When pitching a large corporation there are likely to be a number of decision-makers to win over.
I recently researched decision-makers for an auditing tools technology (Fintech), and began the process by carefully considering whom the tech would add most value.
See below, I identified two key decision-makers –
The Internal Auditing Manager –
The auditing tools allows the Internal Auditing Manager to run fraud risk analysis & duplicate payment prevention checks.
Also, the Finance Director/CFO – (who may have the authority to make a final decision.)
Key high-value points the technology provides the CFO include – Leakage prevention, fraud detection, profit recovery…
Please note, that there are likely to be many decision-makers to consider when we pitch MNCs.
However, let’s just stick to these examples to demonstrate the need to be specific with approach.
It’s key to engage with decision-makers with an attractive, high-value pitch that appeals to their specific needs.
To highlight and meet their specific needs according to their job role/function.
I’ve found that when I pitch a current high-value product service, that quite often one decision-maker will help convince the others.
But, not always!
We must clearly demonstrate value to each of the decision-makers. It pays to be specific to the individual when we pitch.
I love the quote-
“You can’t discuss the ocean with a well frog – he’s limited by the space he lives in. You can’t discuss ice with a summer insect – he’s bound to a single season.”
Great things can happen when we align a current, high-value product/service which solves specific problems.
People start to listen.
This is when we move from selling to helping.