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What makes a good pitch presentation

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by

ClaudiaMile Varon

on 9 August 2013

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Transcript of What makes a good pitch presentation

Pitch checklist
1. Appoint pitch leader


Obvious of course, but you do need to read the brief straight away. Once the brief has arrived pitch work
needs to start immediately.




3. Put together wider pitch team
What makes a good Pitch Presentation
Outline
-What does pitching means?
- Types of pitches
- What should you ask yourself when starting the pitching process?
- Pitch check list
- How to avoid the pitfalls?
- Elements of a good sales pitch - example
- Conclusions
9. Rehearse
Practice makes perfect...

Allow plenty of time for rehearsals in the pitch timing plan. Ensure that the pitch team can deliver their
presentation in the given amount of time allowing enough time for questions and discussion.

Reactive pitch
Happens in the response to the client contacting the agency.
1. Appoint pitch leader

2. Read brief

3. Put together wider pitch team

4. Timing plan

5. Action plan

6. Client contact strategy

7. Prepare presentation and pitch support

8. Rehearse

9. Pitch debrief

6. Client contact strategy
Who is going to speak to which client, what are they going to talk about or send and when are they going
to do it? There’s a fine balance between too little and too much client contact during a pitch, but the
stronger the relationship built during the lead up to the pitch the better.

Conclusions
What makes a good Pitch Presentation?
By Daryna Dorogan and Claudia Varon

When an agency takes the lead in contacting a prospect.
Types of pitches
Proactive pitch
What does Pitching means?
Pitching is a process of competitive selection of advertising agencies by clients

When a company wants to outsource their advertising activities to agencies, they choose the best agency based on the pitching, when they present their thoughts of how to take the brand forward.

The most appealing presentation finally gets selected by the client to handle its brand communication duties.

The first step in any pitch is to find the best person to lead the team. Relevant experience helps, but as important are
the person’s ability to build relationships quickly, perform/present well in the pitch and lead/motivate the
team.

2. Read brief


Work with the pitch team leader to put together the full pitch team, making sure you pick individuals who will
work well together.





4. Timing plan
Working back from the date of the pitch, the timing plan should include all meetings with the client and
internally within the agency.

5. Action plan
Put together an action plan with the pitch team outlining who has to do what and by when.
Once the timing plan has been circulated the new business team will need to chase individuals to make sure they hit
the deadlines.

d
10. Pitch debrief
Assuming the new business team are not in the room during the pitch, it is important to get a debrief from the team while it is fresh in their minds. What went well? What could have been better? What questions did the client ask? What would they do differently next time? These learning experiences will help make future pitches better.

Avoiding the pitfalls
Don’t prepare too much content

– a common mistake made in pitches is preparing so much content that the pitch becomes rushed and does not allow enough time for questions and interaction.
Don’t tell the client what they already know
– don’t waste valuable pitch time telling the clients what they already know about their business.
Don’t talk too much about yourselves
– again, don’t waste valuable pitch time telling the client about your agency.
There is no magic formula for success that can be applied to every pitch.

Each client is unique and each pitch process different.

It is essential that you learn from each and every pitch you participate in, both good and bad, and apply this learning to future pitches.
Audience profile
Good content and structure
Essential visual design

Entertaining delivery
7. Prepare presentation and pitch support
Work with the pitch team to put together the pitch presentation. Work out what pitch support (boards,videos etc.) is required and allow enough time to produce it.
Focus on:
- One key element is to know how are you talking to "who are you pitching to?"

- Design your presentation from your audience perspective.
- Limit yourself to the most important content

keep visual material simple and stick to essential
Key elements:
- Simplicity
- Concreteness
- Emotions
- Credibility
- Stories / examples
Bad example
- Treat your presentation as a performance as a guests.
- entertain your audience and involve them to keep their atenttion.

Wining the audience is a challenge
What should you ask yourself when starting the pitching process?
Example of good sales pitching
Elements of a good sales pitch
Thank you for your attention
Full transcript