Your Role in New Business Pitching

Introductory

Summary

Clients who know what they’re doing say that the people on the proposed account team are the crucial factor in winning or losing a new business pitch. They also say that the ‘junior’ team-members are much more important in a pitch than many agencies realise. 

This training session helps less-experienced people understand exactly what’s going on in a new business pitch, what clients are looking for, how to prepare themselves, how to play their part in the team, and how to deliver their best personal performance on the day. We discuss presentation techniques like voice (volume, range, pace), gestures and expressions, handling interruptions, overcoming nerves and how to engage with all the members of the selection panel. 

Clients say they’re impressed when every member of an agency’s team comes across as well-informed, well-prepared, confident, positive and eager to win the assignment. This session shows less-experienced presenters how to do it. 

Trainer: Adrian Wheeler FPRCA

How attendees will benefit
Attendees will learn some of the key techniques used by successful new business presenters. They will find out how to deliver a good personal performance. They will become more knowledgeable, more confident and more effective as pitch-team members. 

Who should attend
This course is aimed at junior level and all those who would like to learn about pitching to win new business or to refresh and develop further their skills in this area.

What attendees will learn
Getting on the long-list: profile, referrals, cold-calls, intermediaries
Understanding procurement and making a positive impression
Selling at the briefing; qualifying the opportunity
Before the pitch: stacking the cards in your favour
Pitch structure: format, content, script, visual aids, cast, theatre
Pitch performance: engagement, memorability, role of juniors
Follow-up before the result is announced
Follow-up after the result is announced

Delegate instructions
No pre-work for this course