Evaluating Pitching & Negotiation Skills for Sustainable Advantage

This report provides a comprehensive analysis of pitching and negotiation skills, crucial for business development and achieving sustainable competitive advantage. Focusing on Risual, a UK-based consultancy, the report examines the development of effective pitches, the importance of understanding the organizational context, and strategies to maximize the chances of a successful pitch. It delves into creating dynamic and persuasive pitches, assessing potential outcomes, and fulfilling post-pitch obligations. The report also highlights potential issues, risk management strategies, and ways to overcome barriers in the pitching process. Furthermore, it offers insights into negotiation tactics, the importance of understanding customer behavior, and the development of long-term thinking to ensure successful business outcomes. The report concludes with a summary of key findings and references supporting the analysis.

Pitching & Negotiation skills
(Task 3 and 4)

Cover Content
• Introduction
• Development of appropriate pitch
• Examine the pitch process in an organizational context, evaluating ways to maximize the chances of
a successful pitch
• Dynamic & creative pitch that is persuasive and concise in order to achieve sustainable competitive
advantage
• Assessment of potential outcomes of a pitch

Introduction
• Pitching is referred to a procedure of effectively and properly showcase the idea in context to a
business process to various individuals that is customers, investors and other stakeholders as well. It is
determine that such procedure has the potential and ability to change the perception and behavior of
people positively towards goods and services offered by an entity. On the other side, Negotiation is
consider as a procedure that is adopt by people of a company in order to ensue reconciliation of
difference among various parties and to deal with them within a common platform. In the present
report, Risual is chosen as a base company. It is a UK based small consultancy business. The company
was founded in the year 2005 and its head office is located at Stafford, UK.

Development of appropriate pitch
• It is important for an entity to create an appropriate pitch in order to proper implementation of
the deals and contracts associated with the company. The procedure with the principles of
sustainable competitive advantage is given below:
• Objective Development
• Centralization of Idea
• Presentation Structure
• Factual Display

Examine the pitch process in an organizational context, evaluating
ways to maximize the chances of a successful pitch
Pitch is is defined as a procedure which is adopt by an entity to in order to make an effective
interaction and communication with staff members that assist in achieving desired goals and
objectives on time period. It is essential to have a two way interaction so that every person get a
chance to share their ideas and thoughts as well. There are various ways by which an entity can
increase the chances of delivering a successful pitch in an effective manner. In addition to this,
several ways is given below for successful pitch
• preparing for the pitch: It is important to prepare a pitch so and make use of attractive
beginning lines as it is is analyzed that first impression is everything.

Cont...
 Appearance: It is important for a person who is interacting with customers to have a good
appearance that is office based or a formal suit.
• Enter with confidence: It is analyzed that confidence is one of the essential element that help in
delivering a successful pitch. Offering handshake, speak clearly, genuine smile assist in creating
good interaction with customer and investor as well.
• Know your product: It is important for an individual to have an in-depth knowledge about the
product that they are pitching as it develop a good impression in front of customers and help in
getting better deals as well.

Cont...
Negotiate: one of the key element of pitching process is negotiation. In order to enter within the
bidding process, it is important to remain silent and let your client as well as investor to think
without any interruptions. This process help in dealing with clients in a better manner and also
aid in getting the deal done.
In order to implement the whole process in an appropriate manner, it is important that all the data
which is available is to be utilized in an appropriate way as it assist in gaining positive outcomes. In
addition to this, all the information present is to be used carefully in order to decline the level of
flaws. Moreover, it is evaluated that an effective sales pitch help in wining the trust of stakeholders
that is significant in order to achieve targets in an effective manner.

Dynamic & creative pitch that is persuasive and concise in order to
achieve sustainable competitive advantage
• In order to attract people and conveyance them for buying products and service, it is important
for an organization to have an appropriate and attractive sales pitch. For this, Risuals can provide
training to its sales team that assist in developing good deals and enhance profitability of
company. The creative and Dynamic pitch is developed and is given below:
• Sales executive: Hello! God morning sir I am from Risuals consultancy and I wanted to brief you
about our newly lunched computing software. Do you have some time?
• Customer: OK, go ahead.

Cont...
• Sales executive: Sir, we have already establish frameworks of G cloud and our engagement
across public sector. We are providing support to UK leading technological sector services.
Presently we are having a offer on our new launches where we will be offering additional free
services for one year and along with that data protection software will also be installed.
• Customer: Are these additions absolutely free with your Cloud computing services
• Sales executive: Yes sir because of our new launches company is offering these attractive offer
to our existing customer base only.

