Win that pitch
Rob Woods,
Woods Training Ltd and NSPCC
Where this course came from
For best results today…
• Search for a different tactic
• Think and discuss
• Capture
What loses
pitches?
What loses pitches?
1) Poor understanding the audience
What loses pitches?
2) Unfocussed structure
What loses pitches?
3) Poor understanding of how influence
works
Pitch winning steps
•
•
•
•
•
Decide on a new business strategy
Understand them - insights
Pitch design - focus
Pitch technique – people give to people
Review and learn from feedback
1 – Understand them
• Read the brief. Seek insight…
"A great thought begins by
seeing something differently,
with a shift of the mind’s eye."
~Albert Einstein
1 – Understand them
a) Carefully read the brief,
and seek their help
b) Call previous partners
c) Get insider and industry info
d) Visit your customer’s shop!
e) Understand the decision makers
Set your will to understanding
why yr audience would say yes
Will = Determination
+
Flexibility
What could you try?
2- Focus
a) What is the most important
thing they should be convinced
of?
Your colleagues
Mike
SPS Multi Skilled Maintainer
Operations
Getting Mike on board
Workplace
Bespoke calendar
Local impact
Fundraising targets
Letting people know
Mike Gibson says.. Today I raised some
money for the NSPCC by turning up to
work wearing a green jumper, I’m
chuffed that the money could answer a
call to ChildLine
Mike
Mike Gibson
What is the most important thing
they must be convinced of?
Why
Each week, at least one child dies from cruelty*
Many of these deaths could be prevented if an adult
contacted the NSPCC or if a child picked up the phone
and spoke to a ChildLine counsellor.
Many do call. However, owing to current resources, not
every call made to the NSPCC HelpLine or ChildLine can
be answered.
We need to train more counsellors and invest in new
technologies in order to transform our helplines to ensure
that no child’s cry for help goes unheard.
“The hardest thing for an abused child to do is to summon the courage to speak out against their abuser.
It’s a tragedy if they don’t speak out and an even greater one if they do and there is no one to answer.”
John Cleese, Patron of the NSPCC’s Child’s Voice Appeal
*
This statement is based on homicide statistics for England and W ales published annually by the Home Office. 'At least one
child' reflects the figure of one to two children killed at the hands of another person every week. (Coleman, K. et al (2007)
Homicides, firearms offences and intimate violence 2005/2006: supplementary volume 1 to Crime in England and Wales
2005/2006. London: Home Office ).
Sw
iss
Re
Calls made by
children in
London and SE go
to this ChildLine
base
b) Convince us – solve
problems before the pitch
c) Convince us – benefit stories
about other partners
c) Convince us – stories about
your cause
3 – Sell yourself
1) Cause
2) Simple campaign
3) You
1) Cause
2) Simple campaign
3) You
1) Cause
2) Simple campaign
3) You
Find out how people make
decisions
The Team
Alice
Tim
Hannah
Dan
THANK-YOU
a) Choose the right team
b) Practice being the
team to buy
c) Improve your charity’s
fitness to win
Kate Goldman,
Head of New Business,
Corporate Partnerships,
Save the Children
If you don’t want to improve
your results:
Failure comes from a few
errors of judgement
repeated every day
Success comes from
a few good disciplines,
repeated every day.
Jim Rohn
Four more powerful tactics
• Be honest about where you are
• Do (another) presentation skills course
• Get a mentor
• Read!!
Read half hour / day
Win a half day Win that Pitch
course for your team
• Business card
in hat
• Free draw straight after session
Let me know if I can help…
Today…
Or by email