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Pitching and Negotiation Skills
LO3 Develop a pitch to achieve a sustainable competitive edge
P5 Develop an appropriate pitch applying key principles that achieve a sustainable competitive edge.
M3 Examine the pitch process in an organisational context, evaluating ways to maximise the chances of a successful pitch.
D3 Develop a dynamic and creative pitch that is both concise and persuasive to achieve a sustainable competitive edge.
RFP, Response (Formal proposal), pitch
LO4 Assess the outcome of a pitch and negotiation
P6 Assess the potential outcomes of a pitch.
P7 Determine how organisations fulfil their obligation from a pitch, identifying potential issues that can occur.
M4 Recommend ways in which an organisation can fulfil their post-pitch obligations, highlighting any potential issues.
D4 Critically evaluate the pitch and post-pitch outcomes to determine potential issues and risk management.
Negotiation mock and report
The submission for Task 2 has a number of components:
2.1 A completed request for proposal
The recommended word limit is 750–1,000 words, although you will not be penalised for exceeding the total word limit.
2.2 A completed response to RFP (a formal proposal).
2.3 A short report that evaluates the stages of the pitch and negotiation process.
All work must be supported with research and referenced using the Harvard referencing system. Please also provide a bibliography using the Harvard referencing system.( 500 words)
A major bank, which has its headquarters in the City of London, submitted a request for proposal (RFP) for a company to run their coffee shop. To help with their image they prefer to contract a small independent company as opposed to a national chain. You are a small business owner of Cuisine Coffee, a new start-up looking to expand, and see this as an ideal opportunity.
This is formal negotiation process and therefore you have to prepare a formal RFP on behalf of the bank.
Next – you will need to submit a completed Response to RFP - on behalf of Cuisine Coffee - before you are invited to pitch to the panel.
The bank will want to negotiate the terms of the contract with you. Therefore, you will need to enter into a negotiation with the panel, using a variety of techniques, to get them to agree to sign the contract.
Next – You have to submit a short report where you evaluate the pitch and negotiation process by analysing it from the early stages to the contracting/drafting stage. Reflect on your own performance in the pitching/negotiating process.
This provides evidence for LO3 and LO4
Word count: 2000 – 2500 words for all Task 2 documents (you will not be penalised for exceeding the total word limit)