[Adviser selection – the buy side] [Other services]
Pitch training and guidance – the sell side
Our key service is to help you to make your pitch create the lasting impression necessary to win the work or a new client. It is no longer enough just to rely on a reputation or to beat the opposition on price. We help you to differentiate your team from the competition: we will enable you to answer the critical question "Why [your firm]?"
We will help you write the proposal that gets you through the door and then work with you to put together the right team and presentation that wins the pitch once you're in front of the client. We…
- make sure you do the right pre-pitch preparation – clarify what the client wants
- show you what works and what doesn't – what wins and what makes you lose
- look at different forms of written proposal, presentation and supporting materials, ensuring succinctness and relevance – developing your key messages, leaving the right takeaways
- help you identify the right team – ensure the right personal chemistry with your client
- train and rehearse your team in delivering their message and engaging effectively – to respond to the questions and challenges they will meet at the pitch meeting even if it doesn't go as planned
- work with you to devise and negotiate the right fee structure - for your market, your firm and your client
- address areas such as CSR, diversity, knowhow and training – often important differentiators
…with the intention that you become pitch perfect.
After the pitch we can help you obtain and assess feedback.
As a bolt on to this service we can help you put in place the structures, people and materials to build a better platform for all your future pitches, such as best practice guides and tools, checklists, Q&A sheets and feedback evaluation documents as well as more general transaction and client management tools such as fee models and analyses and alternative fee structures, transaction management manuals and engagement letters.