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Pitching for work
Pitching for Relationship Advice
The link between chemistry, likeability and price
Post-pitch negotiation on price
My considerable experience of being on the front line in pitch situations has shown me that partners behave in a very specific way when placed into a competitive environment for the winning of work. Driven by the need to win, perhaps even more so by fear of the embarrassment or shame of having to report that they failed to win a client or a piece of work, they forensically examine every possible factor that might help them win. When it comes to price, their almost universal conclusion is that ‘we must not risk losing this ...
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