Show Don't Tell

Even If It Doesn't Score High

Here's something they don't tell you in Consulting School (um, there's no such thing as Consulting School, which is part of the problem)...

How do you go about convincing a prospect that you know what you are doing and make a real difference to their project... without, well, sharing all of you insider secrets that would let them just do it without you?

I'll save myself and you some time: you can't. If you've committed enough to pitching for the business, you've also put enough time and research into believing in the integrity of your potential client. (Or, less positively, you just really need the booking. we're not saints here.) In for a penny, in for a pound; don't hold back.

But here's the real key to getting the gig. Put yourself in the position where you can tell the lead everything you know on that day, because in a week, you'll know more and they won't. But in a way that seems, well, not smug.

So don't be coy, if you've got some secret sauce, don't guard the recipe, because none of that stuff stays secret for more than six months, anyway. Optimal practices are a process, not a terminus.

And with that, I'm off to work on something along those lines for the day gig, which is asking me to generate strategies around increasing open rates in marketing and advertising emails for pharma. Something we've got more than just a little experience and insight into, given the sheer numbers of stuff that goes through our pipe, and how much data we've collected and analyzed. (And yeah, I'll link to it when it's up and ready, but that probably won't be for a couple of weeks. And if you want a hint in advance... follow the clocks. Because the clocks lead to money.)

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Feel free to comment, as well as like or share this column, connect with me on LinkedIn, or email me at davidlmountain at gmail dot com, or hit the RFP boxes at top right. RFPs are always free, and we hope to hear from you soon.