How do you Start a Pitch?

"If we are going to be part of the solution, we have to engage the problems." -Majora Carter

‘We are the biggest, the most niche, offices in twenty-eight countries, 2000 employees, a niche group of five, privately owned, publicly owned, the most experience, are a disruptive start-up, have the latest software, enjoy pizza with the team.’

But does this matter?

It is very common at the start of a pitch for you to state your credentials. But should you? I guess it depends. If you are talking to people for the first time, then yes. If you have been through the selection process, met everyone, then no. Even if the CEO only attends your last pitch, they will have heard about you and your credentials from their team. If they haven’t, they will ask.

In the all important final pitch, re-stating your credentials could waste valuable time. You could run out of time before showing why you are the most suitable. You have a set time slot to deliver your pitch and impress upon your potential client why you are the most suitable.

Quite simply, if your credentials are not up to scratch, you would not even be there!

You will obviously want to differentiate you from your competition. However, just saying we are this and that, have X amount of years’ experience, are bigger and better is just not going to work.

So why are you the most suitable?

Firstly you will have shown or now need to show you are the team the client wishes to work with. People buy from people. Yes it’s a cliché, but it is true. Be approachable and human.

Then most importantly you will need to demonstrate how you will solve their problem. How will you deliver their project? How will you manage their risk? Demonstrate your competency and experience of solving their type of problem. If it is a prototype of a product or completely unique; how will you bring it to fruition.

They want to know how you will deliver the product or service for them. They are in a safe pair of hands. Will get along with you, and whatever happens, you have their interests at heart.

Above all……They do not want to know about you. They want to know what you can do for them.

What can you do for them?