Assessment of potential outcomes of a pitch
• There are some outcomes that are related with a pitch in context of Risuals that is offering a
business aligned consultancy services and solutions based on Microsoft platform as discussed
below:
• Pitching is a process that is completely dynamic and requires two basic different mind sets. There
is requirement to have a belief on the idea and make the ability of team. There is also a
requirement to demonstrate the capacity of perseverance and chances by receiving response from
the potential or prospective customers.

Cont..
• No response: It is a very common outcomes where a prospective customer instead of accepting
or rejecting the offered deal by organization might completely decline it and there is requirement
of presenting some alternative options from client side.
• Rejection: This is also a common outcome that can take place after the negotiation process
where the prospective customer might completely reject the proposal of the manager.
• Acceptance: This is the most positive outcome where the customer might accept the pitching
process and further there will be future processing of the deal that is going to take place after
client has responded with their approval.

Determination of how organization fulfill their obligation
from a pitch
• There are several ways that can help a small consultancy organization like Risuals to fulfill their
overall obligations. In relation to the organization it will be accomplished after there so
fulfillment of post pitching obligations that is required to ensure timely follow-ups and help in
reducing the situations of future possibilities of conflicts. The open ended pitching helps in
making flexible modifications in the future time period and will help in securing the firms
pitching process in a more appropriate manner.

Cont...
• Some of the common barriers that are part of the pitching process is mentioned below:
• Non achievement of final objective: In case of Risuals the objective of Manager since the
starting of the pitching process would have been to get the positive response of their prospective
customers by obtaining their approval and acceptance of the offer. And this is one of very
commonly occurring barriers in the pitching process where the client might not accept the offer.
• Ambiguity: In this situation there is presence of high amount of ambiguity on part of customer.
This clearly indicates a development of a situation during the pitching process & sometimes
favor the pitching process where client might not respond at all

Recommend ways in which an organization can fulfill their post-
pitch obligations, highlighting any potential issues
• There are several way that can be sued for purpose of solving issues such as manager can use a
approach of taking in between feedback during the pitching process instead of always relying to
wait for the process to end. There can also be a situation where there has to be feedback taken so
that all the post pitching obligations can be fulfilled . That is contact to the customer and identify
what is their basic reaction after the pitching process has been completed. These reactions and
feedback are very important in future pitching process and will help in dealing with all barriers
that can arise in future process of pitching sales by managers.

Cont..
• There are certain ways that can be used for developing a understanding of posy pitch following
up
• Refusing to break with prospect: There is a need that sales execution has to politely follow all
their leads and let the organization low that they will not be able to meet the requirements.
• Generic follow up: There is a need to understand that there should be fleshing of details about
organization and after that further conversation must start to make the client understand how
unique is their brand.
• Long term thinking: There is a need to understand that what can be some of the prospective

Critically evaluate the pitch and post pitch outcomes to
determine potential issues and risk management
• There are several risk that are part of every pitching process one of the main potential issues
includes Consistent behavior of the customer Usually if there is a variation in the behavior of a
prospective customer in form of showing some signs of either positivity or negativity during and
after the pitching process has been completed. But if the customer is not showing any type of
variations and they posses just in type of behavior &expressions then it again leads to confusion
for manager in understand the reaction of their clients. Risk management can be in form of
making regular contacts with the customers and try to understand the main shortcomings that
they find in the offer.

Conclusion
• From the above discussion, it has been concluded that pitching & negotiation is highly important
for a company in order to effectively increase the scope and to get best deals in an effective
manner. In addition to this, it is significant to analyze the overall procedure and concept of
negotiation as it help in developing positive situations in an effective manner. Moreover,
development of appropriate pitch is essential in order to make other people conveyance towards
brand in an appropriate manner. Lastly, determining outcomes and various ways by which it
could satisfied obligation through pitching is also important for an organization in order to get
better results and outcome as well.

References
Baranowska, J., 2018. Creativity in managing innovative education based on the Smart-Up Lab
program and Project Based Learning method. World Scientific News. 104. pp.90-101.
• Fletcher, D., 2018. Looking to the future: how can we further develop critical pedagogies in
entrepreneurship education?. Revitalizing Entrepreneurship Education: Adopting a critical
approach in the classroom
• Greenwood, A., 2018. Experiences with authentic assessment on two practitioner-focused
business degree programmes.

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