Pitch meetings go both ways
Regine le Roux
Managing Director: Reputation Matters | Reputation Specialist | Founder: Re.Bag.Re.Use
Recently I was called to help a company with some damage control as a result of negative online reviews they received. During the initial call, I did say that online reviews are generally a symptom of a larger issue. We may be able to help with the immediate containment of the situation, but, this would just be like putting a plaster over an unknown wound; we would need to dig a bit deeper and treat the root cause to avoid similar future situations.
On prepping for the meeting, I found it rather interesting that there was very little information about the company on their website, apart from a generic photo, logo and a telephone number, there was absolutely no information about who they are or what they do. I prepped as best as I could.
At the meeting, I was greeted by a rather monochromatic male-dominated boardroom. Which I found very interesting as their core target market is people living in communities, so I did find it a bit odd that the board wasn’t more demographically representative. For about the first 20 minutes, before I had even started my pitch, Mr. Dominant Monochromat (DM) explained to me what he wanted done from a Google Search Engine Optimisation (SEO) point of view. His ideal scenario is that when people Google his company’s name and include the word liar or crook, he wants articles and keywords to pop up saying, ‘I thought the company was a crook, but they are not…’ When I managed to get a word in edgewise, I suggested that they should perhaps consider steering away from negative words such as crooks and liars and rather use more positive associations to build a positive reputation. This encouraged Mr. DM to mansplain his desired approach, and that he was glad that he could teach me something new. When I at last had the opportunity to pitch my ideas and proposed plan of action; I just wanted to confirm what their vision was as I was not able to find it before the meeting. Mr. DM, asked rather defensively, ‘why?! It’s to make money!’. When I went on to ask what their values were, he replied a bit annoyed with, ‘money, money, money, why what is yours?’. I then did something that I have never done in a meeting before. I wasn’t even half-way through my presentation, but I closed my laptop, packed it away and said, ‘one of our core values is respect. It is very clear that you have no respect for your customers, your employees, or for me. Your approach and values do not resonate with ours. We are not the right company to help you.’ I packed my things and left.
The experience made me realise that when we pitch for work it’s very much a two-way pitch. As much as you need to impress the potential client with your methodology and credentials. There must be mutual respect gained. They also need to pitch themselves to you. You need to ask yourself whether this is a company that you want to be associated with; is this someone you can work with.
It is our vision to be Africa’s go to reputation specialists to build resilient businesses. We believe in changing the reputation of our country and continent one person and one company at a time. But, the other party also needs to put in the work, do their bit and respect that the advice and guidance that they are given is based on a track record of years of experience.
We would have made meaningful recommendations until the cows came home, but Mr. DM would only have been happy if his company’s name and words such a liar and crook popped up on Google. Not the reputation building route recommended for anyone.
Sometimes saying thank you, but no thank you, and stepping away is necessary and good.
I think in this current economic climate we need to remember the fundamentals. Compromising your own values will be detrimental in the long run. When you pitch for new work, don’t be shy to ask questions, they have to impress you as much as you have to impress them, it’s a two-way street.
To continue the reputation management discussion, visit www.reputationmatters.co.za or call +27 21 790 0208 or mail [email protected]. We are also on Facebook www.facebook.com/yourreputationmatters and Twitter @ReputationIsKey
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Regine le Roux is the founder and managing director of Reputation Matters. She is a corporate reputation specialist who completed her Communication Management Honours degree Cum Laude at the University of Pretoria in 2001. She completed her MCom within a year. Regine founded Reputation Matters in 2005 and is particularly proud of the work that they do in the reputation measurement space with their reputation measurement tool, the Repudometer?, that they’ve developed and won numerous awards for. It is one of the first tools that has been developed to quantify an organisation’s reputation. Regine is the author of: Reputation Matters, Building blocks to becoming the business people want to do business with (ISBN 978 1920526429).
About Reputation Matters
Reputation Matters has been providing customised reputation research and management solutions since its inception in 2005. The company is 100% woman-owned and a Level 4 exempted micro-enterprise BBBEE contributor.
Reputation Matters believes that if you treasure your reputation, you will measure it and are very proud of their proprietary reputation research tool, the Repudometer?. The model scientifically measures and quantifies organisations’ reputations based on an assessment of ten elements. The Repudometer? assists organisations in understanding who their stakeholders are, what perceptions each stakeholder group has of the organisation, and how to implement results-oriented, research-based communication solutions that help take their reputations to the next level.
Reputation Matters’ vision is to be Africa’s go-to reputation specialists, building businesses that people want to do business with. The values that drive this vision are excellence always in all ways, respect, authenticity and growth.
Reputation Matters have offices in Gauteng and the Western Cape.
For more information about Reputation Matters, visit www.reputationmatters.co.za or call 021 790 0208. Reputation Matters is also on Facebook (www.facebook.com/yourreputationmatters) and Twitter (@ReputationIsKey).
*www.nytimes.com/2020/04/17/well/live/sweaty-palms-hyperhidrosis-handshake-fauci.html