Whether it’s a presentation, a board style pitch or just a one – on – one meeting, pitching for new business can be difficult, especially in this economic climate.

1. How to do a business pitch
The Dos and Don’ts

2. Whether it’s a presentation, a board style pitch
or just a one – on – one meeting, pitching for
new business can be difficult, especially in this
economic climate.
We’ve compiled a key Dos and Don’ts list to help
you deliver a winning business pitch every time.

3. Do…
…your research
 Know your target inside out.
 Research everything from their products and services
to their working culture and values.
 Find out what exactly they want from a supplier: a
long-term relationship, someone to integrate into their
culture, a outsourced expert…
Anticipate what it is they want and prove you can do it.

4. Do…
… memorise the agenda
 Make sure you know exactly what to expect from the
meeting, even if it doesn’t end up running to plan.
 Identify whether all points have been covered and
where you need to fill in the gaps.

5. Do…
… be confident
 Confidence can be hard to find sometimes,
particularly when you are stood in front of company
doing a pitch.
 Tame your nerves by preparing and truly
understanding your numbers, your offering and what
unique selling points you provide.

6. Do…
… know your goals and allow
room for negotiation
 It’s important to have a clear idea of what it is you
want to achieve and how much you are prepared to
sell it for.
 It is rare that a negotiation doesn’t happen,
therefore you need to have some room for
manoeuvre.

7. Do…
… make a great first impression
 Everyone has heard it before but it is true, it only
takes one bad first impression to ruin a deal.
 Make sure you are wearing suitable clothes and look
the part.

8. Don’t…
… undervalue yourself
 Sometimes it is better not to have a sale than
to undersell your products.
 Walk into the room knowing your own value
and accept nothing less than what you know
you’re worth.

9. Don’t…
… hard sell
 Times have changed and it is no longer acceptable to
go in and do a hard sell.
 Change your approach and make it more empathetic.
 Create a rapport, generate a relationship and build
from there.

10. Don’t…
… deviate from the point
 Time is money and that is your goal.
 Waffling takes up time and will not be
welcomed by those receiving your pitch.
 Stick to delivering the facts and creating a
successful working relationship.

11. The secrets to sales pitch success:
 What do they want from me at this meeting?
 Why do I want to be at this meeting?
 What is the agenda?
 Can I detect a hidden agenda?
 What is my bottom line position?

12. The secrets to sales pitch success:
 What will I be happy to get out of the meeting?
 Where am I willing to negotiate to?
 What are my best skills and how to
they relate to this pitch?
 Do I understand the culture of this
company and the people I am
presenting to?

13. For more tips, careers advice, and the latest
director jobs opportunities visit