There is an old saying that ‘you never get a second chance to make a first impression’ which is never more true than in a pitch or big client meeting. Evidence shows that we all do most of our decision making with the subconcious and emotion-driven parts of our brain, which this short course seeks to exlore. Drawing on powerful, and simple techniques from NLP (Neuro-Linguistic Programming), behavioural psychology, and real-world pitch experience, this session is dedicated to mastering the crucial elements of building rapport to win more business.

YOU WILL LEARN

By the end of the workshop, participants will be able to:

• Master the Opener: Craft personalised, high-impact verbal openers that break the ice effectively and establish shared ground quickly

• Read the Room: Decode subtle client body language, facial expressions, and group dynamics to assess the client’s current mood and communication preferences

• Establish Instant Trust: Employ techniques like matching and mirroring (posture, tone, and pacing) to subconsciously build rapport and trust within the first few minutes of a meeting

• Pivot and Adapt: Implement go-to observation checks to ensure they are connecting with every decision-maker in the room, allowing for real-time adjustments to their delivery style

CONTENT

On the day, we will cover:

• Opening Moves: Identifying the difference between a great icebreaker and a distracting one, focusing on building immediate empathy and shared intent
• The Science of Connection: Why the first five minutes matter, including the psychological principles (primacy effect, confirmation bias) that decide client success.
• Non-Verbal Literacy: A practical guide to decoding body language—understanding open vs. closed postures, micro-expressions, and reading seating arrangements.
• The Power of Pacing: Techniques for using NLP to match the client’s cadence and language patterns, making them feel heard and understood.

DELEGATE LEVEL

This highly interactive course is suitable for all levels of agency professionals, but is especially ideal for presenters, strategists, and account people who frequently lead meetings or pitch teams and need to quickly establish authority and trust. Anyone whose job requires effective persuasion, relationship building, and high-stakes client engagement will find these skills invaluable.

DATE AND TIME

1st October, 10am to 11.30am

TRAINER:

James Appleby has spent almost 25 years working in world class media and technology agencies, leading client relationships and comms strategy for top tier clients including Sainsbury’s, CompareTheMarket.com, Oatly and McVitie’s.

Coaching teams to crack a brief and respond with a performance that is both entertaining and informative in equal part has been a career long passion, hence his chairmanship and mentoring as part of NABS charity pitch course Fastforward for nearly a decade.

Following a spell as Managing Director of Assembly Media, he founded his own consultancy and training business Conquis, and works with a range of businesses in the marketing, media, advertising  and technology spaces to sharpen team skills in pitching, collaborative working, and comms and media planning.