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