The Unfair Advantage in Proposals and Pitches

This is Sabastian Sawe, currently ranked #1 in the men’s marathon.

So, what’s the best way to beat him?

The answer, of course, is to start a few hours earlier. Or in my case, probably the day before.

And that’s exactly how teams win proposals and pitches.

Most organisations start too late. The RFP lands, the team rushes to build the deck, people divide up the slides, rehearse the night before, and somehow try to bring it all together.

But the pitch is often won or lost long before then. It’s won in the early conversations:

• The questions you ask to develop a unique angle, and to qualify whether the opportunity is worth chasing.
• The way you shape and influence the brief.
• The internal champion you create, nurture and collaborate with along the way.
• The stakeholders you uncover, including the shadow buyers who may not be obvious but still carry influence.
• The story you build and the relationships you develop before the formal process begins.

At Natural Training, we help teams with the RFP and the pitch, but the real value is creating a process that starts earlier and gives the team a better chance of winning.

We work on the real conversations, the client story, the team roles and the room dynamics on the day, so your people don’t sound scripted, stiff or over-polished.

Everyone needs a clear role and a practical way to add value to the pitch. Most of all, they need to sound clear, useful and natural.

Because if you only start preparing when the pitch date is in the diary, you’re already running from behind.

Check out our sales pitch training programme, tailored to your company and team.