11 words that inspire or create dread
“We’d like you to present your proposal to the Board”.
When you hear those words do you think “Great!” Or, “Oh dear”?
A few years ago we worked with a large multi-national corporation. We were working on sales skills with their senior team when the MD told me – “we’ve got a pitch coming up next week for a bid worth £50m” I asked him if he was excited about it. His reply was “no, we’ll probably lose it; we usually lose the big ones”. We were shocked and offered our help. Happily he accepted and after a hard day’s coaching with the team that were pitching, they won the deal. They were delighted. And so were we.
Over the next 4 years we helped them win over £1bn of new business. Simply by helping them to present their pitches more effectively; better teamwork, better presentation skills, better handling of the Q and A session, and having a real focus on the key...