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In a competitive situation, winning a contract
often involves pitching for business by making a presentation or taking part in a
‘tender interview’ process. ProSeminar's Pitching for
Business courses are intended to equip
managers, professionals and technical specialists with the
skills not only to present their organisation well, but also
to show the client/customer that they understand their
particular needs and give them confidence that they will be
able to build on-going relationships. Emphasis is placed
particularly on pitching for business as part of a team.
Course Membership
All managers and professionals (of whatever discipline) who
may from time to time be involved in pitching for business
and presenting their
organisation to potential clients.
Course
Objectives
To help participants win contracts by:
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developing their confidence when facing
client presentations and interactions
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developing effective team working to support
and present bids
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polishing
their presentational techniques and applying them
appropriately
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improving communications with clients and
handling client meetings
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identifying and emphasising ‘winning
features’ of their bids
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anticipating and handling objections and any
negative reactions
Course Outline
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Introduction to Pitching for Business
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The
role of the presentation/interview in winning the business
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Setting objectives for the
presentation/interview
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Choosing the presentation team – who does the
client need to meet?
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Understanding the client’s needs and adopting
a ‘client-centric’ approach
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Feature-benefit analysis and unique selling
points related to client’s needs
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Reviewing strengths and weaknesses of the
competition
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Structuring the presentation and deciding
content
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Establishing rapport
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Presentational techniques – body, voice and
words
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Handling over to/bringing in other members of
the presentation team
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Anticipating and pre-empting objections
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Handling questions
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Building on-going relationships with clients
Course Methods
Pitching for Business is a lively workshop. It combines informal lecture and discussion
with a range of practical exercises through which participants
can plan and develop an actual pitch. Participants are also
helped to produce a personal action plan to implement and
extend the lessons learnt from the course.
Maximum number of
participants
6
In-Company
ProSeminar's Pitching
for Business courses are currently only available on an in-company basis - date and location to
meet your convenience. Go to
In-Company
Programmes: Pitching for Business
for more information.
Further information
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