Unit 44: Pitching and Negotiation Skills

This document discusses the importance of pitching and negotiation skills in business organizations. It explains the phases and information required for successful negotiations. It also explores the Request for Proposal (RFP) process and the significance of documentation. Additionally, it provides insights on developing an appropriate pitch to achieve a sustainable competitive edge. The document is relevant for students studying business and management courses.

Unit 44: Pitching and Negotiation Skills

TABLE OF CONTENT
INTRODUCTION...........................................................................................................................3
MAIN BODY..................................................................................................................................3
TASK 1............................................................................................................................................3
P1 Negotiation and primary stakeholders linked with negotiation..............................................3
P2 Phases and information needed for completion of negotiation..............................................5
TASK 2............................................................................................................................................6
P3 Explanation of RFP process as well as significance documentation required.......................6
P4 Explain contractual process and how significant documentation is monitored.....................7
TASK 3............................................................................................................................................8
P5 Develop an appropriate pitch applying key principles that achieve a sustainable
competitive edge..........................................................................................................................8
P6 Assess the potential outcomes of a pitch................................................................................9
P7 Determine how organisations fulfil their obligation from a pitch, identifying potential
issues that can occur....................................................................................................................9
CONCLUSION..............................................................................................................................10
REFERENCES..............................................................................................................................11

INTRODUCTION
Pitch signifies plan in which business organisation present society as well as products and
services that assists in increasing sales in an appropriate manner. It assists company to gain
interest of potential investor in organisation so that they can deal with goods and services in
proper way. In addition to this, company make its client to increase awareness regarding goods
and make strategy that is adopted to sell goods and services in market. In current time, it is
important for business organisation to possess subordinate who have superior pitching and
negotiation skills that aids assistance to business organisation in bringing innovative contract and
that depend on different situation that is agreed among both parties. The BCG signifies Boston
consultancy group that is American depend consultancy organisation which is given in year of
1963 if it is measured in context of revenue the organisation is determined as second position
between biggest consultancy organisation over UK process. This assignment has determined
Boston consultancy group in order to increase concept related to negotiation within an
organisation. Their focus is on dealing with proper pitching as well as negotiation skills that help
in understanding topic related to negotiation in proper manner. And, this report signifies meaning
related to negotiations and reason the organisation involved in negotiation and its process. For
this assignment, there are different steps or level related to negotiation process and
documentation that is needed for request for process of proposal within an organisation. The
Request for proposal is significant activity in order to complete different negotiation in smooth
manner that is significant for organisation to generated or explained RFP documentation process
is related to handling and monitoring techniques used (Belinsky and Gogan, 2016).
MAIN BODY
TASK 1
P1 Negotiation and primary stakeholders linked with negotiation
Negotiation is considered as a communication channel which is established between
parties along with intention of solving different kind of conflicts as well as issues so every
individual person included in conflict is at advantageous position after the negotiation.
Negotiation assists organisation to organise different tasks in smooth manner so that their
agreement is reached without any kind of disputes.
The reason for occurrence of condition of negotiation is that when it involves above one
party is getting interested and offers various outcomes. When a party possess interest in

condition is not capable to decide general outcome of condition. The process related to
negotiation assess parties to reach basic ground through which party conducted in advantages
position this assists organisation to make sure that the activity and function connected to specific
condition of organisation must be communicated in smooth manner for achieving timely
outcomes (Cole and Lysiak, 2017).
The primal stakeholder in negotiations is determined as individual that is affected by
consequences related to negotiation. It is significant for management team of chosen
organisation to give priority to its stakeholder that is depend on effect of negotiation on party so
requirement of stakeholder is effected through negotiations that is central part of the process of
negotiation process. In assistance of this, the subordinate of selected organisation are determined
as the other stakeholder in process of negotiation this is determined as a financial outcome of
result of negotiation that imposes direct effect on member of organisation. Therefore, the
management team of business organisation required to increase understanding regarding role and
effect of negotiations on subordinate for limit resistance from it subordinate and make sure that
negotiations is determined as a best interest of workforce of organisation. In assistance to this,
the government authority as well as trade union is determined as a key stakeholder within the
process of negotiation as legal documentation connected to process of negotiation which is
supervised or controlled through government authority. It is also analyse that the user and
supplier are stakeholder within the process of negotiation that imposes direct effect on outcome
of result of negotiation during particular phase of time period (Dinnar and Susskind, 2018).
The reason behind negotiation there are various reason in which company decides to
negotiate in situation to increase profit and reduce or decrease legal obligation. There are various
reasons which are essential process that is given beneath:
To resolve conflict there are different kind of reason that is arise within business
organisation for resolving disputes for superior working environment as well as sales of
company. It is important to use process of negotiation by which both parties included in conflict
and compromise little bit in order to resolve disputes among them. In addition to this, it is
important procedure in reference of conflict in order to provide suitable solution for situation or
difficult situation that became areas for appropriate operation of company. BCG, Boston
consultancy group focuses on process of negotiation in order to resolve conflict no matter

