Making Rain: Prep, Pitch and Close

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  • 1. BlackBerry attended the Professional Women in Advocacy Conference in Washington, DC from December 8 to 10, 2013. Here's a quick summary of the presentation delivered by Ann Sullivan, President of Madison Services Group.
  • 2. RULES OF ENGAGEMENT The world is your oyster Think like an entrepreneur Set realistic goals Know your revenue targets Build on relationships – yours and everyone else’s
  • 3. PREP Who do I know? What do I know? What should I know? Can I fill a need?
  • 4. PITCH Open friendly – Don’t be in a hurry It’s ok to give free information Appearance matters Lead with an idea, not a company Be quick on your feet Even when you aren’t pitching, you’re pitching
  • 5. CLOSE Know when to hold, know when to fold Get to the point Do the paperwork It’s business, not personal
  • 6. COMMON MISTAKES You don’t do everything well Lack of follow up Too much follow up Overpromising/underperforming Hesitancy to talk about money Seeing obstacles instead of solving problems
  • 7. Ann Sullivan, President Madison Services Group