Tag Archives: pitchcoach

“All too human Johnson has a world of worry on his hands”

One of my sporting heroes is Martin Johnson.  His undeniable talent and his towering presence on the field  made him a formidable leader.  However, off the field, thrust early (too early?) into the role of manager, that presence seems diminished.  One reason he did not win our sport performance award, posted on Jan 4th.

The title here was the headline of an article by Richard Williams in yesterday’s Guardian.  It suggests there is indeed a worry.  Describing the performance at the press launch of the Six Nations, he said  Johnson spoke well enough with his customary thoughtful taciturnity and an occasional glint of humour.

The problem, a large one in every sense, was the body language.  “Those big strong fingers…were ceaselessly twisting in and out making his hands resemble a couple of baby squids having a wrestling match.  In the end, I stopped listening to the answers and concentrated on the hands!”

The article went  on “those fingers never stopped writhing…and what they were saying appeared, even in the most amateurish of body language, to betray a terrible anxiety”. Tellingly, it then compared this behaviour with the other head coaches on parade “it was impossible not to make a comparison with those who were able to sit back, drop their hands and have a relaxed conversation”

In other words he lost the ‘media’ pitch, badly.  Not because of what he said, but the way he said it.

You could argue that provided he inspires and motivates his players, which surely he can, then their performance will be all the talking needed.  The danger, however, is that his apparent, and public, lack of confidence will  be picked up by the team.

The indomitable Johnson, I’m sure, will conquer this in his own way and does not need pitchcoach advice.  (If he did, then the Rehearsal Best Practice guide could help!)

The big beast is back!

Recent posts have discussed confidence.  How Obama has it big time.  How  Gordon regained it, briefly, but is losing it.  How Mandelson is now the Labour voice of confidence, albeit in the wrong, and lately much diminished House (of sleeze?).  How Cameron and Osborne, economic ‘novices’, do not readily  inspire.

The timing was right. “With a crashing and roaring through the undergrowth the big beast is back!” Or in another animal analogy, from Athony Grimson, describing a one sided encounter with Mandelson’s representative in the Commons, “It was like sending a boy with a pea-shooter to take on a fully grown rhinoceros.”

At a time when we need some cheer, Ken provides it with his ebullience, authenticity, a ‘devil-may-care-frankness’, his self-assurance.  Add to this the perception that he talks about the economy as if he really does know what he’s talking about.  And in language we can understand!

However, the characteristic that is most frequently comented on is his “easy authority”.  Or, as Grimson puts it “the sense he conveys of being at ease with himself”.

In any  pitch, it is easy authority that will carry the day!

“Lend me your tears”…

One of many headlines that reported on Kate Winslet’s  Golden Globe Awards “acceptance speech of painfully histrionic proportions”. “There were tears, there was hyperventilation (Hhhuuuuh! Hhhuuuuuh! My God!)…it was memorable but it wasn’t pretty” (Times). “Could someone please pass the sick bag”.(Express).

For a great actress this was not a great performance! It was a lousy pitch.  So, what lessons can we, non actors, take from it? 

We accept that a pitch does call for performance.  It does call for content that is prepared in advance, that has an opening , a clear storyline with typically three scenes, and an ending.

 It calls for rehearsal so that the ‘actors’ are at ease with their material and each other.  It calls for, if not a director, an objective observer to check that intended and recieved communication are the same.

Perhaps, if Kate Winslet had studied the Pitchcoach Best Practice guides she would not have “joined the cast of Hollywood Howlers!”

“It’s all down to confidence. Obama has it”.

These words headlined an article by William Rees-Mogg in the MoS and there are plenty like it.  As the world economy falls apart, confidence, or rather lack of it, dominates the media, and our lives, at an intensity not seen since the thirties.  As a result we repond, perhaps disproportionately, to those who appear to have it.

Right now Gordon Brown has it more than Cameron.  His appointment of Mandelson who exudes an eery sense of confidence, could prove to be a masterstroke.  Perhaps one reason Kenneth Clarke is in the frame for the Tory front bench is an ebullient self-confidence less evident in his colleagues.

Barack “yes you can” Obama  has it!  Oratory up there with the Gettysburg address, body language to rival Roosevelt, whose  “jaunty figure communicated boundless confidence to his countrymen” and the charisma of Kennedy.

 The relevance to the business pitch?  Confidence has never been so important.  No one has a crystal ball, no proposal comes with cast iron guarantee, no procurement process can eliminate error. Now,  more than ever, it is the teams who inspire the intangible of confidence that get the vote.

How do you build this?  You accept that the more you rehearse, the more confident you will be. That the strong opening gives you and your audience confidence.  That it’s not what you say, it’s the way you say it.  And, that listening can be more powerful than talking.

Yet another lesson from Obama, ( Andrew Sullivan, S Times)  “What he gets, what he seems to intuit, is how to make others feel as if they are being heard”

Its what all clients want!   (More on confidence in Best Practice Guides and posts Sept 15, Oct 8,15,19)

Further 2008 Awards from Readers.

The inaugural Pitchcoach Awards for 2008, post before this, were received, given their highly subjective nature,  with surprising  levels of agreement.  Which was nice.  There were, however, several interesting and imaginative alternative nominations  from readers. Here are some of them.

A entirely new category was suggested, BEST PERFORMANCE BY A CRIMINAL.  Here O.J.Simpson put up a persuasive tearful defence but not as effective as the first time around. The winner, who hoodwinked police and media for weeks with an awsome, appalling performance as grieving mother, was Sharon Matthews.

A nomination for POLITICAL PERFORMER  was the articulate French Minister of Finance, Christine Legarde.  Like my winner, Boris Johnson, she has a way with words.  For example, ” France is a country that thinks too much and such obsessive thinking prevents reforms being implemented.” Vraiment!

Two names were suggested for best PERFORMANCE IN SPORT.  Both are Scots, both performing so brilliantly at their sport they don’t need to persuade us of anything.  Chris Hoy is more comfortable with bike than mike.  Andy Murray’s  sublime tennis is now simply too good for words. Or for Federer.

Ant and Dec were put forward under ENTERTAINMENT for their relaxed self-aware  personas but  these are negated  by appearances in the dismal, to me,  cockroach-crunching Celebrity Get Me Out of Here.  Another suggestion was Amy Winehouse, for unrivalled headline grabbing.  Who else in the same month in one poll was voted second “greatest ultimate heroine” and in another second “most hated”?  Already an icon.

Finally, a word  of caution.  President Bush  was not considered as the GLOBAL PERFORMER and is already best forgotten.  79% of Americans will not miss him.  However in power,  he managed for much of the time to ‘pitch’ his decisions, many of them terrible and get away with it.  As Frank Rich in the Observer says “The one indisputable talent of his White House was its ability to create and sell propaganda  both to the public and the press.”