Kelso Consulting webinar on “David vs. Goliath: defeating bigger competitors at pitches”

LONDON - Nov. 8, 2013 - PRLog -- London based public relations agency Kelso Consulting (www.kelsopr.com) begins its autumn webinars series looking at how small businesses can defeat bigger competitors at pitches.

Kelso Consulting, a London public relations agency that specialises in professional service firms and partnerships, will hold the webinar on 15 November 2013. The webinar will draw on the examples of David vs. Goliath and apply this principle to small firms when they pitch to tender.

The webinar will be presented by Chris Matthews of SutherlandsPugh, a business development consultancy which helps professional firms grow. His presentation will include:

§  A firm understanding of what it is like to be a buyer and the drivers that affect their decisions – and how to use this to improve your performance

§  The fundamental approach needed to win the pitch, as opposed to getting on the short list

§  Ensuring you are in the best possible position before you enter the presentation

§  Strategies for successfully pitching against larger competitors, including a case study of how a Kelso Consulting’s technology client consistently won blue chip accounts against competition from a global giant.

Tim Prizeman, Director of Kelso Consulting said “Many professional firms fail through basic mistakes: for instance, trying to compete on the areas such as technical ability, capabilities, reach and expertise. These will get you on the shortlist, but the final appointment is decided on other factors, and a failure to appreciate this wastes the dozens, and potentially hundreds, of hours of preparation and courting prior to the beauty parade.”

To register, go to its website (www.kelsopr.com/seminar (http://www.kelsopr.com/seminars)

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About our speakers:

Chris Matthews is Principal of SutherlandsPugh (http://www.sutherlandspugh.com/), a consultancy that helps professional services firms grow their top line. He has been advising professional services firms – lawyers, accountants, consulting engineers, actuaries and management consultants - for over twenty years.

Chris began his career with Arthur Andersen, before moving to communications, where he became CEO of one of Europe’s biggest financial PR and lobbying firms, which he doubled in size and quadrupled in profitability in just over four years. He then set up his own professional services firm and grew it from a single client to become a top ten business in its industry, with a record of unbroken growth for over a decade.

Tim Prizeman is a director of Kelso Consulting (www.kelsopr.com). Like Chris, he was also at Arthur Andersen (and Deloitte).  He founded Kelso Consulting in 1997 to provide high impact media and thought leadership campaigns for knowledge-based businesses such as professional and financial firms, consultancies, recruitment businesses and business technology companies.