HOW TO WIN A PITCH WITH DIAGRAMS

Kevin Duncan
Kevin DuncanExpert Advice at Expert Advice
HOW TO WIN A PITCH WITH DIAGRAMS
HOW TO WIN A PITCH
  WITH DIAGRAMS
1. WHICH PROSPECTS?
2. GETTING YOUR PRIORITIES RIGHT
      3. GREAT STORYTELLING
     4. RELATIONSHIP LESSONS
1. WHICH PROSPECTS?
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
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
The IF Triangle

        • Essence of any negotiation
        • The prospect can have any two
        • “If you require x, we require y...”
2. GETTING YOUR PRIORITIES RIGHT
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
The Priority Matrix

          • Do the worst first
          • Think and plan properly
          • Ignore irrelevant stuff
The Bargaining Arena

          • Always plan a negotiation
          • Get what you want, on your terms
          • Understand trading variables
3. GREAT STORYTELLING
The Market Map
       •   Win the business with one diagram
       •   Plot any market
       •   Encapsulate strategy visually
       •   Try multiple variables
       •   Imply direction of travel and success
The Whittling Wedge

          •   Tell an engaging strategic story
          •   Start broad, then reduce
          •   Consider, then reject
          •   Exclude competitor proposals
          •   Recommend with authority
The Bow Tie

      •   Perfect story telling
      •   Reduce, big reveal, expand
      •   Cadence and pace of a presentation
      •   “And now for the detail...”
The Central Idea Satellite System

                 •   How to explain ideas clearly
                 •   Sub-sets and interrelationships
                 •   Proper anchored strategy
                 •   Multiple themes and fertility of ideas
4. RELATIONSHIP LESSONS
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
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
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.
HOW TO WIN A PITCH WITH DIAGRAMS
www.thediagramsbook.com
      @kevinduncan
1 of 22

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HOW TO WIN A PITCH WITH DIAGRAMS

  • 2. HOW TO WIN A PITCH WITH DIAGRAMS
  • 3. 1. WHICH PROSPECTS? 2. GETTING YOUR PRIORITIES RIGHT 3. GREAT STORYTELLING 4. RELATIONSHIP LESSONS
  • 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
  • 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
  • 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