Client Pitches 101
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Client Pitches 101

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Presentation on the basics of pitching ideas to clients by @JCollinDemers and @JCoste, presented at HEC Montréal Marketing Association's Sales Seminar.

Presentation on the basics of pitching ideas to clients by @JCollinDemers and @JCoste, presented at HEC Montréal Marketing Association's Sales Seminar.

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Client Pitches 101 Presentation Transcript

  • 1. Séminaire des ventes 2012 HEC Montréal
  • 2. SM2012 Introduction  Joël, BPM enthousiast & consultant at IBM. APEX Global IT challenge Singapore & JDC IT case winner.  Joachim, publisher & finance analyst at Mediative. International marketing & JDC IT case.
  • 3. SM 32012 Agenda Know your audience Our Agenda Set the Stage Structure your thoughts Brand yourself Conclusion
  • 4. SM2012 Know your Audience What the heck are you doing?
  • 5. SM2012 Know Your Audience  What do they want to hear  Clear mandate  What do they already know  Story & analysis  What do they understand  Technical knowledge Audience Set the Stage Structure Brand
  • 6. SM2012 Set the Stage By definition, you get 1 first impression
  • 7. SM2012 Set the Stage  It’s your stage  Position furniture etc  You only get one first impression  Firm handshake, clear name  Team chemistry is noticeable  Prepare together Audience Set the Stage Structure Brand
  • 8. SM2012 Structure Your Thoughts If it’s not easy for you, it’s not easy for your audience
  • 9. SM2012 Structure Your Thoughts Tell a story Punch Repetition Logic (keep it simple) (Tell, Tell, Tell) (Induce vs. Deduce) BUDGET Audience Set the Stage Structure Brand
  • 10. SM2012 Brand Yourself Be memorable on your own terms
  • 11. SM2012 Brand Yourself •Colors •Solutions (ie. Acronyms) •Masks •Logo Team Powerpoint Unity Presentation Audience Set the Stage Structure Brand
  • 12. SM2012 Brand Yourself Team Powerpoint Unity Presentation • Attitude • Tone • Gestures Audience Set the Stage Structure Brand
  • 13. SM2012 Brand Yourself • Clothes • Language • Presentation Style Team Unity Powerpoint Presentation Audience Set the Stage Structure Brand
  • 14. SM2012 Brand Yourself Team Material Unity Support (AKA Be natural) Presentation Audience Set the Stage Structure Brand
  • 15. SM2012 Add your bullets here: Conclusion Know your Set the Structure Brand Audience Stage your Yourself Thoughts • Simplicity • Material Support • Repetition • Presentation • Logic • Team Unity • Budget Simplicity Other sources: Nancy Duarte, Simon Sinek
  • 16. SM2012 Networking  There will always be someone better, smarter and faster than you.  Supply, demand and the marketing industry.
  • 17. SM2012 Expect Interruptions Delete this High message: Level Keep this slide last View Detailed Hyperlinks View Budget & Process View Back