The REAL Criteria for Judging Pitches – (Not Just What You Think The Criteria May Be)
How often have you prepared for a pitch? Every organisation has their own way of working out what to include and how to prepare for client pitches, but sometimes what we think is important to our client, isn’t actually the case. Time to review…
Regardless of your industry, the following criteria usually apply:
1. Previous relevant experience in sector/category
2. Track record with our organisation
3. Special insights into issues/problems/audiences
4. Understanding of our operating environment
5. Ability to deliver solution
7. Cost effectiveness – commitment to targets and evaluation (People often think this comes before 7!)
8. Strength of senior management
9. Company size and resources available
10. Financial stability
11. Recent new business performance
12. Position with own sector
13. Reputation with intermediaries
14. Performance against industry surveys/benchmarks/league tables
15. Relevance of proposed solution
16. Creativity of proposed solution
17. Chemistry of pitching team
18. Culture of company
19. People and environmental policy
20. Clarity of thinking and reputation for delivery
(Taken from The Pitch Doctor, by Peter Rogen)
Have a think about the above – did you apply these criteria in this order in your last pitch? If you didn’t, is it worth applying them to your next pitch? Just see what happens…
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