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.

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Client Pitches 101

  1. 1. Séminaire des ventes 2012 HEC Montréal
  2. 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. 3. SM 32012 Agenda Know your audience Our Agenda Set the Stage Structure your thoughts Brand yourself Conclusion
  4. 4. SM2012 Know your Audience What the heck are you doing?
  5. 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. 6. SM2012 Set the Stage By definition, you get 1 first impression
  7. 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. 8. SM2012 Structure Your Thoughts If it’s not easy for you, it’s not easy for your audience
  9. 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. 10. SM2012 Brand Yourself Be memorable on your own terms
  11. 11. SM2012 Brand Yourself •Colors •Solutions (ie. Acronyms) •Masks •Logo Team Powerpoint Unity Presentation Audience Set the Stage Structure Brand
  12. 12. SM2012 Brand Yourself Team Powerpoint Unity Presentation • Attitude • Tone • Gestures Audience Set the Stage Structure Brand
  13. 13. SM2012 Brand Yourself • Clothes • Language • Presentation Style Team Unity Powerpoint Presentation Audience Set the Stage Structure Brand
  14. 14. SM2012 Brand Yourself Team Material Unity Support (AKA Be natural) Presentation Audience Set the Stage Structure Brand
  15. 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. 16. SM2012 Networking  There will always be someone better, smarter and faster than you.  Supply, demand and the marketing industry.
  17. 17. SM2012 Expect Interruptions Delete this High message: Level Keep this slide last View Detailed Hyperlinks View Budget & Process View Back

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