Big pitch this week? Here are 7 surefire ways for leaders to help their team knock the meeting right out of the park.
✅ Let them know you’ve got their back.
The single most important thing you can do. Take fear out of the equation and they’re much less likely to freeze, much more likely to be a shining star. Let them know they’re only in the team because you think they’re brilliant, and that will still apply after the pitch, whatever happens.
✅ Don’t put words in their mouth.
If you want to write a script, join the local Am Dram society. Help your team to understand the thinking and trust them to explain the idea in their own words, in their own way.
✅ Don’t tell them not to be nervous.
That’s a sure-fire way of making them more nervous. Say, yeah, me too. Explain that those nerves are most likely just their nervous system warming up for the big match.
✅ Introduce them with pride.
Partly for the client’s benefit, but mainly for theirs. Say, ‘I love working with Tim because…’ and ‘Hannah is a genius when it to comes to…’
✅ Prepare them for the Q&A.
Many pitches are won and lost in the rough and tumble of the Q&A. Help the team to own questions about whatever they presented. This also means you can listen along with the client, and supplement or reinforce as necessary.
✅ Don’t over-rehearse.
Know when to stop rehearsing. Don’t wait for a word-perfect rendition. Stop when everyone understands all the pitch, everyone knows who’s saying what when, and there’s a clear flow. Be ready to leave something in the tank. (What do you mean, you don’t rehearse?)
✅ Every step of the way, be clear who carries the can.
And carry it with your customary grace and elegance, all the way to the winning post and/or the open-minded debrief about how to turn your ‘close second’ into gold next time around.