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.