Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

HOW TO WIN A PITCH WITH DIAGRAMS

9,321 views

Published on

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

Published in: Business, Technology

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

×