The pitch book challenge

Louise Stevens

Client Services and Operations Director

Posted on October 3, 2016

New client acquisition is never easy. First comes the request for information, then the more detailed pitch if you are lucky enough to be selected. By this time, the pressure is on, and deadlines are usually tight.

Reimagining or reworking your presentation at this point might feel crazy, but it could be a surprisingly worthwhile investment. Bear in mind that most financial organisations will present their content in the same way – good old Powerpoint with a hefty 150-page leave behind. Doing something even a little different could be all it takes to stand out.

Here at Talisman, we’ve been thinking of a few simple ways to shake up the usual pitch book process.

Why not give these a go?

1. Try a new presentation method

Interactive PDFs, Prezi, and Keynote all facilitate better design and an improved content flow over PowerPoint. They’re just more interesting to watch, too, and with interactive elements possible on all three, more exciting and flexible to present.

Prezi and Keynote offer advanced levels of animation and that added ‘wow’ factor, but do require someone skilled in designing and building them. However, we’d stress that it is worth involving an agency at some point anyway – the results are always worth it.

An agency partner can also help you work out what should remain fixed, constant content, and what sections should be more changeable and then adjust your templates to suit. Changes can be made responsively and quickly then, in response to unexpected or unusual elements in the brief, even when you’re up against a tight deadline.

The extra benefit of these methods is their use of interactive menu navigation tools. This means your presentation doesn’t have to run to a fixed format. If you get to the meeting and discover they have no need for one your services or products, or if time is unexpectedly short, you can quickly and easily adapt your presentation by navigating directly to the parts you know they are most interested in.

2. Try a new leave behind

Leave behinds don’t always need to be huge documents or exact replicas of your presentation.

While it is useful to leave behind a copy of the full presentation for those that didn’t make it to the initial pitch (there’s always one!), a more concise version focusing on what makes you and your service unique can help reinforce the key benefits to those who were in the meeting.

Without the pressure to fit everything on, you’re free to be much more creative and stylish. The better it can look, the bigger the impact, so invest in something memorable and innovative – we’d suggest postcard packs in boxes or video cards.

3. Try a new follow-up

Remember, your post meeting follow-up email doesn’t always need to be a simple note from Outlook with the presentation attached. Sending the prospect other useful content such as blogs, whitepapers or thought leadership pieces you’ve produced that you know are relevant to them is a great way to show them that you’re keen and knowledgeable.

Share this extra content in an easy to read and understand format – we’d suggest a simple HTML email template that you can edit yourself in Outlook. Add a link to a short video on your service or product, or a simple infographic detailing what you’ve achieved for other clients, and never forget the power of a relevant case study. This way, what you’ll actually end up with is a second, persuasive presentation in a different format. It might just seal the deal.

What to find out more?

We talked through eye-catching financial presentation ideas and the software you can use to make them in more detail on our recent blog. Follow the link to read it.