For anyone who has ever been part of a team working late the night before a tender document is due, you’ll appreciate the pressure, stress and angst that often accompany this stage in the process. Everyone has an opinion on what we should say but no one seems to be able to actually find the…
Your strategy is your objective for the pitch and the tactics and specific actions you employ to achieve that objective. A great way to get the objective clear is to imagine the pitch is over and you have won. If, at the company’s next board meeting, the selection committee were asked to succinctly explain why they selected you, what would they say? We call this The “Board Room” Statement. For example, your Boardroom Statement might be: “We selected them because they had good ideas and enough experience to do the job, but more so, a level of enthusiasm and desire to work with us that none of their competitors could match.”
J P Morgan, the famous American Industrialist, said: “People do things for two reasons… the right reason and the real reason”. Understanding the real reason can be the ultimate point of differentiation when pitching for business.
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