How Not to Come Second by David Kean at Bookstore UAE
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Home > Business and Economics > Business and Management > Sales and marketing > How Not to Come Second: The Art of Winning Business Pitches
How Not to Come Second: The Art of Winning Business Pitches

How Not to Come Second: The Art of Winning Business Pitches


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About the Book

A savvy, practical guide to beating your competitors and winning a business pitch - This book will be the definitive guide to winning pitches. Winning new clients is the most competitive activity in business today. Virtually all companies now find themselves having to pitch for work and business. And like any competitive activity - sport, war, politics - there can only be one winner. There are no prizes for coming second. Victory goes to the player who is best prepared, best equipped and best organised. Written by a leading pitch consultant and trainer, this book brings together, for the first time, the trade secrets to winning new clients and business. Practical but powerful, the book covers what prospective clients are looking for at a pitch; what pitching companies usually give them and why they come second (or worse!); and the seven secrets of successful pitching. By implementing the simple advice and methods of this book, your company's pitch process will become professional and your success rate will improve beyond recognition.

About the Author :
David Kean has over 20 years experience at the UK's largest advertising agencies, running client business on brands such as BT, Canon, General Motors, FIFA, Tango and McDonald's. In 2000, David was the highest rated new business director in London's adland according to Campaign magazine's league table. He is currently European Business Development Director of Diversified Agency Services (part of the Omnicom Group) a leading provider of pitch consultancy and training.

Review :
"David Kean has written the only book I have ever read that gets close to giving me real insights into a critical part of the process of winning. I wish he had written it decades ago." Peter Mead, co-founder of Abbott Mead Vickers BBDO "I wouldn't want to go into any big pitch without getting David Kean's advice first. This book is the next best thing to getting the man himself." Mark Jones, editorial director of Business Life magazine "If I was a client, I'd make sure any agency pitching to me had read this book." Dominic Mills, Editorial Director of Campaign, Marketing and Media Week "This book will be invaluable for anyone in professional services to improve their win rate. Applying these principles in a disciplined way will help the novice and experienced professional alike." William Stancer, Global Director of Marketing Resources, Accenture "Want to win that new client? Clinch that deal? Here's a plain talking guide to the art of business pitching which should be compulsory reading for the whole team." Neil Harnby, Partner at Linklaters


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Product Details
  • ISBN-13: 9781904879626
  • Publisher: Cyan Books
  • Publisher Imprint: Cyan Books
  • Height: 216 mm
  • Returnable: N
  • Width: 138 mm
  • ISBN-10: 1904879624
  • Publisher Date: 09 Mar 2006
  • Binding: Hardback
  • Language: English
  • Sub Title: The Art of Winning Business Pitches


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