Business development, sales and client management › Pitching for Business

Pitching for Business

Create a professional and disciplined approach to winning new business in formal and informal tenders

This is a sample learning overview that we can design and deliver specifically for your organisation.

This programme will help participants to develop and enhance current procedures – to create a professional and disciplined approach to winning new business in formal and informal tenders.

What the training may cover

  • Attitudes and approach
  • What are the strengths in our current approach to pitching?
  • What do we need to do better or change?

Setting up the case studies

Overview of the pitch process

  • Breaking down the pitch process into six key stages
  • The idea of best practice – ensuring that, at every stage, you meet the same high standard
  • Modelling in your conduct throughout the pitch process the level of skill, understanding and professionalism the client can expect if they decide to instruct you

Stage one – analyse the opportunity

  • Sending a holding response to the client
  • Bringing commercial focus to analysing the opportunity
  • Cost/benefit analysis
  • Using clearly defined criteria to make the yes/no decision
  • Conflict checks and risk management

Stage two – establish the project team

  • Putting together the most appropriate team
  • Providing the team with clear leadership and direction
  • Setting clear objectives. Identifying all the resources needed
  • Establishing a project timetable for the pitch
  • Getting all the support in place – internally and externally
  • Protecting margins and ensuring profitability – developing a pricing strategy

Stage three – clarify the client need

  • Research – using the wealth of information and the extensive resources available within your organisation
  • Networking useful contacts
  • Agreeing a template for what you need to know
  • Competitor analysis
  • Setting up a meeting with the client to achieve total clarity on what they are seeking to achieve from the tender process
  • Following up from the client meeting

Stage four – create your solution

  • Making time to be creative, to generate a fresh and innovative solution
  • Developing and organising the content of the your proposal
  • The proposal as action plan
  • Using the logic tree
  • Each team puts together the outline structure of a proposal document for the client in their case study
  • Feedback and detailed critique

Stage five – deliver the message

  • Each team prepares a live presentation of their proposal
  • Using the pitch document as the basis of your presentation
  • Best practice in preparation, rehearsal and risk management
  • Role plays, alternating the roles of client and pitching team. Each presentation is followed by a question and answer session with the client
  • Video playback and detailed critique
  • Follow-up from the live presentation

Stage six – evaluate the outcome

  • Best practice in learning from the outcome of each pitch – win or lose
  • Internal and external de-briefing
  • Taking action to address weaknesses and build on strengths

Action planning

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Learning channels

A wide range of learning methods ensures we deliver learning that is appropriate, specific and drives sustainable change.

These include

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delivery methods