Includes index.

Introduction -- Setting the scene - pitching: the when, who, where and why -- How to set the victim in your sights! -- How to prise open a prospect's office without a door wrench -- How to think 'You' not 'me' - getting the right frame of mind to pitch -- How to assess the pitch environment (and to react accordingly) -- Preparing to pitch (How to overcome the wobbles and gain confidence in mind and body by a set of simple tricks -- Top tips for the pitch part one - pitch execution: What physical accoutrements? -- Top tips for the pitch part two - stand and deliver: pitch content, what you say and how you say it -- After the pitch - What action next? -- How to keep clients (once you've won them) -- Just one more thing (or hang on a minute before we close ...) - what does the client actually want?