Objects: Becoming a Part of the New Business Win
Reading a piece in the Harvard Business Review about devices and how integral they’re becoming to the art of the pitch really struck home with me.
As a creative services shop, we pitch new business all the time. And, being immersed in the digital space, we’re always considering how our clients’ products and services can best be maximized in that space. So even when our clients come to us asking for what they think they need, we’re always thinking about what they might not know they need, but what would make their end result even more impactful.
The reason the HBR piece hit home is because it mentioned that at Fortune’s recent technology conference in Aspen, it was not unusual for innovators to pull out their smartphones and run through a quick presentation on their device when asked for more information. Seeing really is believing and the author of the piece said just that. When you can touch, feel and experience a concept, and see all the different applications while holding a device in your hand, it really makes the selling process more personal.
It’s not unusual that we use our seemingly omnipresent iPads during new business pitches or even during meetings with existing clients. We use them to demonstrate an idea or walk them through a presentation or an experiential design piece and that really seems to resonate with them. Sometimes we even build a technology element into a project for a client, that they can subsequently use for their new business pitches.
In fact, Michael Schrage, author of the HBR piece, put it this way:
“My professional bet is that “hand-it-over” innovation pitches will double smartphone and mobile device sales worldwide. Entrepreneurs, salespeople and innovators alike will socialize with at least two devices in the backpacks and breast pockets — one for their personal/professional use and the other to “hand over” for interpersonal play.”
Technology – it pretty much rules all of us these days. Thoughts?
