2020 has presented many challenges, especially for those trying to develop new business opportunities.  Face-to-face meetings have been replaced with Zoom, Microsoft Teams, and other online services.  This has changed how we “pitch” to perspective clients.  For some, it was a seamless transition, for others it has been a nightmare.

Here are a few steps that can help you prepare for an online pitch:

1. 1. Check your technology: Make sure that everyone on the team has access to the service being used for the meeting.  Whether it is Zoom, Teams, GoToMeeting, etc., make sure in advance that you have the software downloaded and everyone can get into the meeting.  You do not want to be the one scrambling five-minutes before the meeting starts to get on the meeting but have technical problems. Also, if using a PowerPoint, make sure you know how to share it through the system you are using.
   2. Background: This may not seem important, however, when you are asking someone to hire your company and spend money, you should not be sitting on your deck at your summer cottage with the lake in the background.  Keep the background clean, non-distracting, and if you can, avoid having family members walking around in the background.
   3. Set roles and responsibilities: Make sure that everyone on the team knows the material they are covering and at what point they should execute their part of the pitch.  Since you won’t be all together in a room, the normal ques of passing the discussion to a team member can get lost and people will talk over others.  Do a practice round with the team, using the service you will use in the meeting.   This will keep everyone focused and the presentation will be smoother and have less interruptions.
   4. Business attire:  I know we are working from home, without having direct interaction with people on a day-to-day basis, so we are dressing more casually.  However, make sure that your team understands that even though things are casual, pretend you are meeting them in person and dress appropriately.
   5. Leave behinds or information ahead: I have discovered that how information is given can have a big effect on the success of your meeting.  Providing information ahead of time allows people the option of preparing in advance and they can develop questions which can lead to a more productive meeting. Additionally, it can save you time explaining the details of the product.  However, leave behinds are a must, but please keep it brief.  No one is going to read a 25-page PowerPoint on your product.  A two-pager recapping the highlights of the products works well and allows for the development of questions and follow-up.  Lastly, make sure you have everyone’s email so that you can send them the information.

Treat these meeting as if you are meeting in person and you will have success.

Michigan Legislative Consultants is a bipartisan lobbying firm based in Lansing, Michigan. Our team of lobbyists and procurement specialists provide a wide range of services for some of the most respected companies in America. For more on MLC, visit www.mlcmi.com or connect with us on LinkedIn and Twitter.