1 hour talk on winning pitches. Points shared are what are considered as essential in my experience as an advertising executive. List not necessarily exhaustive but a place to start.
9. ‘Time bomb’-approach
• Day 1 Give the brief to someone
• Day 2 Let the team get on with it
• Day 3
• Day 4
• Day 5
• Day 6
• Day 7
• Day 8
• Day 9
• Day10
• Day 11
• Day 12
• Day 13 Attend pre-pitch meeting and change
everything
10. ‘Hands-on’
• Day 1 Set direction
• Day 2 Stay involved
• Day 3
• Day 4
• Day 5
• Day 6
• Day 7
• Day 8
• Day 9
• Day10 Rehearse
• Day 11 Rehearse
• Day 12 Polish
• Day 13 Present
11. ‘Hands-off’
• Day 1 Set direction & designate a clear leader (“Pitch Captain”)
• Day 2 Trust & team work
• Day 3 “
• Day 4 “
• Day 5 “
• Day 6 “
• Day 7 Interim meeting/CEO to Pitch Captain comments
• Day 8 Trust
• Day 9 Rough rehearsal/CEO check (affirm CEO support)
• Day10 Rehearse
• Day 11 Rehearse
• Day 12 Polish
• Day 13 Present
12. The first 24 hours
Management and new business team meet
Agree on strategy
Agree on timetable
Assign core team
Assign core leader
Agree on who does what
Get commitment for “we are in for the
one thing – winning”
14. One Team
One Dream
– in spirit
– in familiarity
– in camaraderie
– in ease of working together
– in proven experience
– in PASSION!
Intergrated team . . .
18. 5. A magnificent presentation
A PITCH IS A PLAY FOR A DAY
You need
The author
The director
The producer
The critics
The cast
The back stage crew
19. It’s not just another presentation
Client Presentation
• Know audience
• Decision Maker
• One-on-one
• Matter of fact
• Regular Process
• Rationale
New Business
• Don’t know the audience
• Committee
• Competitive
• Persuasion
• One-Off
• Emotional
- AND THERE IS JUST ONE PERFORMANCE!