An intensive face to face training course aimed at Account Directors, Senior Account Directors and Group Account Directors and all those involved in or running new business pitches.  Agencies are always pitching. New business from existing clients and new business from new clients. Working on a pitch can be exciting and exhilarating. It can also be stressful, time consuming and frustrating. This course is designed to help any pitch team to be more efficient, passionate and focused on the pitch task.

YOU WILL LEARN

• The importance of leadership and how to build a pitch winning team
• How to use the “Pitch Presentation Brief’ as a critical tool in focussing the team on the Pitch presentation
• To spend less time running around in circles so that more time can be spent on the thinking and how to win

FORMAT

• Structured and interactive training course delivered via Power point plus interactive team exercises and group discussion
• Each delegate to bring their agencies standard Credentials presentation and a couple of agency case studies
• Submission of PDP (focussing on three things they will do more of and three things they will do less of during their next new business pitch) 1 week after course to receive the Excellence in Pitching Certificate

CONTENT

Section 1 Pitching fundamentals

• Discussion… what do we love and hate about pitching?
• Some classic pitch stories… Discussion are these ‘stunts’ a good or a bad thing?
• The concept of pitch content vs pitch strategy

Section 2. The Pitch Presentation Brief

• An introduction to the Pitch Presentation Brief
• Some key new business presentation structures
• Exercise: Teams of 3-4 to present a re-written agency creds presentation with an agency case study based on the Pitch presentation Brief target audience and a chosen presentation structure

Section 3 People, teams, roles and checklists

• Leading and nurturing a pitch winning team
• RASCI… the best tool for defining the teams role on a pitch
• The ultimate new business pitch checklist

DELEGATE LEVEL

• Account Director/Senior Account Director/Group Account Director. Those responsible for either running or working on a new business pitch
• Group size 12 delegates maximum

DATES & TIMES

24th March, 9am to 4.30pm

LOCATION

CENTRAL LONDON – EXACT LOCATION TBC

TRAINER:

Paul Burns spent 25 very successful and exciting years at Saatchi & Saatchi looking after client business. He became their Training Director and first Director of Knowledge Practices, sitting on the main Management Board of the Agency.

He is recognised to have passion and skill in developing people and won several industry awards for Learning and Development. He has run accounts across a wide variety of businesses, from the hugely successful bid and launch of the National Lottery and led teams on large and complex financial brands and has run countless Blue Chip fmcg brands. Paul loves the exhilaration of a new business pitch and has a great record of leading Pitch winning teams