says no + they won't reveal who your are up against + you discover I am retained as pitch coach by a competitor
REMEMBER that pitching is a two way street. Use it to look for suitable biz partners as much as buyers do. Reject those who are a poor fit with your culture, too risky a proposition or don't smell right, dirty bastards. 
CONNECT your pitching strategy to your business development plan or you risk: being taken away from your destiny by distractions and missing out on the innovation work you should be engaging with that is your future. 
TREAT every pitch as the unique event it is for your client/prospect/buyer. They will notice if you don't.
PROPERLY is the only way to do a pitch. Anything less will damage you and your brand. The whole pitch team must be able to be proud of the work when the process is over regardless of the result. If you can't do it properly stop and get out with your integrity and reputation intact. Define properly in your context and weave it into the fabric of your pitch process.
SPECIALISE in cultivating the niche skills and techniques needed to communicate well and manage the complex and fast-paced pitch process so you develop teams right across your business. Pitching skills should be modeled, grown and rewarded.
COMMUNICATION means to share. Keep sharing not telling, revealing not concealing. What will your sharing look like?.
FAILURE is one way to get great at pitching. From failure you must harvest what you now know you know about the buyer's thinking and your approach to it. Feeding this back to everyone involved is powerful juju. 
SUCCESS is a natural and routine outcome of pitching for the work you really want to do and are great at. Keep reviewing your motivation and only pitch when you are.

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Oz movie Animal Kingdom gets 9/10. Soundtrack is outstanding and the slowly, always building atmosphere ends surprisingly. Acting top notch. — 2 days 1 hour ago
For any of my Anglo-Indian mates out there, worth a peek: http://t.co/AV6Cb1sn — 5 days 20 hours ago
Any of you ace digital dudes and dudettes following me in the hope of advantage at the pitch workshop? Well go to top of the class.10 points — 5 days 23 hours ago

Have a signature pitch dish. For example, It could be a great way of showing ROI [return on investment] on one stunning slide with clear diagrams or on paper or a pre-printed flip chart. It must one you are really accomplished at creating in any circumstances. Get each of the pitch team to work on one too. Deliver three of these and you will win 75% of your pitches.