The Opportunity
Slides are important, but the win doesn't land because of them. It's about your holistic approach to the shortlist.
Months of relationship-building and a competitive RFP earned a shortlist spot. Then it comes down to a single presentation where the sale is won or lost — often your only chance to win that client for years.
The organizations that win consistently aren't just better at selling. They're better at shortlisting.
Where Organizations Get Stuck
Slides get a lot of attention, but shortlist underperformance usually starts with a gap in one of these areas:
- Strategy — undefined, or disconnected from what this buyer needs to hear
- Story — talking about your organization but not theirs
- Preparation — the team rehearses slides, not the room
- Process — reactive coordination, compressed timelines
- Presence — a polished team without a clear answer to why you?
- Follow-through — the window between presentation and decision goes unmanaged
Consistent winners aren't necessarily better than the competition — but they are better prepared.
What Pitch2Win Shortlist Success Does
Pitch2Win is a full-service shortlist performance model, working across strategy, story, team preparation, process, materials, and follow-through — focused on whatever will move the needle most for your team.
Some clients start with a comprehensive diagnostic. Others come with a specific need: a must-win case, a master deck rebuild, presentation coaching, or a process that's never been documented.
Not sure where to start? The Pitch2Win model can start with an in-depth audit of your shortlist process, pinpointing your highest-impact gaps and delivering a prioritized roadmap.
How We Can Work Together
The right starting point depends on where you're at today. Here are ideas on how we can work together:
- 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.
Not sure how to get started? Our recommendation: Start with the Audit. It will give you line of sight on your biggest opportunities, and a roadmap
Why Pitch2Win by 10Marketing Consulting?
Strategic B2B Marketing for Business Growth
10Marketing works exclusively with Group Benefit, Group Retirement and HR Organizations.
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 vantage point Pitch2Win brings, backed by 30+ years in this specific industry.