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Winning the Pitch

Winning the Pitch
Winning the Pitch
NeWIRE members and friends filled an Intercontinental Hotel dining room downtown yesterday to hear Arnold Worldwide?s Fran Kelly give pointers on ?closing the deal and winning new business?. Among them, McCarter & English?s Leigh Gilligan (gray sweater and headband), Haley & Aldrich?s Deborah Gevalt, and Nitsch Engineering?s Jennifer Johnson and Cheeta Soga. Given the state of the industry, people had fun but took notes. The first pointer was easy to follow: develop relationships, go to events, and meet people. If they like you, they'll give you business.
Carpman?s Lauren Malone chats with Fran Kelly
Carpman?s Lauren Malone chats with Fran prior to his talk. He says always try to score 104%.Be selective. Only take on clients you feel passionate about and can help grow. When meeting with a group of 10 to 20 CRE pros, try to ?win every vote? by catering to the needs/wants of each person. Go for chemistry, which can be as important as substance. Finish strong: Whether it's a six-day or six-month process, make the last minute of your interaction powerful.