How Not to Come Second

The art of winning business pitches
David Kean

The bible for anyone who has to pitch for new business and clients, and who wants to come in first – now in paperback.

You’ve made the pitch. A week later, you get the call from the prospective client: “We really enjoyed your presentation, and we thought your people were really good.” (By now, you know what is coming.) “But, this time, I’m afraid you came a very close second.”

Winning new clients and business is one of the most crucial activities in business today, and just as in sport and war, there can only be one winner – there are no prizes for coming second. Known as the “pitch doctor,” David Kean reveals the seven secrets of successful pitching in this book which has become the bible for anyone who has to compete for new business. Based on a course that has been taught to over 2,000 people in nearly 200 companies across the world, this book will professionalize your pitch process and transform your pitch results.

DAVID KEAN has over 20 years experience running large multinational client relationships such as FIFA, Reuters, Canon and BT, and consulting the best professional services companies in the world about how to win and grow clients.

978-1-905736-24-9
£7.99 PB
Rights: All
Sales territory: World ex. Asia & ANZ
Asia & ANZ sales: MCL*
February 2007