The book focuses on the special nature of winning significant business in competitive
markets in pitches involving several formal stages. It will:

Review the essential processes of making complex sales and the role of core
techniques of persuasion

Show how to handle initial contacts and meetings and obtain a clear brief regarding
customer/client needs

Demonstrate the process of analysing client needs and putting clear and persuasive
proposal documents in writing

Sunday: What is a pitch?

Monday: Initial contact

Tuesday: Planning a powerful response

Wednesday: Putting proposals in writing

Thursday: Preparing a formal presentational pitch

Friday: Making the presentation

Saturday: Follow-up action and the power of persistence