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How Not to Come Second: The Art of Winning Business Pitches (Hardcover)

by David Kean (Author)

4.7 out of 5 stars See all reviews (15 customer reviews)

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3 new from �47.16 5 used from �9.00

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Product details

Hardcover: 192 pages
Publisher: Cyan Books (9 Mar 2006)
Language English
ISBN-10: 1904879624
ISBN-13: 978-1904879626
Product Dimensions: 21.6 x 14.8 x 2.4 cm

Average Customer Review: 4.7 out of 5 stars See all reviews (15 customer reviews)

Amazon.co.uk Sales Rank: 184,738 in Books (See Bestsellers in Books)
Popular in this category:
#92 in Books > Business, Finance & Law > Sales & Marketing > Sales Techniques

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Product Description

Dominic Mills, Editorial Director of Campaign, Marketing & Media Week
"If I were a client, I'd make sure any agency pitching to me had read this book."

Tom Watson, Former vice-chairman of Omnicom
"The quintessential book on pitching and winning new business - a definitive guide on how to do it right."

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	62% buy the item featured on this page: How Not to Come Second: The Art of Winning Business Pitches 4.7 out of 5 stars (15)
	20% buy Pitching to Win: The Art of Winning New Business �6.99
	12% buy Perfect Pitch: The Art of Selling Ideas and Winning New Business (Adweek Books) 5.0 out of 5 stars (6) �12.99
	6% buy Life's a Pitch 4.0 out of 5 stars (8) �5.99

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Customer Reviews

15 Reviews

5 star:		(14)
4 star:		(0)
3 star:		(0)
2 star:		(0)
1 star:		(1)

Average Customer Review

4.7 out of 5 stars (15 customer reviews)

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Most Helpful Customer Reviews

4 of 4 people found the following review helpful:

5.0 out of 5 stars I wish I'd read this twenty years ago...., 26 April 2006

By	Jonathan Hemus - See all my reviews (REAL NAME)

Really practical advice on how to win rather than receive the dreaded "great presentation, but you were just pipped at the post" phone call. The writing style is accessible and entertaining which makes it an easy - though always valuable - read. Really useful advice on the entire pitch process - not just the presentation itself - which, if applied, should greatly improve your chances of winning. I would recommend this book to anyone who has to pitch for business - maybe with the exception of competitors who will be pitching against my consultancy!

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3 of 3 people found the following review helpful:

5.0 out of 5 stars It's common sense - isn't it??, 10 Aug 2006

By	Nick Fennell (Oxfordshire England) - See all my reviews

What an outstandingly helpful book - which should never have needed to be written
It's just common sense from start to finish, but how many of us practice that?
We will all benefit hugely from it - especially those of us who know best!

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3 of 3 people found the following review helpful:

5.0 out of 5 stars The full picture of pitching, 25 April 2006

By	C. Bailey - See all my reviews (REAL NAME)

Whether you are a pitch virgin or pitch veteran this book is well worth the read.

Having worked as a Creative Director in both advertising and pr , I have over the years competed in numerous pitches both nationally and internationally and like most people experienced on occasions the pain of what David Kean calls coming a "close second". Or as Jerry Seinfeld calls it "the champion loser".

Like a winning pitch presentation this book gets you to the point in a concise and clear way (i read the whole thing during a two hour train journey). It is well written and gives you the full picture of what winning involves. Talking as much about the personalities as the process. Illustrated with anecdotes (including the brilliant British Rail waiting room) and stories from David's own career. The book covers everything from planning your time and picking your team to perfecting your presentation.

In short, read it before your next pitch and you'll be able to spend your time rehearsing(rehearsing, rehearsing) your presentation and not your excuses for coming a "close second".

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Most Recent Customer Reviews

5.0 out of 5 stars An inspiring read.....
An inspiring read that's to the point and written by a media figurehead who clearly has the pitch process down to a tee. Read more

Published on 15 Sep 2006 by Ms. N. Czemerys

1.0 out of 5 stars Weak & Obvious
An unpleasant, pugnacious little book. Waste of time and money - nothing in it that you couldn't work out yourself.

Published on 23 Aug 2006 by Mike Malone London

5.0 out of 5 stars A 'must read' for all business developers.
The content of the book is concise and to the point. Application of the principles reaches far wider than pitching for new business in the world of advertising. Read more

Published on 20 May 2006 by Nicholas S. Barr

5.0 out of 5 stars Review
This is a perfect 'how to' (or 'how not to') book full of really practical advice and written with humour. Read more

Published on 1 May 2006 by Annie D

5.0 out of 5 stars A real winner
Compared to typical books of this nature - this was a very refreshing and motivating read. Packed with really smart, practical advice from someone who has clearly 'been there and... Read more

Published on 24 April 2006 by Jean

5.0 out of 5 stars Invaluable.
A great and easy, clear read. This is essential for those involved or thinking of being involved in beauty parades or pitches. Read more

Published on 24 April 2006 by Mr. Simon J. Spencer

5.0 out of 5 stars Finally... a practical business book...
I have a dark secret. I have never read an entire business book. Until now, that is. This book is mercifully jargon free, practical and entertaining to read. Read more

Published on 24 April 2006 by J. Allert

5.0 out of 5 stars Essential reading for would-be winners
If you're scheduled to pitch for some business and you haven't read this book, get reading. David Kean offers insights, tips, and home truths that you'd be a fool to miss. Read more

Published on 21 April 2006 by Alan Sadler

5.0 out of 5 stars An essential tool for business development
Kean knows his subject inside out. There's a lifetime of deeply relevant business development knowledge packaged into an immediately useful, actionable form. Read more

Published on 20 April 2006 by P. LAWSON

5.0 out of 5 stars An excellent book
This book will give any agency/team a great head start on winning an important pitch. It's full of practical advice from an experienced old hand, and is written in a way that is... Read more

Published on 30 Mar 2006 by jane cunningham

› See all 15 customer reviews...

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