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

2. HOW TO WIN A PITCH
WITH DIAGRAMS

3. 1. WHICH PROSPECTS?
2. GETTING YOUR PRIORITIES RIGHT
3. GREAT STORYTELLING
4. RELATIONSHIP LESSONS

4. 1. WHICH PROSPECTS?

5. 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

6. 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

7. The IF Triangle
• Essence of any negotiation
• The prospect can have any two
• “If you require x, we require y...”

8. 2. GETTING YOUR PRIORITIES RIGHT

9. 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

10. The Priority Matrix
• Do the worst first
• Think and plan properly
• Ignore irrelevant stuff

11. The Bargaining Arena
• Always plan a negotiation
• Get what you want, on your terms
• Understand trading variables

12. 3. GREAT STORYTELLING

13. The Market Map
• Win the business with one diagram
• Plot any market
• Encapsulate strategy visually
• Try multiple variables
• Imply direction of travel and success

14. The Whittling Wedge
• Tell an engaging strategic story
• Start broad, then reduce
• Consider, then reject
• Exclude competitor proposals
• Recommend with authority

15. The Bow Tie
• Perfect story telling
• Reduce, big reveal, expand
• Cadence and pace of a presentation
• “And now for the detail...”

16. The Central Idea Satellite System
• How to explain ideas clearly
• Sub-sets and interrelationships
• Proper anchored strategy
• Multiple themes and fertility of ideas

17. 4. RELATIONSHIP LESSONS

18. 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

19. 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

20. 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.

22. www.thediagramsbook.com
@kevinduncan