Pitching can be a rewarding business

Yesterday we ventured forth into the cut throat world of “pitching”.  A pitch is a presentation to a prospective client, with the aim of providing services to that client, subject to an agreed contractual framework.

I have often argued with colleagues that it is far better to pitch and fail – than pitch and succeed where there is an obvious mismatch between you and the prospective client.

This can be cultural, or project specific: either you don’t fit the chemistry of the organisation, or the project on offer is too far away from your core competency. Very often eager new (and some old!) smaller consultancies go after work they really shouldn’t. Whilst this is understandable, it doesn’t add to the longer term business. There is always an opportunity cost, and sometimes it’s just nicer to say ‘thanks but no thanks…’

Author: Damian Merciar

Damian Merciar is Managing Director of Merciar Business Consulting, http://www.merciar.com, a niche business economics consultancy founded in 1998. He has over twenty years experience in the areas of commercial Business Strategy. He is experienced in the transition environments of nationalized to private sector state utilities and the senior practice of commercial management, advisorial consultancy, and implementation. He has carried out policy advisory work for government ministries and been an adviser to institutional bodies proposing changes to government. He holds an MSc Economics from the University of Surrey’s leading Economics department and an MBA from the University of Kent. Also attending the leading University in the Middle East, studying International Relations and Language, for which he won a competitive international scholarship, and has a BA (Hons) in Economic History and Political Economy from the University of Portsmouth. He is currently based in London.

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