Paul Tomes
abridged handout version
pitch
the business of persuasive communication

management leadership
doing business gets in the way doing leadership stuff
of doing leadership is time consuming
© Paul Tomes, Pitch 2008 … may not be reproduced in any form without permission

core
business
think communicate energise
‘see it’ ‘believe it’ ‘achieve it’
© Paul Tomes, Pitch 2008 … may not be reproduced in any form without permission

time
visual
space
incubate
right brain
think
contrarian
collaboration
tools 2nd right
answer
be ridiculous!
© Paul Tomes, Pitch 2008 … may not be reproduced in any form without permission

life’s a pitch
have a map
30 seconds … not notes
what’s in it from
for them? problem
communicate
to solution
take up space
be obsessed
rehearse with simplicity
hate speaking? rehearse
…. deal with it! rehearse
… be real
© Paul Tomes, Pitch 2008 … may not be reproduced in any form without permission

when the going gets a little rough? …
neurotic normal no limit
self defeating cope with life fully functioning
energise
© Paul Tomes, Pitch 2008 … may not be reproduced in any form without permission

impact on self / others …
neurotic normal no limit
disbelief belief
distanced involved
distrust trust
bullied willing
followers
© Paul Tomes, Pitch 2008 … may not be reproduced in any form without permission

mindset / attitude …
neurotic normal no limit
our choice … as each situation arises
small choices … repetition
© Paul Tomes, Pitch 2008 … may not be reproduced in any form without permission

we can learn to flex no limit ‘muscle’ …
choice
neurotic normal no limit
© Paul Tomes, Pitch 2008 … may not be reproduced in any form without permission

how do you rate yourself? …
neurotic normal no limit
self defeating? cope with life? fully functioning?
‘ 70% of the
western world
SKY’S THE LIMIT
are neurotic ’
© Paul Tomes, Pitch 2008 … may not be reproduced in any form without permission

worst ‘me’ … best ‘me’…
can’t do can do
tries to offload thrives on problems
the problem … energising people
in the process
© Paul Tomes, Pitch 2008 … may not be reproduced in any form without permission

1. what value will
we achieve by
solving this problem?
7. what are the
next steps? 2. what’s
problem currently
6. what can we fuelling the
solving problem?
conclude from
this analysis?
4. potential 3. what would ideally
5. what are the
solutions need to be in place
advantages and
to eradicate
disadvantages
the problem?
of each solution?
© Paul Tomes, Pitch 2008 … may not be reproduced in any form without permission

worst ‘me’ … best ‘me’…
S.N.I.O.P inner directed
complainer do’er
sweats the stays focused
small stuff on big picture
© Paul Tomes, Pitch 2008 … may not be reproduced in any form without permission

worst ‘me’ … best ‘me’…
sets myself up visualises
for failure success state
things will there is no
be better when … better day!
self very comfortable
rejecting with who I am
fears the goes looking
unknown for the unknown
© Paul Tomes, Pitch 2008 … may not be reproduced in any form without permission

core
business
think communicate energise
‘see it’ ‘believe it’ ‘achieve it’
clarity of engage, inspire motivate and
vision and enrol empower
© Paul Tomes, Pitch 2008 … may not be reproduced in any form without permission

Paul Tomes
The Forgotten Skills of Leadership is a 60 minute presentation packed full of practical
ideas to get people thinking … really thinking. Leadership requires us to be constantly
thinking ahead … anticipating the future and only then communicating the plans and
actions required to get there.
To be a true leader in our field, the first person we better start leading is ourselves. How
do we shape up … are we mildly motivated or are we passionate about what we do?.
Do we have too many problems on our hands to really get to grips with creating
opportunities? Are we managing more than leading? Are we solving more than
facilitating?
Do we create enough time to think … to communicate … and to energise others?
More often than not, we are so busy ‘doing business’ that we’ve forgotten what it takes
to be a good leader.
Just how good are leadership’s communication skills? Recent research indicates that
over 70% of staff list communication as one of the top four factors restraining
performance. All eyes are on leadership … waiting for us to communicate in a crisp,
concise and inspirational way in. Our staff need a reason to believe in us and be
energised to deliver the plan. This presentation demonstrates how to take
communication skills to the next level.
And finally, to inspire others we need to inspire ourselves. On a scale of neurotic to no
limit … where do we rate ourselves? This presentation takes a fun look at the eight most
common neurotic behaviours and offers great advice on how to start leading ourselves
with a more positive and inspirational mindset. A no limit state of mind is truly infectious.!
pitch
the business of persuasive communication
www.pitch.co.za

Paul Tomes
Learn the secrets of constructing powerful presentations. Life’s a pitch provides the formula
for anyone in business to sell themselves, sell their ideas and opinions and win business.
Delivered as a presentation or workshop format, Life’s a Pitch is tailored to fit your business
environment. Using a highly interactive process, Paul builds a real-life presentation from a
topic decided by the audience.
In the process, you will learn an 8-step approach to:-
•! anticipate and respond to how audiences think and assimilate information.
•! develop triggers that keep the audience hooked from start to finish
•! use visual mapping tools to rapidly assemble and sequence pitch content
•! identify key prompts, link phrases and lead-outs, to simplify and accelerate
•! making visuals to support the pitch.
•! anticipate and handle resistance or objections ... turning negatives into additional benefits.
•! create a powerful close to invoke the right action/ reaction.
The audience leave this presentation with a working template that they can easily adapt for
their situation.
pitch
the business of persuasive communication
www.pitch.co.za