HOW TO WIN A PITCH WITH DIAGRAMS

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Kevin's 12 best charts that win business and get pitching approaches right. The Diagrams Book has sold 20,000 copies: http://amzn.to/13BexSJ For training or speaking contact Kevin: kevinduncanexpertadvice@gmail.com

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HOW TO WIN A PITCH WITH DIAGRAMS

  1. HOW TO WIN A PITCH WITH DIAGRAMS
  2. 1. WHICH PROSPECTS?2. GETTING YOUR PRIORITIES RIGHT 3. GREAT STORYTELLING 4. RELATIONSHIP LESSONS
  3. 1. WHICH PROSPECTS?
  4. The New Business Pyramid • Relevance, not volume • Populate with names and numbers • Don’t waste time on those who won’t get it • Three proper wins a year will do
  5. The Business Satisfaction Triangle • Three reasons to work with a client • All three ideal • Two out of three ain’t bad • Only one is highly dubious • None = decline business
  6. The IF Triangle • Essence of any negotiation • The prospect can have any two • “If you require x, we require y...”
  7. 2. GETTING YOUR PRIORITIES RIGHT
  8. The Pitch Deadline • Human nature to delay, but don’t • Convene decision makers in first 24 hrs • Set direction, brief experts, course correct if necessary
  9. The Priority Matrix • Do the worst first • Think and plan properly • Ignore irrelevant stuff
  10. The Bargaining Arena • Always plan a negotiation • Get what you want, on your terms • Understand trading variables
  11. 3. GREAT STORYTELLING
  12. The Market Map • Win the business with one diagram • Plot any market • Encapsulate strategy visually • Try multiple variables • Imply direction of travel and success
  13. The Whittling Wedge • Tell an engaging strategic story • Start broad, then reduce • Consider, then reject • Exclude competitor proposals • Recommend with authority
  14. The Bow Tie • Perfect story telling • Reduce, big reveal, expand • Cadence and pace of a presentation • “And now for the detail...”
  15. The Central Idea Satellite System • How to explain ideas clearly • Sub-sets and interrelationships • Proper anchored strategy • Multiple themes and fertility of ideas
  16. 4. RELATIONSHIP LESSONS
  17. The Motivational Dip • Honeymoon period always fun • It never lasts • Listen and learn phase vital • Ends in success or tears • Can almost always be predicted
  18. The Less-Than-Twelve-Month Year • Year plans are usually unrealistic • Can predict when things will happen • Decision windows and crisis bombs • Sensible forecasting, fewer surprises • Tertials, not quarters
  19. AND FINALLY, A PUZZLE FOR YOU... Draw nine dots on a blank page like this. Now try to join all the dots using no more than four lines, and without taking the pen off the paper.
  20. www.thediagramsbook.com @kevinduncan

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