Answer the brief!

Seems obvious, but so easy to be diverted. Make sure you answer the
actual brief before going wider, particularly if pitching to committee
where brave decisions are rare.

Plan and rehearse all briefing or interim meetings with prospects, and
use them to listen, seriously listen. More important than talking at
them. Keep on delving to understand the real issues.

Keep checking and re-checking the brief – particularly as you approach
D Day. The clues for what the prospect is seeking are usually there.
Where evaluation scoring known, structure presentation to match.

« Previous Download as a PDF Next »

Leave a Reply