With the economic downturn and the possibility of a recession looming, the need to secure new business is becoming increasingly essential.
Remembering these points when entering the boardroom could be the factor that separates you from other prospective vendors.
Here’s what you need to remember when pitching enterprise companies.
1. Know The Opportunity
In the past, I have provided insight into getting through the RFP process.
You’re past that point now, having been chosen to present in the hopes of being awarded new business.
The RFP process gave you strict guidelines in the ask, as well as likely outcomes.
However, don’t simply approach the task with blinders on. My point here is that the ask might not be your strong suit, but completing the task will likely open opportunities for your organization.
For example, website development may not be your claim to fame, but a successful completion may lead to ongoing marketing and advertising work. Be open to stepping outside of your comfort zone in your willingness to work.
There may be more lifetime value potential from this relationship, and it also may give you a chance to case study an offering you do not have much experience in now – but may in the future.