Tag Archives: pitchcoach

Pitchcoach Award Winners 2008.

THE CRITERIA.

Performances during 2008 where the way someone communicated, the tone, the structure, the body language, the confidence and the charisma, are what made us really listen.

OUTSTANDING GLOBAL PERFORMER:    BARAK OBAMA.

Three candidates considered. Putin who exudes a sense of controlled power  through the force of his body language, making us forget he is no longer President.  The calculated release of photographs showing him shirtless cradling a Kalashnikov, whilst a tad obvious, enhanced the perception.

The Chinese government corporately, since the individuals are largely anonymous, did a superb job of both running, and  then pitching  the Olympics. Internally to the billion plus Chinese people and externally to the rest of us, thus accelerating recognition as a (the?) world super power.

In winning firstly the nomination and then the presidency, Obama gave us an object lessson in sustained  brilliance. Has there ever been a comparable performance? ( See post dated November 3).

MOST IMPROVED PERFORMANCE:  GORDON BROWN.

What a contrast.  In the first half of the year Brown was appalling.  Defensive, aggressive, unsmiling, like a chained bear flailing at Cameron’s clever thrusts. Today in a ‘cometh the hour, cometh the man’ transformation, he looks better, sounds better, smiles more and radiates confidence.  Now it’s Cameron who is not smiling.

MOST PROMISING NEWCOMER:   ELEANOR SIMONDS

Beijing saw the emergence of many sporting superstars.  Some of them natural communicators. The winner of this award,  Paralympic gold medallist swimmer, 13 year old Eleanor captivated in the pool and in the interview.  Enchanting.

BEST IN SUPPORTING ROLE:   SARAH BROWN.

Sara Palin may be a surprise nominee but her impact on arrival was significant. Her energy, in-your-face, hockey mom, pitbull outspokeness helped a tiring McCain move ahead in the polls.  But only briefly as media exposure, exposed her weaknesses. Carla Bruni, on the otherhand, frequently exposed in other ways, enhanced the profile of Sarkozy with style and elegance.

Sara Brown’s role in the second coming of Gordon was significant.  Her surprise platform appearance at the party conference charmed viewers and kick started her husband’s revival.(See post on Sept 15 and 24)

PERFORMANCE BY A POLITICIAN:   BORIS JOHNSON

At the start of the year Cameron was making the running but he is now losing out on three fronts.  To Brown, in  his newly found ‘saving the world’ role, in the House to Vince Caborne whose assured common sense commands attention, and finally to Boris Johnson.

Boris pitched strongly to defeat Ken.  As mayor, despite some ‘unlucky’ appointees, he has communicated with authority, reinforcing the unique ‘Boris’ brand. A future Prime Minister? (Post dated June 5)

BROADCAST PERFORMANCE:   GABY LOGAN

In news and current affairs the two ‘giants’, Jeremy Paxman and John Humphreys, continue in good form but would benefit from competition.  In a ‘blokey-crumpled face-next door neighbour-scouser’ way Adrian Chiles is a challenger and much loved by the BBC.   So too, seemingly, is the mannered but effectively intrusive Robert Preston.

More associated with sports progammes, the winner here is Gaby Logan.  She was the star performer of the  very many  commentators and news reporters, who outnumbered athletes, at the Games.  Naturally charming and a great listener, she draws the best out of her interviewees.

ENTERTAINMENT PERFORMANCE:  CHERYL COLE

With reality style shows, it is the ‘pitching’ pundits who make or break them, not the contestants.  Big Daddy, as ever, is Simon Cowell who gets better and younger looking(?) each time.  The formidable expert entrepreuners on Dragon’s Den run him close with their sharp and abrasive critiques.  This award however goes to Cheryl Cole, oozing empathy  Geordie style.

PERFORMANCE IN SPORT:     RONNIE O’SULLIVAN 

 No one can replace Jose Morhino, the  best at the after-match since Brian Clough.  Wenger continues to winge, Fergie to chew gum brutally, Capello to fold arms austerely, Scolari to look permanently surprised and only Harry to amuse.  In rugby, Martin Johnson’s towering presence on the pitch is diminished off it.  In cricket, Kevin Peterson is playing and talking a good game but not winning much. During a lean year, the  most engaging communicator was Ronnie O’Sullivan as adept with words as with the cue.

PERFORMANCE IN BUSINESS:   NO AWARD!

Not surprisingly, most business and financial leaders have been somewhat muted. Now that they know, that we know, that they know no more than we do, they are keeping shtum.  A small mercy.

Here’s to 2009. When the going gets tough, the tough get pitching….

 

Announcing Inaugural Pitchcoach Awards.

Responding to popular demand for a ‘best performer’ award,  January 5th post will reveal the winners of the 2008 Pitchcoach Performers.

Candidates will be judged in 6 categories- politics, business, broadcast, journalism, sport and entertainment.

Many recent award schemes, and reality shows, have been undermined by controversy -jury tampering, vote rigging, pouting pundits, phony phone-ins and media manipulation. To avoid any hint of bias the only vote that will count is that of pitchcoach.

Who wll win ‘Outstanding Global Performer,(probably no surprise here) Most Improved, Newcomer,  Best Supporting Act?

