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Public Relations Company
Winning New Business, Team Pitching, Presentation Skills
Situation - The Agency was pitching for a substantial piece of work in an industry sector of which they had no experience. Success would guarantee an entrance into that sector. They were pitching against two other agencies, both with substantial sector experience.
Intervention - We rehearsed the team presentation the day before the pitch. The team felt that their strength was their enthusiasm for the work - they know that this had got them onto the short list. Unfortunately, they spent their entire presentation talking to wordy slides and didn’t allow their personalities or their enthusiasm to come across. We persuaded them to get rid of all their slides so they could really communicate with the client panel without any barriers, and to use spoken, relevant examples to tap into the listeners’ visual imagination.
Outcome - They got the business. The client had used a complex point scoring system; our client was level with one of the other agencies until it came to the heading ‘enthusiasm’, where they scored much higher. They were told: ‘We liked the way you talked to us and feel confident that you’ll really go the extra mile for us. We feel very comfortable at the idea of working with you.’
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