They just didn’t get it!?!

Sometimes in a pitch there is a certain look that comes over a client’s face that you can’t quite put your finger on until the time when you sadly get the call to say that you didn’t win the pitch. That look, in hindsight, is one of confusion. Why didn’t they ‘get it’? Pitch teams often kick themselves after the presentation – it is all so clear where the problems or challenges with the pitch are once you’ve had some time rest and reflect.

So, why can’t you get this clarity before you pitch? Well, you can! You know those times when you nail it, when things aren’t frantic the day before the meeting, and when you don’t jump in the taxi with hot paper straight off the printer. You typically come out of these presentation saying to each other, well that was the best we could do, so if we don’t win the other teams had to have a better concept than us – and there’s not a lot you can do about that.

Maximising your preparation time comes down to processes and planning; it’s about focussing on what will really hit the spot with your client (personally to those in the room); and about taking your time to be clear about every minute of the presentation before you give it – not after it! The simplest articulation of what you are proposing is crucial – if I ‘get it’ you can add all the complexities in as we work through the project; if you try and tell me everything in the 1 hour session I will likely feel like I’ve been in a washing machine; rather than standing on a jumping castle getting excited ready to get started!

Negotiator Profile Quiz

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  • This tool will give you an understanding of what type of negotiator you currently are.

    The questions will take just a few minutes to complete, and you will receive an outline of your negotiator profile at the end.

    To complete this free questionnaire, please fill your details into this form.

Negotiator Strengths Self-Assessment

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It’s time to identify where your negotiator strengths lie, and to discover where you should focus your energy to improve your business negotiation capabilities.

This self-assessment is about the negotiator you are today, not the one you want to be, so as you work your way through each statement, sit in it, take your time to reflect on your typical response and give it a true assessment rating. It may be challenging but be honest.

Assessment Scale

Read through each question then think about how much the behaviour or situation sounds like you.

Consider if this sounds: least like you; a bit like you; or like you most of the time – in most situations around and at the deals table.

Take your time, but don’t over think it.

Below each question select how you score it on this scale:


1 = Least2 = A Bit3 = Mostly