The sale I'm most proud of…

The sale I'm most proud of came in April 2020 at the height of Covid.

We were all working from home, the kids were doing school from the kitchen table, and everything was a nightmare.

One sunny Friday afternoon I got a message asking if I could jump on a call with Downing Street. They had an urgent need.

We'd never worked with the government before. I'd never spoken to anyone in Downing Street. I'm not going to lie, I felt a little nervous.

They needed an animation explaining the R-rate of Infection for one of the upcoming Daily Briefings.

When I look back it feels like a sliding doors moment.

Because in that moment we didn't lose control. We didn't go into vendor mode, despite who we were speaking to. We talked about value, about the importance of this piece of communication, and we quickly came up with three high value options for the client.

We got paid very, very fairly for that piece of work, which then led to bigger and even more interesting projects.

This story makes me so happy. And I put all of this down to the Win Without Pitching training we had done. I can honestly say that without that training I would have gone into vendor mode, said yes to everything, and priced badly on time and materials.

The moral of the story is this. It doesn't matter who you are speaking to. If it's the Prime Minister or the most powerful company in the world, if they're speaking to you, they have a problem. And that means you have every right to lead them through your process.