The Moment - Services - services pitch

By: The Moment  06-Dec-2011


We are always pitching -  for business, for investment, for people The greatest idea or the greatest proposition, or the best service or the best person doesn’t always win. Because being the best isn’t what it takes to win. You need to be perceived as the best. You need to influence the decision makers perceptions. But what works and what doesn’t?

Challenges Addressed:

  • Going from "why my pitch is best" to "what do I need to say for my client to believe my pitch is the best for them".
  • Building a pitch based on a rigorous base of client information.
  • Differentiating your pitch from the equally credible competition.
  • Engaging clients throughout the pitch.
  • Overcoming arrogance and over-confidence.

Outcome / Business Benefit:

A winning business pitch that:

  • Communicates ‘the perception’ of a superior solution.
  • Understands the client's business.
  • Balances the chemistry between the pitch team and key stakeholders.
  • Manages the politics adeptly.
  • Stands out from the competition.

Key Components:

  • Qualifying the opportunity - Identifying why should we win or lose.
  • Strengths and weaknesses - ours and the competition.
  • Decision maker analysis and power mapping.
  • Identifying issues from the RFP and client.
  • Identifying and filling information gaps.
  • Agreeing a sales strategy.
  • Developing powerful key messages and an overall positioning.
  • Telling a persuasive story - using emotion.
  • Using creativity appropriately.
  • Preparing for effective face-to-face meeting with the client.
  • Building an effective pitch document and presentation.
  • Handling the negotiation.

Other products and services from The Moment


The Moment - Services - services change

Giving those impacted by change a common understanding of the change process and how people react to change. Ensuring the the right information gets to the right people at the right time. Building an tailored and effective change communication plan. Dealing with the emotional reaction to change.


The Moment - Services - services group

It happens in lots of small subtle ways – poor questions, not taking the time to understand the real issues, poor listening, treating client interactions as transactions, and rushing to quickly to a solution. The purpose of this page is to describe a necessary skill development program to support the development of effective advisor relationships based on trust.


The Moment - Services - services leadership

This happens because leadership development often focuses on developing the wrong things – skills rather than purpose. They lack their leadership purpose, so any new skills don’t translate to day-to-day communication and behaviours. Finding your leadership purpose and developing your personal leadership story. A lot of leadership development fails because of ‘a failure to communicate’.


The Moment - Services - services performance

Agreement to team ‘ground rules’ so that everyone is clear about the real expectations of their behaviours within the team. Insights to group decision making using the Human Synergistics team decision simulations and Group Styles Inventory tool. Understanding and managing team culture using Human Synergistics Lifestyle – individual behaviours. Improved effectiveness of decisions due the greater acceptance of decisions.


The Moment - Services - services skill

Practical models applied to situations that are relevant to individual participants. Pre-workshop discussion/preparation with participants and their managers. Skills refresh meeting after 6-8 week to reinforce new skills. Customised workshops delivered by a skilled practitioner. Extensive use of DVD capture of new skill application. Ongoing on-line and in-person support.


The Moment - Services - services skills influence

This two-day Influencing Skills workshop focuses on planning and delivery skills for effectively persuading others to your point of view. Enhancing an individual's ability to communicate with greater confidence, control and flexibility. Influencing and selling to cynical or disinterested clients or stakeholders. Building trust as neutral advisors to ministers and government departments.


The Moment = Services

Working with leaders using the Human Synergistics toolset to increase awareness of self and to develop key leadership skills including - authenticity, power, emotion, influence, collaboration, alignment, visioning, and stakeholder management. Instead embed a team coach who can introduce skills as required and focus on application to real and immediate situations.