To be frank, I too was worried by the use of the word pitch.

I needn’t have been.

The word “pitch” is common currency amongst some of Joey’s key target clients. I know this to be true in the UK too as professionals like lawyers and architects are some of my best clients. For them – as for those in the media – the “pitch” is the key presentation to the potential client of what you propose to them. Whether we like it or not, whether we believe it’s a good way of buying/selling or not – the reality is that huge projects are won and lost in sales processes culminating in pitches like this.

But what Joey does is get behind the concept of a pitch and focuses on how you can develop an approach based on what the buyer really needs. He even covers how to win a pitch without actually pitching – just by listening and understanding the clients needs better than the competition.

So while the title of the book may be “how to win a pitch” – possibly in order to attract the attention of Joey’s key target clients – in reality the book is not at all about what we would traditionally understand by the “pitching”.

Bob – I really recommend you give it a read yourself to see.

Ian