NuLevel Strategic Solutions, LLC9115 Harris Corners, Ste. 440Charlotte, NC 28269www.nulevelsolutions.com
Presented On:March 12, 2013
Presented By:
David Willis, [email protected]
Office: 888.503.3218Fax: 888.503.6170
“Pitch Perfect”Pitching to Win
I. Overview
II. Corporate Expectations
III. Key Pitch Considerations
Session Goals
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What’s the Big Difference?
RFP Unsolicited
Who Creates the Opportunity!!
Overview:RFP vs. Unsolicited Pitches
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• Innovation • Value-Add• New Concept
Introduction
• Response to Actual Opportunity
• Competitive
• Build Consensus Around Value Proposition
• Access Higher Audience
• Knowledge Transfer• Goal = Win Relationship
Exploratory Escalatory
ConceptualResponsive
Overview:Pitch Categories
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Corporate Expectations:Key Supply Side Considerations (EPS Drivers)
EPSEarnings Per Share
Regulatory & Compliance
Consolidation
Cost Reduction, Savings & Avoidance
Risk Mitigation
Innovation
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Compatibility
Stability
Capability
AccessibilityDependability
Flexibility / Adaptability
Scalability
Corporate Expectations:Supplier Bizabilities
• Competitive Advantage
• Pricing Premiums
• Business Value
• Expansion / Revenue Diversification
• Superior Talent
Bizabilities
Demonstrating strength in these areas will lead to the supplier being more attractive to the corporation, as well as it gaining the following:
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• Utilize “Insider Vigilance” Approach to Gain Intel• Establish and Utilize Advocates• Know the Business – Conduct Broad Data Sweep
– Credible News Sources– Hoovers / Dunn&Bradstreet– 10-K / Annual Report
• Know Industry & Market Conditions Impacting Company• Know Performance and Health of Key Competitors• Know Top 5 Goals & Challenges Confronting Company
– Build Business Case around these Signals
Pitch Requirements:Intel
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How Will They Move
Transformers?
Who will handle the signage on their new
facilities?
What Kind of environmental
considerations will There be?
Who will build new plants?
What branding / PR opportunities are
available, as a result of merger?
“A combined Duke-Progress Energy giant will have to retire and replace all of its aging
power plants by 2050.”
Source: Tampa Bay Times
Focus = Supplier Consolidation
Pitch Requirements:Sample Intel Signals (Duke Energy)
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What is their strategy to cut
costs?
What contracts will be up for
renegotiation?
What could we do to drive cost reduction, savings, avoidance?
How will shrinking supplier base impact
overall market competition?
Will Tier 1 opportunities exist?
What human resource functions
are being displaced?
“The four largest banks in the world are expected to
grow earnings by more than 30% a year over the next
three years. But these banks are only projected to grow revenue by an average of
2% a year until 2013.”
Source: Thompson Reuters
Focus = Cost Reduction
Pitch Requirements:Sample Intel Signals (Financial Sector)
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Is my business compliant with
Healthcare Sector?
What are the inefficiencies
within the industry?
What opportunities exist with
manufactures, seeking greater
efficiencies?
Do we have any innovative supply
chain solutions that could be pitched?
How could data and information
transmission be improved?
How can we expand our model to be more efficient, compliant and
scalable? Key Healthcare Sector Concerns:1. Reducing the cost of
compliance2. Bringing new devices to
market quicker3. Improving customer supply
and satisfaction4. Reducing overall cost of
goods5. Other
Source: MedCity News
Focus = Innovation & Efficiency
Pitch Requirements:Sample Intel Signals (Healthcare Sector)
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• Determine what problems are confronting the business
• Look for inefficient areas – Trapdoors • Decentralized or Centralized Operations• Unionized or Non-Unionized• Pending M&A activity
Pitch Requirements:Things to Look For
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• Resolving Identifiable Inefficiencies• Cost Reduction, Savings, and Avoidance• Scalability (via, strategic alliances, internal
resources, etc.)• Capacity and Capability• Innovation
Pitch Requirements:Determine Your Angle
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• Know What Your Pitching (i.e., Responsive vs. Conceptual)• Understand, and Demonstrate Your Ability to Solve the
Problem• Quantify Your Value Proposition• Clearly Differentiate Your Business – Use “Brag Sheet”• Anticipate the Big Questions• Leave a Big Impression – Make them Love You• Protect Your IP• Ensure that there is a Next Step
Pitch Requirements:…And Finally
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