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How to be Pitch Perfect

– By Andrew Morris 

Whether we are presenting our company to a potential partner, a bank, a customer or whoever, getting it right makes the difference between winning and losing. Here’s a handy check-list:


Who’s on our Team? Agree roles and a team leader

Know their Team. Who is the ultimate decision maker?

Is the brief and criteria for selection clear? If not, try to renegotiate it. If they resist, consider withdrawing.

Where, when and how long? Get the logistics right. Documentation, material and format. What information will we leave behind?

Who else is pitching? Know the enemy. What’s the running order?

Dress Code. Respect theirs but stay true to your own style and image.


First Impressions

Seating Plan. Try to integrate both teams avoiding them and us.

Introductions. Be clear on who does what and who says what.

Getting Settled. Some small talk, if possible, before you begin.


The Presentation

Open with impact. A statement, an image, a question.

The Observer and Scribe. Elect one of the team to watch, listen and note.

Stick to the Brief. Don’t deviate unless they do.

Hand-Out Now or Later? At the close works best.

Q&A + Comment. Maximise engagement and interaction

Entertain. Be creative and anything but boring.

Close strongly. Possibly re-stating your opening.

Feedback. It’s ok to ask for their reaction and impressions.

Next steps. Who should speak to whom and by when? Is any further information required?

Note the ‘Goodbye’. This can be the most revealing moment of all.


Andrew B Morris

Andrew B Morris

Andrew Morris is Chief Executive of the Academy for Chief Executives, helping businesses to accelerate growth through better leadership. As part of this role he chairs and mentors a group of exclusive central London Business Leaders in Academy Group 1.

Andrew describes himself as a creative businessman, who enjoys meeting people from all facets of life. His mantra is ‘take your job seriously, but not yourself.’

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