Case Study - Winning the Pitch

A large consulting firm wanted to improve their strike rate when competing for major deals

Our client was positioned well in the financial services sector, but they found that they were missing out on a number of large projects because although their subject matter experts were delivering outstanding work, they not able to engage effectively with senior decision makers, and develop further business opportunities.  

After a period of research and discussion regarding key clients, their sales cycle, expertise levels and future business objectives, we approached the intervention over three modules:

Module 1:  Self awareness and personal impact - intensive team offisite days

Module 2:  Small groups -  coaching on client engagement, questioning and influencing 

Module 3:  BD Teams - coaching on client pitches, including real case studies

The immediate impact of the programme occurred after module two, when an informal meeting with a client produced a large opportunity, leading to a significant piece of work being won. This was entirely attributed to the increased confidence of the consultant after his personal impact training, and specifically the use of the IDEA model taught in module 2, the day before the meeting.  

As more and more consultants attended the programme, it became apparent that many more of them were starting to get much more information from clients, leading to greater opportunities to pitch for new work.  During the follow up pitches, they won 75%, a huge increase in their pre training strike rate.