The Perfect Sales Pitch

ABOUT PITCHING

• Why and when do companies call for a pitch?
• What do companies expect from a pitch and the pitching partners?
• Chances and risks 
• Pitching at any price? When is it worth pitching for a contract? When is it best to leave it alone?
• The pitch process at a glance: PRE-PITCH - PITCH - POST-PITCH
• Determine the contact persons: Lead partners for pitch requests

PRE-PITCH

• Classifying the pitch: strategy pitch, project pitch, tissue pitch, pitch-in-a-day or regular pitch?
• New acquisition or existing customer? Clarify general conditions: Fee and timing
• Tips for the telephone pre-selection and the written pitch in the set-up data room
• The briefing: getting up to speed in no time at all. What is important now?
• Deriving the pitch from the company's vision, goals, and strategies to differentiate from the competition
• Pitch details: How to calculate profitably
• The soft and hard facts for professional preparation
• The planning: who, what, when, how, and with what?

PITCH

• The presentation: the heart of your pitch
• The Kawasaki method: how to use an ideal pitch template
• Creating content in a standardized way and relating it to the specific case
• The deciding day is people's business: Sympathetic appearance with assertiveness
• Dealing with questions and objections
• Teambuilding: The pitch is always won by a team

POST-PITCH

• The pitch decision: clear decision or another round?
• The terms and financing negotiation
• Follow-up afterwards