Uploaded byKevin Duncan
HOW TO WIN A PITCH WITH DIAGRAMS
The document outlines strategies for successfully pitching to prospects, emphasizing the importance of selecting the right targets, prioritizing effectively, and compelling storytelling. It introduces various concepts such as the new business pyramid, priority matrix, and effective storytelling techniques that help convey strategic ideas. Additionally, it highlights the significance of understanding client relationships and managing expectations during the pitching process.
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HOW TO WIN A PITCH WITH DIAGRAMS
- 2. HOW TO WINA PITCH WITH DIAGRAMS
- 3. 1. WHICH PROSPECTS? 2.GETTING YOUR PRIORITIES RIGHT 3. GREAT STORYTELLING 4. RELATIONSHIP LESSONS
- 4.
- 5. The New BusinessPyramid • 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 SatisfactionTriangle • 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 YOURPRIORITIES 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
- 12.
- 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 IdeaSatellite System • How to explain ideas clearly • Sub-sets and interrelationships • Proper anchored strategy • Multiple themes and fertility of ideas
- 17.
- 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, APUZZLE 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