In any new business pitch energy can be the magic ingredient. If you don’t have it you will fail. If you do have it, and know how to use it, you will succeed more often.
The marvellous Paul Arden in his world’s best selling book, IT’S NOT HOW GOOD YOU ARE, IT’S HOW GOOD YOU WANT TO BE, states “energy is 75% of the job, if you haven’t got, it be nice”. This holds true for individuals, companies and, even more, for teams pitching for business.
The latest Best Practice Guide is titled Managing Energy.
It contains a number of practical and original concepts on managing energy in others, generating it and , importantly, harnessing it. In pitch situations the last macho minute, midnight oil burning, syndrome is something to avoid!
The guide was art directed and visualised by Jim Salter with type on this and all the guides by Nick Thompson to whom many thanks. Best viewed full screen, pressing down load.
It’s a truism I guess, but principles aren’t worth much if they are not put into practice. This is where the Best Practice Guides come into their own.
The latest guide is Staging and Content. In effect, it looks at practical ideas to address the principle that ‘it’s not what you say but the way you say it’ that matters in pitching.
Another fundamental principle is that the better you manage available time, resource and, most of all your energy, in the lead up and during the pitch itself, the greater your strike rate. The Perfect Pitch Process guide looks at ways of achieving this.
Decisions are rarely taken on rational grounds alone. ‘People buy people’. This principle so easily forgotten in the often feverish last minute attempt to improve content. The Rehearsal guides and Chemistry Lessons are intended to help make people, not content, the heroes and heroines!
The guides, copyright of parkerinc , are easily downloadable for reference at the appropriate stage in any pitch. If anyone has, or knows of, other guides that might be shared please let us know