between its users their investor and its staffs. And, the process of negotiation adopts company to
find appropriate solution for difficult situation.
Creating Win-Win solution the negotiations assists company to assess difficult situation
in proper way to negotiation skills that offered appropriate solution to parties in reference of
Boston consultancy group the organisation provides solution by which both party resolve its n
conflict through mutual agreement (Ippolito and Adler, 2018).
Different behaviour and perspective there are diverse behaviour perspective and
viewpoint of subordinate perform work within company that is primary reason for reduction of
procedure of negotiation. The significance of BCG the organisation and negotiation process
because investor and subordinates are of diverse perspectives that required to meet goal of
organisation also for matching overall perspective as well as great deal of company has the
requirement of process of negotiation skill. It aids assistance to subordinate to possess
organisation to crack deal in proper way.
P2 Phases and information needed for completion of negotiation
Negotiation is determined as a long procedure and needed step that must be followed by
both parties. Therefore, this process related to negotiation is mentioned below:
Prepare it is determined as a first level related to negotiation in which both party focuses
on preparing themselves for involving discussion and assess possible trade so that they focus is
on achieving desired outcome in timely manner. In context of BCG, the subordinate are included
in process of negotiation & prepare themselves regarding different questions is know when,
where and at which time the negotiation is taken place (Molan, Matthews and Arnold, 2016).
Exchange information in this level, the negotiation related to both parties with offer terms
as well as condition to them for sharing its interest with one another without any kind of
interaction connected to negotiation. In reference of BCG, the organisation focuses on terms as
well as condition that are clarified before dealing or avoiding any kind of conflict that is unfit to
negotiation in future period of time.
Clarify this level involve the discussion regarding every aspect related to negotiations for
justify one another about information as well as clarify all doubts regarding negotiation process.
And this system offer chances for any type of agreement before deal begin and problem solving
the fair negotiation is taken place where both parties included in the process of one another by

count problem. The counter will assists organisation to generate Win-Win solution for both
parties and provide positive result related to negotiation.
Conclude and implement when one solution is accepted then both parties have a great
about terms as well as condition and also clarified one another to maintain superior relationships
to manage it last. And this is determined as a situation which is helpful for both parties in order
to implement different things in an appropriate manner (Palmer, Owens and Doubleday, 2019).
The negotiation process is determined as important for organisation in order to crack
appropriate deals for company. In context of BCG, the organisation focuses on dealing in
consultancy services in order to contact with user in respect of organisation. It is important for
company to often needed services and company emphasised on requirement of user then they can
focuses on adopting those kind of services and process of negotiation aids assistance to company
to buy again as well as clarify at basic level so there is not any kind of contract that is entertained
during contract as well as big breach of contract is also provided for preparing process of
negotiation it is needed to research about requirement of other party so that appropriate pitch
prepared.
TASK 2
P3 Explanation of RFP process as well as significance documentation required
Request for proposal form is determined as a formal request that is issued through
organisation asking to its vendor in order to comply proposal that depict to goods and services
offered by organisation that address different kind of issues confronted by organisation. The
procedure of RFP process is going to be mentioned below:
Crafting RFP document the first level emphasis on generating detail regarding RFP
documentation that is essential for chosen organisation in verification and also involve important
information like objective, evaluation criteria as well as information that required
communicating.
Completion of client investigation the second level of a process of RFP include assessing
capability as well as efforts of client in order to offer appropriate services and achieve objectives
related to RFP in timely manner.
Short listing vendor in this level, the chosen organisation required to assess vendor that
possess qualification that is needed to address its need. It involves identification of various
factors and vendor focuses on strength for comparison of vendor.

Follow up on prepared shortlist herein, the chosen organisation required to conduct
evaluation of assessment of short-listed vendor for select most appropriate vendor of
organisation it involve asking to follow up the queries and problem along with vendor and also
request them and demo presentation of chosen vendor (Pitcher, 2019).
Completion of evaluation herein, the task of chosen organisation required to emphasize
on selecting most able vendor during the period of time.
Documentation of contract after selection of suitable or proper vendor, the organisation
required to emphasize on preparing appropriate documents related to this procedure offering RSP
outcomes for legal department and also draft statement related to work and generate contact that
contain useful or helpful Matrix for assessment.
Documentation needed for RFP process
Statement of work this is determined as a primary documents needed for the process and
it include record of different activities conducted by business organisation for this kind of
project.
Terms and condition it possess information regarding term as well as condition
applicable to agreement as well as contract formulated.
P4 Explain contractual process and how significant documentation is monitored
The procedure related to contract needed fulfil given requirement that is mentioned beneath:
Preparing a contract for preparing contracts, BCG offer needs as well as expectation of
organisation from project and partner so that there is not any kind of risk that is associated with
breach of contract. It is necessary to contract to provide details to party which is getting involved
in that contract and set different kind of payment details in an appropriate manner. Therefore, in
the contract they also mention goal that must be achieved in given time period.
Write a contract for writing appropriate contract, the organisation use reset template as
well as its legal team so that all information can be argued that involved significant terms as &
condition of contract (Pyles, 2017).
Agreement of negotiation the agreement letter to negotiation of both parties is discussed so
that any kind of issues that cannot generated in future period of time and processes should
simplified & long lasting for both parties.

