Methodology

Flexible and Proven

CORPORATE PERSUASION has developed a very flexible and proven methodology built around identifying all the major factors that can influence a competitive tender, bid or opportunity pitch, and then creating a framework where each is addressed in turn to create competitive and persuasive selling messages. This is sometimes referred to as a ‘War Room’ or ‘Situation Room’. This process can involve extensive analysis on dozens of factors, or just a handful of key issues depending on the situation and circumstances.


Quality Insights

In all cases it places critical importance on ensuring quality insights are captured and considered on the issues, needs, motivators, guiding values and business personality of the decision makers. Techniques to do this are explained. This information is then put in context with the opportunity, and the corporate political environment in which the decision is made.


Compelling

A core expertise of CORPORATE PERSUASION is assisting our clients to develop the most compelling arguments and strategy, not just developing an impressive presentation or document. This can sometimes mean challenging the team to develop unique or groundbreaking solutions if that’s what the analysis suggests it will take to win.


Persuasive Language

Another core expertise is helping individuals understand and apply techniques of persuasive language and structure so that they can present the selected messages in as persuasive way as possible both in written documents and in face-to-face presentations.


Face-to-Face Skills

CORPORATE PERSUASION can coach individuals to be more effective and confident in face-to-face communication including both one-on-one meetings and large presentations. Interpersonal communication skills are often vital to success because they can help build relationships that aid understanding of the opportunity and the decision makers, as well as inspiring confidence that the team can deliver.


Key Methodology Components


1. Persuasion Analysis, Planning and Development

  1. • Situation & Decision Maker analysis

  2. • Gap analysis and data collection strategy

  3. • Prospect contact plan

  4. • Message development

  5. • Persuasive support

  6. • Communication strategy

  7. • Pre-negotiation strategy

  8. • Resource management


2. Interpersonal Skills Coaching

  1. • Rapport Building

  2. • Probing & Listening

  3. • Influencing Behaviour

  4. • Presentation Delivery

  5. • Negotiation techniques


3. Document & Presentation Support

  1. • Identification of optimum structure and writing guidelines

  2. • Review drafts for persuasive language, tone and feel

  3. • Guidelines for graphic design

  4. • Staging design brief for major presentations

  5. •Development of creative themes

  6. •Presentation rehearsal coaching

  7. •Question & Answer coaching

4. Negotiation Planning

  1. •Facilitation of negotiation philosophy, strategy, and alternative

  2. •Position models

  3. • Management of role plays to refine tactics

when persuasion is critical

“I found out that being persuasive is not a black art – it is about having the desire to win, effort focussed in the right areas, strong interpersonal skills and lots of energy”

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