BY Matt Wardrop

DATE: 10 MAY 2023


How To Win The £100 Million Pitch

Whether you are bidding for a piece of business worth tens of thousands, or that contract worth billions, the fundamentals for success are the same.  And we should know.  Kissing with Confidence has delivered Pitchmaker courses that have helped companies secure business worth billions.

Read on to uncover the three most common pitfalls, and our top tips on how to overcome them.


1. Unclear strategy


A common pitfall is trying to sell what you always sell, instead of what your client needs. It may feel like the path of least resistance, but will lead to an unclear strategy that fails to resonate with your audience.  Also don’t just deliver what the client thinks they need if you believe there is a better solution to the problem. Sometimes you win by being brave.


Don’t do anything until you fully understand the client (the company, and key decision makers), and their requirements. From a place of insight and knowledge, brainstorm the strategy options.  Pick one, and get the team to buy in. Ensure everyone is singing off the same hymn sheet.  Your research will also give you a gauge on how brave you should be in the strategy that you offer. Remember a proposal which is out of the ordinary will help you stand out next to your counterparts.


2. Lack of Practice


One of the most common pitfalls in pitching is assuming that you can wing it. You’ve done this lots of times, you know it, right? Wrong.  Even if you have a talented team with great ideas, without adequate preparation, and lots of practice as a team, you risk coming across as unprofessional and unprepared.

KWC TIP: Practice, practice, practice!

Make sure you give yourself and your team enough time to prepare and rehearse. Repeated practice is essential to build team confidence, make your presentation slick and seemingly effortless.  Practice who speaks when, and go at the pace of the least experienced member of your team.  Don’t be afraid to get mentoring should you need it.


3. Overreliance on technology


Don’t even think about tech until you have got your strategy right. Misuse of technology on the day - from too many slides to not knowing how to use Zoom - will make you look amateur.

KWC TIP: Less is more

No one wants to sit through multiple 60 page sales decks. That approach is tired, as will your audience be if they have sat through several similar sessions. Cut it down to punchy visuals and let your narrative do the talking, perhaps with the use of a flip chart and pen.  

In summary, here are Kissing With Confidence's top tips to win your pitches:

  • Start with a clear strategy and messaging themes that address your audience's needs and goals.
  • Invest in expert presenter training to help your team communicate effectively and confidently.
  • Practice, practice, practice. Rehearse your pitch until you feel confident and polished.
  • Use technology judiciously to enhance your message, not overpower it.
  • Don't be afraid to be bold and take risks, but make sure your approach is well-calibrated to your odds of success.
  • And finally, remember to focus on your audience and tailor your message to their specific needs and interests. If you can demonstrate how your solution can help them achieve their goals, you'll be much more likely to win the pitch.


Join our co-founder & CEO, Russell Wardrop, and Principal Consultant & Head of Coaching, Nicky Denegri, on Friday 2nd June at 9am as he hosts a one-hour conversation on How To Win The £100 Million Pitch.

Over two decades we over 50,000 professionals have had the KWC Method for pitching and presenting.

It is 17 years since CEO Russell Wardrop delivered his first keynote on pitching, to 100 delegates from all over the world, in the MGM Grand, Las Vegas, Nevada.

From the sharp end of the boardroom our consultants have helped clients in the legal, property, finance and management consultancy sectors win contracts worth billions.

Russell’s background in architecture and academia were key to him creating the KWCMethod, come and listen to Nicky Denegri extract the secrets of winning the £100 million pitch.

Click here to register now.

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