Seminars and workshop

Here is just a sample of three seminars that focus on winning business in a downturn. I offer a range of seminars around pitching and tendering and growing your pitch coaching skills. Please contact me for more details by phone 0044 07595600855 or email.

 

 In my view we are now entering what I call the new age of Necessity. At a business and personal level we will make more and more of our buying decisions on a needs basis rather that a wants one.We still have wants but they will be more rationally tempered by buyers adapting more rigorous, honest and demanding views of what their business needs and what it can get by without.

 

To survive and thrive in this radically new phase of capital readjustment and profound regulatory change we have to keep changing too and get in touch with the new and emerging buying values of the recession we are still in.

Nice to have is over.

Must have is where you need to be at.

 

Cash and buyers’ whims are the new Kings and Queens. A new purchasing reign is here. Price cutting is not the answer either but a more sophisticated and imaginative approach to buyer’s changing budget realities is what is needed. Some services can still demand a premium in certain markets.

 

But to make things even tougher most competitive spaces just got hotter as every smart firm positions itself to grab market share above and below its tier.

 

Pitching your future then needs to be reviewed in this new light. And quickly.

 

Each workshop session is designed to work alone but all can be run in half a day . The connecting theme is the powerful renewing energy of change. Change always brings great opportunity whatever ushered it in. We are going to focus on harnessing those forces to make your pitching life funkier, more creative and more successful.What new things do you need to do NOW, to adapt and to change in your approach to positioning and pitching your brand so it is fit for purpose in a recession?

 

These three workshops then are designed to help you:

 

All pitches are about getting the client or prospect to say yes. To trust your business to deliver some form of competitive advantage or service.

It follows then that our pitches must be designed and scripted with that in mind and must move us always to towards that point and visibly demonstrate the benefits of our people and approach. A pitch is simply a co-ordinated act of persuasion.This requires both a logical and emotional case to be made and this too has to be woven into the story that nearly all successful pitches are.

But the big mistake most of us make is to pitch us when we should be thinking about the buyer’s needs, wants and perspective.

 

Selection contains a series of minefields for the pitch leader. Balancing your brand’s needs against seniority for example. Who will bring alive your offering in this pitch with this prospect in the best possible light this time?. How are you going to assemble and deliver a team from a what may be a diverse group of niche players who may not look like a team at all?

This is the most exciting part of the role for me, coaching the individuals and teams against the fast-moving commercial pressures of your day jobs, delivering professional services, yet still making the time using ingenious ways to get the best performance out of your team.

None of us really know how bad the news is going to get. G20 this week may reveal some further hard realities. But the fact is we have to pitch in all weathers fair and foul and business is there to be won and lost by what we do or fail to do regardless of outside conditions.

Adaption is your watchword and new behaviors your goal. I will be exploring how you can critically audit your pitching strategies and approaches to persuasion in a downturn and exploit the opportunities that are still there.

Life just got a whole lot more competitive and our response must be to raise our pitching game. I will show you how to do that too.

Change once ushered in, even unbidden works it magic precisely because it contains new possibilities and boundless energy that can only be released sometimes after destruction has done its job. The all powerful renewing energy of change is available to us all.