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How not to come second : the art of winning business pitches

Author: David Kean
Publisher: Singapore : Marshall Cavendish Business ; London : Cyan, 2006.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Database:WorldCat
Summary:
Winning new clients is the most competitive activity in business today. Virtually all companies now find themselves having to pitch for work and business. And like any competitive activity sport, war, politics there can only be one winner. There are no prizes for coming second. Victory goes to the player who is best prepared, best equipped and best organised. Written by a leading pitch consultant and trainer, this  Read more...
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Genre/Form: Electronic books
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: David Kean
ISBN: 9781904879626 1904879624 9780462094304 0462094308 9789814312172 9814312177
OCLC Number: 243598906
Notes: Title from title screen.
Description: 1 online resource (141 pages)
Contents: Preliminaries; Acknowledgments; Contents; 1. A very close second; 2. Why bother?; 3. Winning pitches is easy: be lazy; 4. What's it all about Alfie?; 5. Hands up, all the amateurs; 6. Olympic gold; 7. What do clients want from us?; 8. Seven ready-made excuses for coming a close second; 9. Ingredients for successful pitching; 10. Be organized; 11. Know your audience; 12. Solve the problem; 13. Price properly; 14. Practice; 15. Great presentation; 16. Unstoppable momentum; 17. Feedback; 18. A world of difference--pitching internationally; 19. Pitching to government.
Responsibility: David Kean.

Abstract:

Winning new clients is the most competitive activity in business today. Virtually all companies now find themselves having to pitch for work and business. And like any competitive activity sport, war, politics there can only be one winner. There are no prizes for coming second. Victory goes to the player who is best prepared, best equipped and best organised. Written by a leading pitch consultant and trainer, this book brings together, for the first time, the trade secrets to winning new clients and business. Practical but powerful, the book covers what prospective clients are looking for.

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