Pitch Book

Does anyone have tips for creating a good pitch book? Thanks!

They want you to say what you do and then do what you said.

When you say what you do, you get a job.

When you do what you said you get many jobs.

If not, you don't.

Know what your customers want. Know what they fear. Know what makes you different from everyone else. Make that difference what they want, and what saves them from the fears.

I used to have an elaborate pitch book. Nowadays, I sit them down and we talk. If we're not the first, we find out why others failed. Then I decide whether I can help them. If I can't, I tell them so. If I can, then I find out if they are prepared to pay the price to do it right.

If they want proof, we go though the pictures of other jobs we've done - here's what we figured out was the problem, this is what we did to fix it, here's the result.

But then again, it depends on the kind of customer you want.