Get approval before concluding contract, the negotiation is prepared should approved by
administration team before entering in contract and receive notification in order to assess
research & feedback connected to project.
Suppose Boston consultancy group focus is on entering into a contract along with
consultancy facilitates offer different facility to improve innovative product in similar market for
entering into a contract as per which prepare a contract along with need as well as expectation
that is mentioned for writing contact & they can taking advice or suggestion from legal team as
well as advocate & they should mention agreement related to negotiation between both parties as
they focus is on negotiating price related to consultancy organisation from Tesco organisation.
Furthermore both parties give complete agreement after getting approval or related to contract.
The contract is determined as a legal document that attract legal obligation in context of breach
of contract if any party breach contract then it attract legal formalities against organisation as
mentioned in contract act for breach (Romo, 2017).
TASK 3
P5 Develop an appropriate pitch applying key principles that achieve a sustainable competitive
edge.
The primary objective is to present idea related to business organisation in an appropriate
manner for achieving investment as well as partnership with specific business organisation. In
addition to this, their primary purpose is to present suitable pitch in order to achieve competitive
advantage over rivalries at marketplace. The Boston consultancy group is determined as a
American consulting organisation and when it is measured in context of revenue of organisation
that is determined as a second position between largest consultancy organisation over UK. And,
they required improving strong pitch in order to secure partnership along with strong & superior
client that are industry leader (Sheldon, 2019).
Mission the main mission is to provide unique product and services to its customer in order
to satisfy them during phase of time period. The main purpose is to provide services according to
need of customer in order to retain them for a longer time period.
Vision The vision to build effective brand name and goodwill at global level to increase
sustainability.
It is assessing that there are different kind of principle that is adopted by Boston consultancy
group for achieving sustainable competitive that is given in maintaining partnership. Herein, the

organisation focuses on make sure that partnership along with Tesco is maintained after
completion of contract. And, their primal focuses on participating in partnership with extension
of partnership. They offer increase services in order to achieve competitive edge in sustainable
manner.
Maintaining respect herein the focus is on maintaining respect for every consumer
irrespective of financial status they were able to address issues within an organisation. In
addition to this, this aids assistance to organisation to achieve competitive advantage over
rivalries at marketplace and build a strong relationship with user during the period of time.
Detail negotiation the process of negotiation required to details for make sure that all
parties are perform their business on similar and satisfied with decision. The good pitch aids
assistance to organisation to assess target and how to achieve it in proper way. . The principal
related to pitch aids assurance to company to maintain goodwill and brand loyalty and also offers
superior product to investor as well as user. The new vision helps in using or adopting
production services that assists subordinate in presenting & offer more and more ideas in an
appropriate way. The BCG provides contract to subordinate and user and also the investors for
organisation to build atmosphere for investor with employer as well as organisation (Spiller Kim
and Aitken, 2020).
P6 Assess the potential outcomes of a pitch.
Each and every business need to active in market so that it becomes easier for them to
understand different types of situation which can impact on organisation functions and
operations. Customer’s behaviour changes at rapid scale and without generating a proper page it
is not possible for organisation to achieve their goals and generate sales and profit for business.
Salesperson Company making sure that they have a most effective pitch which can influence
decision of other people to purchase a product or a service. In context of BCS, they also use pitch
within HR department and at workplace at larger level through which they are capable of
understanding each other's point of view. The pitch which is proposed by BCS can have a
basically 4 outcomes which are given as follows-
Agreement- This is a type of outcome which is a bound to be occurring when investors
are completely satisfied with enterprise products and services and accept their terms as well as
conditions. After that investor proposed agreement which is to be signed by project manager and
client on the spot after briefing about every stage and systematic process then agreement is

