At passle it is well known that our client base is nearly all made up of professional service firms who use our tool to drive existing and new business by giving their busy fee earners an authentic voice in the market.  Recently I have heard a few times that the insights generated are even being used in pitch work for new business as it really cements the position as the go-to expert and firm.

In a recent article in the PM Forum magazine by EMEA Global Pursuits Leader at Baker Mckenzie, Abigail Tarren unpicks successful pitch and presentation planning.  Abigail breaks it into 'the talk through', 'the walk through' and the 'run through'

Before getting to the three key sections though, there are a few things to consider:

The Team: Don't just field senior people- match the numbers and if possible, match the operational and strategic contacts.  In fact, it is important to make the team as diverse and inclusive as possible bringing a wide range of skills and outlooks into the process.

Define Visuals: This can often be determined now by how the meeting is run.  Will it be physically in a room, virtual or a hybrid?  Either way, it is important to work out how you are building rapport and not falling foul of the 'death by powerpoint' scenario.  It is also very important to test the tech beforehand!

Do Your Research: Try to understand your audience before you have met them.  Check Linkedin profiles, company Bio and news and make sure that you have some facts to hand about the industry and the competition.

Key Section 1: 'The Talk Through'

• Who is going to talk and when?
• Make sure everyone has a role
• Short, concise introductions are key
• Introduce an agenda and don't script
• Everything should be client-focused and give a smart solution
• Run through questions and objections that clients may ask- any curveballs?
• Bring the pitch to life by sharing real-life examples and anecdotes 

Key Section 2: 'The Walk Through'

• Consider a seating plan if face to face 
• Don't group by seniority or hierarchy and if possible, split out by gender
• Always include mini summaries of key points made in each section
• Reference each other's names and input to demonstrate collaboration and a strong ethos
• Assign a chair for Q&A
• Look at getting more junior members to start an answer with partners following up if needed with further commentary

Key Section 3: 'The Run Through'

• This is live rehearsal time- arrange colleagues to act as the client audience
• Run through with the stopwatch and then discuss at the end making relevant adjustments or additions
• Look to be keep engaged both internally and externally
• Avoid reading from notes if possible
• Look to wear colour and consider cultural fit- suited and booted isn't always best!
• Instil confidence in everyone taking part as this will come across to the client

The obvious follow on to this is with the follow-up.  Abigail highlights the need to share relevant and tailored thought leadership pieces and content.

There is no getting away from the aim of this pitch structure though.  It is to win!