Pre-Workshop activity | Perfect Preparation | Delegates should prepare a 5-10-minute pitch based on their existing pitch or a scenario provided. This should include the use of PowerPoint slides |
Day One |
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Introduction and welcome | Understand the objectives and the timetable for the programme and workshop, and how delegates will benefit | To ensure the group is clear about the aims and objectives of the course and what can realistically be achieved in a day |
Introductory Presentations | Each delegate to present their pitch |
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Presentation Review | Group review & debrief | Define what makes a good pitch Describe the way in which confidence is transmitted to an audience Optional: video feedback |
Client profiling | Identifying the wants and needs of the clients in this sector | Who is your client? What are their characteristics? What do they want? |
Pitch Ingredients | Defining the content components of a successful pitch | Features, Advantages, Benefits Identifying key priorities |
Introduce yourself…again | Demonstrating how to introduce oneself in an interesting sentence | Elevator Pitch (we hate the phrase, but the philosophy is important) |
Competitor Analysis | Describing Books Macdonald’s edge – indeed, edges | Who are our competitors? What do they say about themselves? How are we different and better? |
Pitch Preparation | Where do you start? How do you finish? | Define a method of preparing pitches so that positive results are obtained |
Review and Homework | Key Learning Points Preparation of revised pitch presentation | Reviewing learning Revising the presentation for part 2 Option: coaching phone call to check progress, answer questions and continue learning |
Day Two |
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Learning Review Presentation | Individual Introductions |
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Essential Skills Revisited | What is the core physiology? | Define the basic physical skills and their influence Describe methods of improving confidence when presenting and pitching |
Using Visual Aids | Use of PowerPoint Transmitting data Influence with visuals | Describing the effective use of PowerPoint Defining ways to highlight key messages |
Facilitating discussion | Generating client involvement when required Relating discussion to objectives | Demonstrating techniques to involve client Relating their involvement to your pitch objectives |
Handling Questions & Objections | Tips & techniques for effectively answering questions | Describing methods of generating client questions Demonstrating ways of answering while maintaining client interest |
Communication Styles | How we think – a short history | Understanding how people’s thinking styles may affect your communication methods |
Practice | Pitch from each delegate Includes questions Feedback from Consultant Feedback from audience/peers Short video playback (if required) | Demonstration of skills, tips and techniques by each delegate. |
Learning Review | Assimilation of Key Learning Points Action Plans | Review of learning and steps to ensure application |