Chapter 16
Pitching for success
As a leader, you may never be part of a pitch. You may have managed to delegate! Many leaders are, however, an intrinsic part of the pitching process in order to win work. Sales pitches can be formal or informal, in front of few or many, take a few minutes or several hours, and the leader may play a variety of roles. We are dealing here with the formal pitch – perhaps an hour or so, with questions at the end. There is a lot riding on a pitch and so clearly this is one of the most important high-stakes presentations. Often a huge effort is required in time and energy in order to deliver a really effective pitch. So the first fundamental question to ask yourself and your team is a simple one – is this really ...
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