signed. It is critically necessary for selected organisation to properly go through the agreement so
that problem do not arises in future period of time.
Disinterested- It is also important and another outcome which can be occur when
investor or client is not satisfied with the proposed pitch due to lack of many factors. Once
disinterest is being developed investor will not move further forward and like to access more
information about project and project team. So in order to deal with competitors and survive in
market it is essential for selected company to check pitch for the project in most efficient manner
so that benefits are achieved accordingly.
On-going monitoring review of contracts- It is important aspect in which review on
going pitch and contract so that it become easier for them to decide whether to move for further
stages of project and invest time or not. With this on-going monitoring review different types of
questions are being asked by the investor to project manager. It is duty of a supervisor to ensure
that every question is being answered in smart way.
Self-disclosure- It is another outcome which is to be arises due to negative aspects of
pitch. In case of selected company this situation cannot arise because they have a long-term
history in the field of service also how to be considered as global Enterprise and dealing with
good number of clients (Tan and Melendez-Torres, 2016).
It is beneficial for enterprises to properly analyse impact of pitch on business product as
well as services so that studies can be implemented accordingly and it will be easy to make
decisions and negotiate with clients properly.
P7 Determine how organisations fulfil their obligation from a pitch, identifying potential issues
that can occur.
A particular organisation has a wide number of roles and responsibilities which are needed to be
properly fulfilled so that object is achieved within a specific period of time. After preparation of
a pitch and during its completion stage, detailed reviews to be done so that determined and
resolved as soon as possible. Different types of responsibilities of entity are completion of
publication of firm, which are further described below-
Follow up mail- This focuses on sending follow up emails negotiate with managers and
investors and with the purpose of sharing information regarding funding project status and other
important project details which are required for execution of a project. It is necessary to convert
leads into clients of customers so that project is easily executed.

Forecast and track- It is also crucial responsibility in which main focus is on
determining and forecasting of project activities whether everything is going under plan and
according to deadline. In project it is duty of project manager to track all the details related to
project activities and operations.
Maintain Politeness-It is another essential responsibility which is very important
because when project are being presented to clients and investor project manager need to make
communication in a very polite way so that investor get attracted towards project and issue do
not occur. Main benefit of this duty is that it helps in establishing of a healthy relationship
between both the parties which is for the beneficial for future growth of business activities and
expansion (Wertheim, 2016).
Failure to resolve concerns- This responsibility focuses on collecting information about
investor and client for example likes and dislikes so that it become easier to indicate and provide
most effective results to them through which they can invest in project without any doubt.
Failure to overcome this barrier can have a negative impact upon relationship with clients and
investor which will also directly affect funding of project.
Not reporting progress- It is a last duty of a project manager in which they need to carry
out and developed progress report on weekly basis so that it is convenient for everyone to
determine success rate of a particular task and activity. Furthermore it is analysed that problem
and failure related to this can also have a negative impact on over Goodwill of an Enterprise.
From above discussed paragraph, It is seen that responsibilities important for every
individual during project which are required to be focused so that all benefits are accomplished
and focus the task is achieved using. It is also that navigation manager should be aware about
these responsibilities and how they are fulfilled in what manner.
There are several applications that are confronted by BCG Company after pitch that is going
to be mentioned below:
Ethical issue Boston consultancy group possess not any kind of chances in order to attract
issues related to ethics is connected to invest as well as good as they focus on delivering its work
along with overall responsibility. In reference of fake promises by subordinate of BCG occur
ethical issues for chosen organisation

Lack of resources BCG needed subordinate along with good skill of negotiation and all
such organisation has a lack of needed and resources for improving its organisation (Winder and
Dowlatabadi, 2019).
Recommendations
To get needed outcome from above, there are various point that is determined as
recommendation through BCG. The appropriate pitch aids assistance to BCG in order to crack
deal and achieve sustainable competitive edge. BCG should focus is on recruiting talented
subordinate who possess superior negotiation is equal to offer better facility to its user as they
also provide training to existing staff member to increase negotiation skill and ability so that they
focus is on attracting more investor in respect of organisation.
CONCLUSION
On the basis of above given assignment it is assess that a negotiation is determined as
complex procedure that is important for smooth function and activity of organisation. It is
significant for organisation to improve appropriate negotiation as well as teaching capability for
gaining investment and deal with different stakeholder of organisation. This is not only make
sure that removal of issues and conflict from different activity of organisation but also assist
organisation in completing goal of organisation in an appropriate manner. The Request for
proposal is significant activity in order to complete different negotiation in smooth manner that is
significant for organisation to generated or explained RFP documentation process is related to
handling and monitoring techniques used. For this make sure that the appropriate use of RFP
based organisation to achieve results from negotiation therefore the pitch improvement is
significant for organisation as it assists organisation to present idea of organisation to its investor
in an appropriate manner. In addition to this, it is significant form of organisation to assess
outcome of developed if it is determined as a beneficial to help organisation to fulfil its
obligation.

REFERENCES
Books and Journals
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