Pitches and Proposals

I’m sure you’ve heard it said that, these days, everyone is a brand and we are all in the business of selling ourselves.
The dinner party, school drop-off, casual bar encounter, long-haul plane journey – all sales meetings! 

If this is so in our private lives, why aren’t we better at pitching in the business environment? It’s a good question for which I don’t have the full answer. Personal psychology can play a part, of course, but in my view, having professional content is a key part of the battle. If you have the right arguments, expressed in a compelling way, then you can start to pitch with real conviction. 

  Of course, catching your buyers’ attention and keeping it is also important and so many pitches have a wobbly moment where the attention is lost. Having an marksman’s aim for this kind of drift is essential to keep the persuasive forces flowing.

Proposals are trickier still. How long is a good proposal? How much context is necessary and how much detail around solutioning? There is no one answer I can give to you. But from years of experience, what I can say is that, better writing is tighter writing and tighter writing leads to a shorter proposal. And when a succinct five pager lands on the decision-makers’ desk, compared to the rambling twelve pages of a competitor, it is clear which proposal has already won the battle for
‘emotional preference.’