Pitching Professional Services

12 Dec 2011

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Don't paint over the rust

What follows is some recent advice to a client who is reviewing their pitch and tender skills and is tempted by a quick fix because the pressures and pace the business runs at make it very difficult to pause and reflect about what really needs to be done.

I could have sent it to most of my clients. The pace is so fast now. The pressure on.
 
“Whatever you do now you must avoid the "painting over the rust" approach that can seem so tempting because of the intense pace you all work at. Yes a respray will make you look new and make you feel good for a while but the underlining issues will not have been tackled.
 
You need to be as professional at tendering and pitching as you are at your chosen profession.

 

04 Jan 2011

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Pitching properly

“There is really only one way to pitch. Properly."
 

A plea. If you aren’t going to bring the same level of professionalism that you bring to your day job to the pitching side of it don’t bother pitching. Let someone else do it please. I am surprised I am still surprised and disappointed by the poor quality of pitches I see from high-level professionals and senior creatives. Such abdication of responsibility for personal reputations and brands is staggering. We talk more about you after the pitch than the winners and dine out on your incompetence.

 

01 Dec 2010

COMMENTS (6)

Suits meet Ponytails and Anoraks at KMPG Manchester

I went to a highly informative Pro-Manchester event hosted at KPMG’s city centre offices last night 30/11/10. Sean Fensom of Manchester Digital welcomed an expert panel-based discussion skillfully orchestrated by Michael Taylor, editor of NW Insider. Michael sees part of his mission to bring Manchester’s digital people and the professional community together. He asked hard and intelligent questions and set the tone for the night just right. And what a clash of cultures there is. 

 

05 Aug 2010

COMMENTS (1)

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)

19 Jul 2010

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Three simple, easy to use, pitch content and structure tools

Here are three simple tools that serve me well when I am trying to quickly but professionally generate and structure content for a pitch, presso or seminar. Simply get yourself into a room with a flipchart and get writing on it. Don't hold back just brainstorm it and then filter for quality and relevance. It works and it wins. Any client I have worked will say this is how we got there.

21 Apr 2010

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Should we bid? A simple checklist

Why have checklists? Tendering and pitching are complex and expensive processes. One purpose is as a memory aid to remind you of dumb stuff might otherwise forget. Like asking if we should be bidding at all. Do we want to work with these people? Getting your motivation right is your first check and will save you time and unnecessary rejections.

19 Apr 2010

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

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