Making Rain: Prep, Pitch and Close

•

11 likes•8,233 views

Business Technology

BlackBerry attended the Professional Women in Advocacy
Conference in Washington, DC from December 8 to 10, 2013.
Here's a quick summary of the presentation delivered by Ann
Sullivan, President of Madison Services Group.

RULES OF ENGAGEMENT
The world is your oyster
Think like an entrepreneur
Set realistic goals
Know your revenue targets
Build on relationships – yours and everyone else’s

PREP
Who do I know?
What do I know?
What should I know?
Can I ﬁll a need?

PITCH
Open friendly – Don’t be in a hurry
It’s ok to give free information
Appearance matters
Lead with an idea, not a company
Be quick on your feet
Even when you aren’t pitching, you’re pitching

CLOSE
Know when to hold, know when to fold
Get to the point
Do the paperwork
It’s business, not personal

COMMON MISTAKES
You don’t do everything well
Lack of follow up
Too much follow up
Overpromising/underperforming
Hesitancy to talk about money
Seeing obstacles instead of solving problems

Ann Sullivan,
President
Madison Services
Group

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3. RULES OF ENGAGEMENT The world is your oyster Think like an entrepreneur Set realistic goals Know your revenue targets Build on relationships – yours and everyone else’s

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8. Ann Sullivan, President Madison Services Group