Pitch2Win Turns Shortlist Invitations into Wins
A shortlist model that showcases your strength, so the room says yes.
The shortlist is the moment everything is on the line.
Months of relationship-building and a competitive RFP earned a shortlist spot. Then it comes down to a single presentation — often your only chance to win that client for years.
Slides are important, but the win doesn't land because of them. It's about your holistic approach to the shortlist.
The organizations that win consistently aren't just better at selling. They're better at shortlisting.
Slides get a lot of the attention, but shortlist underperformance usually starts with a gap in one of these areas:
Consistent winners aren't necessarily better than the competition — but they are better prepared.
Strategy
Is there a clear strategy for this specific prospect and the members of the buying committee — or are you leading with your standard pitch?
Story
Does your presentation speak to the buying committee's priorities, or does it mostly talk about you?
Preparation
Are you preparing for the conversation in the room, or just rehearsing the deck?
Process
Is there a structured process for shortlist preparation, or does it vary as you go?
Presence
If the client asks why they should choose you over the competition, does every person in the room have the same answer?
Follow-through
After the presentation, do you have a plan for the days before the final decision is made?
10Marketing Consulting's proprietary shortlist performance model
What it covers
Pitch2Win helps group benefits, group retirement, and HR organizations win more.
It spans every dimension of shortlist performance: win strategy, buyer-centered storytelling, team readiness, process discipline, materials, and post-pitch follow-through.
Where to start
Not sure where to start? Our over 80-point diagnostic across nine performance dimensions pinpoints your highest-impact gaps.
If you have an urgent, specific need, we start there instead.
Whether you start with a full diagnostic or a specific urgent need, the outcome is the same: shortlist performance that matches the strength of the relationship that got you in the room.
Niche expertise gained from inside the industry
10Marketing works exclusively with Group Benefit, Group Retirement and HR organizations — bringing a vantage point that only comes from decades spent inside this specific industry.
Few B2B marketing consultants focus on the shortlist as a niche area of speciality and have experience with every aspect of the shortlist process — case-level preparation, team leadership, standing in the room as a subject matter expert, and client implementation. That's the depth and breadth of perspective Pitch2Win brings.
30+ years in the industry
Experience earned inside Group Benefits, Group Retirement and HR organizations — not as an outside observer
Deep shortlist expertise
We know how evaluation committees think, what they flag, and where most shortlist presentations lose — before anyone steps in the room
The right starting point depends on where you're at today
Not sure where to start? Our recommendation: Start with the Audit. It will give you line of sight on your biggest opportunities, and a roadmap.
The Audit
A full review of your shortlist process, with a written report and prioritized roadmap.
Best for teams who want a clear picture and a concrete plan.
Second Opinion
Expert review of a live, must-win case before presentation day.
Best for high-stakes shortlists needing an outside perspective.
Shortlist Leadership
End-to-end preparation of a priority case, led by 10Marketing alongside your team.
Best for must-win cases needing a fully guided approach.
Re-Do a Lost Case
A recent loss rebuilt to show what a differentiated pitch could look like.
Best for teams who need a tangible example to inspire change.
Let's talk about how Pitch2Win can help you convert more shortlists into wins
Book a discussion — or reach us directly at [email protected]
Pitch2Win Shortlist is a service offered by 10Marketing Consulting Inc., a specialized B2B marketing consultancy supporting Group Benefits, Group Retirement and HR organizations.