Entries will be drawn from the 50 or so pitch performers (see Topical section) who have appeared here since the first post in April.

IT IS NOT TOO LATE TO SUBMIT YOUR OWN CANDIDATES!!!  To submit names, with a supporting sentence, or not, log in or email me michael@parkerinc.co.uk .

Happy Christmas.

Wine pitched by an expert tastes better!

Last week I was a guest at an imaginative evening of corporate hospitality.  The hosts were ‘pitchcoach partners’ Sectorlight.  Two brilliant poets, David Jay and Luke Wright, got the evening off to an electric start. Either one of them would have given any pitch an unimaginable boost as would  young soprano, Louise Kemeny, whose unaccompanied voice held us us spellbound.

These three were the overture for the main attraction.  Being a social occasion, this was Matthew Dukes, wine correspondent of the Daily Mail.  His role was to conduct a wine tasting. The tasting was of the generous, rather than the swill and spit, kind. 

 Years ago, I was a guinea pig in a serious new product test carried out by a serious marketing company.  In laboratory conditions we tested, tasted, samples of sparkling white wine and champagne. All visual clues, label and bottle shape, removed. The samples sereved in identical measures, identical glasses, at identical temperature.

The winner?  A pale dry cider!

Scarred by this experience, I was not about to accept Matthew’s expertise.  However, I had underestimated him.  Not his wine expertise which is considerable but his pitching  skill.  For each wine he conjured up a word picture -the scenery, the stories around the chateaux and the owners, the ‘notes’- so each wine took on a character, a personality. And all this with a passion and infectious enrgy  which breached even my cynicism

The wines each tasted great.  And it wasn’t the wine talking. It was Matthew!

Incidentally, I later found out that Matthew has been described as “The Voice of Wine” by the Telegraph and has won Wine and Spirit Communicator of the Year.

“Perfect pitch: US music critic takes book prize”.

Not surprisingly this headline in the Guardian last week caught my eye. The article  that followed was about Alex Ross whose book, The Rest is Noise, had just won this year’s Guardian first book award, not at first glance relevant to pitchcoach!

 With composers ranging from John Cage to Schoenberg, the subject of the  book was 20th century music, contemporary and modern classical, an art form regarded by many as too technical,  too difficult and ‘inacessible’. Not in the words of this author!

Comments from judges included: “Everytime I felt overwhelmed by the technicalities, along came a sublime metaphor or simile that would light up the prose”.  Or this from the Economist, “No other critic can so effectively explain why you like a piece, or beguile you to reconsider it, or prompt you to hurry online and buy a recording”.

Nicholas Kenyon, who initiated Proms in the Park said “At a time when people are still talking about 20th century music as if it were a problem, here is a lucid and entertaining book……it’s the ideal mix of enthusiasm and information”.

The relevance?  Many business proposals call for detailed, technical, difficult, lengthy sumissions in document form to fulfil the brief.

In the pitch you need to ‘beguile’.

Thoughts on staging and content.

These thoughts were developed from the Best Practice guide and are now on www.gorkanapr.com

It’s not what you say, it’s the way you say it.

Pitching calls for performance. You’re putting on a show that is scripted to highlight key points, lifting and reinforcing your proposition. People are the heroes not the charts!

The document you submit should contain the detailed answer to the brief and satisfy the rational evaluation. Pitching is about the emotional response.

Be aware of the relative effect of purely verbal (content) versus non-verbal communication. Only 8% is verbal, 92% is tone and body language.

Tell’em…

“Tell’em what you’re going to tell’em. Tell’em. Tell’em what you’ve told’em!”

Listening to a presentation is hard work so you owe it to your audience to make it easy.

This means being highly selective in what you say, not just condensing the document. What must they remember? What are the differentiating elements of your proposal?

To decide, read and re-read the brief. Then review against your insight into the decision takers. Who influences them? How will they judge? What are their issues?

Structuring your content.

Think of the pitch as a play or opera. Start with a surprise opening or overture (“you never get a second chance to make a first impression”) before setting up your theme.

‘Signpost’ the way you will develop this theme under three main sections, or ‘acts’. Then develop each act with three/four supporting strands (scenes) clearly signposted.

Summarise each act before moving to the next, arriving at a your conclusion or proposed action. Finish on emotional, from the heart, no charts, call for the business.

Dramatis personae.

The people on stage are the heroes. Good rehearsal time is your best investment and is never wasted. In first rehearsal check content for clarity. Are signposts working? Are visuals aids not crutches? Are you a team not a sequence?

In the second rehearsal, work on tone and body language. Who sits where? Look for movement, energy and interaction within the team and with the prospect.

In the final rehearsal, aim for more naturalness and ease. Foster a genuine sense of team. You are no longer’ talking at’ but listening and engaging one on one . With confidence!!

Pitch an experience.

At its best staging a pitch is theatre. It calls for an idea that creates an experience, not a predictable presentation sequence. It calls for story-telling not death by PowerPoint.

It calls for a decision early in the process to do something special, leaving time to be imaginative, time to prepare and time to rehearse.

It calls for an emotional connection.

The Best Practice Guide titled Content and Staging covers this subject in more detail together with what I find to be a useful diagram for ‘visualising’ the shape and content of the pitch.