Case Study 1
Sales Productivity - Pitch Consulting
Global Commercial Real Estate Firm
The Challenge
The client was in a competitive bid (RFP) situation for the awarding of a transaction management contract from a Top 20 American-based company formed as a result of a merger and acquisition. The magnitude of this deal was tremendous as the management of transactions for greater than 250 million square feet of office space was at stake. BottomLine Group was engaged to consult on the winning approach in the best and final presentation.
The Approach
BottomLine Group facilitated a disciplined thought process in three stages with all the internal client stakeholders:
- On the basis that individuals make decisions not companies, it was assessed what would be a winning strategy for rational and emotional reasons.
- A simple and strategic message was structured for a team presentation to be delivered that persuasively highlighted how the pitching client is different based on client needs not "marketing speak”.
- The presentation team was choreographed and rehearsed multiple times focusing on persuasive delivery, team work, timing and Q&A management.
The Result: BLG Client is engaged
The recipient client was impressed with the simplicity of the approach, notwithstanding the strategic content, as well as the persuasive team presentation highlighting how close-knit a team of more than 10 presenters can actually be.
