Thank you to everyone who reacted to or left comments on the article Kirstie and I wrote ‘Head In A Paper Bag’, we are delighted it was useful and thought provoking. We’ve been approached on our perspective on how this all relates to pitching for work when working remotely, and our conversation went something like this...
Kirstie = Captain Marvel
Richard = Me (Ant-Man)
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Kirstie: Hi Richard. I’m so pleased with the reactions and feedback we have had on the articles we have published so far.
Richard: Hi Kirstie. Yes, seems we have hit a chord. Any particular areas that you’ve noticed people want more help on?
Kirstie: One need has come up consistently: in this challenging world with lots of companies finding it difficult to secure new business, the ability to impress in a pitch, being conducted remotely, seems to be a big concern.
Richard: How to make a sales pitch over Zoom or Webex?
Kirstie: Yes. We are all used to maintaining contact with existing clients over the telephone or videoconference. However, for new work, especially with a potential new client, most of us would have ensured some of the interaction was face-to-face. Our team with their team in a room.
Richard: So, what is especially challenging; is the technology causing problems?
Kirstie: Actually no, with a little help Microsoft Teams, Skype, Zoom etc. all seem to be working well. People can see and hear each other, but the chemistry can be difficult. How do you establish new relationships through computer screens?
Richard: What is at the core of the problem?
Kirstie: Clients usually want to see the people who will support their business. They want to sit across from the senior leaders who will ultimately be responsible for the project. They want to meet in person the team members who will be their daily contact. It’s tough to bring a large team to the virtual room effectively.
Richard: Through my years of working remotely I’ve always tried to still go and meet new contacts face to face; as it were, to break bread together. What can we do when travel is not possible?
Kirstie: I’ve suggested considering carefully who and how to bring the team to the pitch.
Richard: Is that a problem? Can’t we just get both teams all joining through the virtual?
Kirstie: We can, but this can get messy. People speaking over each other. The client may not even see most of the people sitting with webcams on.
Richard: So, you make sure you have a nice big photo of the team on a slide, and then just keep the pitch meeting attended by you and a few key people.
Kirstie: Yes and no. Yes, do find a way to introduce your team. Find different ways to bring your team into the virtual room, but it needs to be more than just adding in a slide with a photo of each individual. That’s not making the human connection, not showing what charming and smart people they are!
Don’t just share a team chart. Create a document that introduces and explains who the full team are. Maybe half a page on each person – photos, their experience and expertise. Maybe add something extra, like quirky interests outside work. Paint a picture of the great people they’ll have working on their business.
Richard: I could do that. It still feels a shame not to bring the whole team into the virtual presentation itself.
Kirstie: I agree – so you need to say to yourself “Avengers… Assemble”.
Richard: …?
Kirstie: How many superheroes are there in the Avengers movies? Iron Man and The Hulk and Spiderman and Black Panther and Captain Marvel and so on. Even if I just count the main ones, I quickly get to a total over twenty. That is a big team to bring to the big screen.
Richard: And Ant-Man – he is my favourite.
Kirstie: The film makers knew that they could not bring these all together immediately into the first films. The first Avengers film with a large set of the heroes is number 6 in the franchise. Avengers Endgame, where we get more than 20 main superheroes, is past film 20. The makers introduce characters one by one, or in small groups. They wait to bring larger sets together. Assemble your team in a similar way. Just do it over sections of your pitch presentation rather than over multiple long films.
In practice I would do this. Firstly, I would recommend one or two people are designated as the key contacts, who the client sees throughout.
Richard: Like Iron Man and Nick Fury are in most of the films.
Kirstie: They should be consistently present throughout the virtual meeting; perhaps one senior leader, Iron Man, and the project manager, Nick Fury.
Richard: Sounds like a good start, shows commitment and gives the opportunity to establish the ongoing chemistry, without distractions from multiple participants.
Kirstie: Exactly! Secondly, you bring the rest of the team in individually and in small groups, for sections of the pitch.
Richard: We add Black Widow and Captain America. Oh, and Ant-Man – always Ant-Man.
Kirstie: You would bring them into the virtual meeting for a set time; e.g. “I’m dialing-in Louise now, she is our expert on the insight analysis element of this project. I’ll let her introduce herself fully, but you are going to love her expertise in your market”.
The client is not bombarded with a virtual team, but rather is introduced to them in small chunks. You focus the client’s attention to the member of the team most relevant to the point in the story you are telling.
Richard: This makes such intuitive sense. I can see how it would work so much better.
Although, this could be tricky to execute – different people calling in at different times.
Kirstie: If that is a concern, run a couple of practice sessions beforehand. Book a virtual meeting and do a full technical run.
Richard: Yes, anyone not doing so is asking for a technical calamity. I still want a way to really show the whole team together. To bring the charm.
Kirstie: You could pre-record your whole team, introducing themselves and their role. Like a big teaser-trailer for season-ending Avengers film.
Make sense?
Richard: So, bring your team into the Virtual Pitch differently – Assemble your Avengers. Show the whole team through images and pre-reading, and maybe even videos. Then bring them into the virtual pitch in ones and twos, when most relevant, giving them space and time to have their own Avengers movie moment.
Kirstie: Yes.
Richard: And always make sure you include Ant-Man.
Kirstie: If you must Richard.
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If you want to learn more, do get in contact. We both passionately want to help people adapt to working remotely. We have many stories to tell, and tips to share.
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