Pitching to Win

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Mary Mayotte Associates A MarketingCommunicatio
ns Company
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Our Credentials

• Mary Mayotte and Associates is a global business
  consultancy specializing in providing solutions
  for face-to-face marketing and communication
  issues.
• Since our inception in New York in 1990 the
  company has grown to include a second location in
  Denver, Colorado with several additional
  satellites around the country.
• For over 15 years our materials have undergone
  constant development and evolution to help our
  clients be more successful in high-stakes
  communication situations.
• We are 25 consultants strong with specialties in
  every area of communication expertise.

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Our Methodology

• In our experience, all levels of professionals
  respond to positive, interactive problem solving
  - especially when it is focused on their own
  real-life responsibilities and challenges.
• With this in mind Mary Mayotte Associates
  builds custom-tailored training programs
  featuring casework and role-plays from the
  participants own in-baskets.
• Furthermore MMA consultants are drawn from your
  industry which gives them the ability to talk
  your talk and understand your issues.

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Our Services

• 1. SPEECH FITNESS
• 2. MMA Media Management / Crisis Communications
• 3. TV Segment Consulting / Production
• 4. Executive Coaching
• 5. Values-Based Selling
• 6. Winning through Negotiation / Conflict
  Resolution
• 7. Leadership and Loyalty / Teambuilding
• New Business Development / Focus Groups
• Pitch Consulting
• General Consulting
• Management Consulting
• Diversity Awareness
• Courtroom Testimony
• Image Consulting / Perception Management
• 14. Train the Trainer
• 15. Life Coaching
• 16. E-Mail Etiquette / Telephone Training
• Leading Large Programs / Keynote Addresses
• Please note We offer customized training in
  the Spanish Language

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SPEECH FITNESS
Finding the Zone Performance is Key! A
presentation, more than any other type of
communication, requires the presenter to be
prepared, build rapport, inspire confidence and
emphasize key points--to get results. SPEECH
FITNESS designed as a metaphor for THE MESSAGE
PERFORMANCE, covers the difference between
information dump and benefits identifying your
key differentiators, how to position yourself,
choose the most convincing evidence, and how to
really bring the subject alive. Our program uses
sports and music for analogy and frame of
reference, to keep training relevant,
motivational--and fun. Like all of our
programs, its highly interactive, practical,
customized, videotaped and rigorously upgraded
and refined by our worldwide learning.
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Course Description
SPEECH FITNESS The Training
Working Out the Kinks
The body is an instrument, a muscle and as such,
must be flexed and toned for fitness, creativity
and readiness to achieve ones personal best.
Assess your health problems, learn the
components of communication preparedness and a
more productive working process. Areas Covered
Posture/Relaxation Thinking "on your
feet Stretching Involvement
Voice Using Impulse and Intuition
The Breath Creative Visualization
Resonance and Vibration Positive Goal
Setting and Self-Talk Toning Your
Image Motivation
Memory/Concentration/Practice
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WordMap ? 1995

1. How much time do you have?
2. Where is the meeting?
3. Who are you talking to?
4. How do you position yourself? (Who are
   you to them?)
5. How much do they know/need to know re this
   topic?
6. Whats in it for you?

CONNECT/ COMPEL (Grabber)
OBJECTIVE / FOCUS / MISSION
KEY MESSAGE
KEY MESSAGE
KEY MESSAGE
SUPPORT/PROOF
SUPPORT/PROOF
SUPPORT/PROOF
Quotations
Fact
Evidence
Statistics
Analogy
Personal Experience

• 6. So What? Whats in it for them? (Benefits)
  Whats the take-away?
• 7. What do you want them to do, think, feel or
  say as a result of your talk?
• What are the 5-6 toughest questions you could be
  asked?
• (List on reverse side)

RECAP / BENEFITS / RECOMMENDATION/ TAKE-AWAY
KICKER / BUTTON Call To Action
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Course Description
Communication Across Corporate Borders

• This workshop focuses on communication skills in
  professional situations where there may be
  adversarial barriers and where you want to
  establish your company position or your point of
  view.
• The programs focus is accelerated, interactive
  learning that allows participants to experience,
  first hand, the skills they need for improved
  communication while also giving them an
  opportunity to take ownership of what works,
  what needs work and whats missing. The
  interactive video taped exercises used in this
  program are designed to be executed sequentially
  with each exercise having a specific skill
  challenge that is a building block to the next
  exercise.
• The content concentrates on
• Refining and refocusing communication goals
• Creating a positive perception of yourself or
  your organization through effective conversation
• Improving listening skills to gather valuable
  and necessary information
• Creating a climate for participation
• Creating win-win conversation skills to
  dispel opposition
• The art of diplomacy plays a pivotal role in
  these sessions to assist in creating a positive
  perception of yourself and your message. Content
  includes specialized techniques to
• Take the risk to put your point of view on the
  table
• Exhibit leadership
• Practice keeping cool under fire
• Validate a point of view without repeating or
  necessarily agreeing with what has been said
• Understand misconstrued motives (bias,
  attitude, history
• Build a bridge to opportunity
• Be a gracious representative of your
  organization

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Media Management
Journalists have an agenda, and you only have to
see a no comment on 60 Minutes to know how
unforgiving the camera can be. An ability to
manage the media requires an understanding of how
reporters and audiences perceive you and your
agenda and the necessity of having strong and
consistent messages which we, in our experience,
help you to craft messages to be used in media
interactions as well as throughout your
organizations communication outreach. Media
Management has been designed and is taught by
some of the top journalists in the business, and
like all MMA programs is based on delivering
proactive, persuasive, convincing messages in
ones own unique style.
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Winning Through Negotiation
Negotiation is like tennis, but both sides can
win. Some people have more aptitude than others
for negotiating. But, as with tennis, anyone can
raise their ability by understanding the
principles, learning the value of strategy, and
practicing with a good coach. Winning Through
Negotiation focuses on the full range of
negotiation scenarios, but emphasizes long-term,
mutually beneficial relationships. It has the
hallmarks of all MMA workshops highly
interactive, customized and practical.
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Values-Based Selling
Intimidated by the concept of selling we also
dislike the feeling of being sold. Todays
competitive business environment demands that
employees at every level take an active part in
selling ideas and themselves. Yet many will be
uncomfortable in this role because they view
selling, as formula-driven, manipulative, and
not professional in character. These instincts
are correct! Buying decisions are influenced
by an array of beliefs and attitudes rational
and emotional, business and personal,
statesmanlike and political. Theyre called
guiding values, and understanding them is the
cornerstone of Values-Based Selling.
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New Business Development
Developing any business requires a combination of
science and magic. Despite what wed like to
believe, decision-making, even for multi-million
dollar accounts, is filled with subjectivity.
There are loyalties and values we often do not
understand, and political forces beyond our
control. You may have the science in place,
but putting in the magic is more difficult. New
Business Development will give your team the
tools to enhance the science, and introduce them
to that magic.
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Ethical Leadership Loyalty
Todays managers must have the ability to
inspire, influence, motivate and mentor the
individuals who report to them. MMA Leadership
and Loyalty is targeted at those who are
responsible for changing the way people perform,
especially when the stakes are high. Its based
on our 20 years of experience helping senior
managers increase their effectiveness, and was
developed for MMA with one several of the
foremost specialists in leadership.
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Pitch Consulting
Heres the problem, described by one of our
clients before they were a client We get on
our horses and ride off in all directions. We
fight. We work god-awful hours. We neglect our
clients. Costs run up and time runs out. We
rehearse in the taxi. We pitch on adrenaline.
Then we wait, second guessing what we did. And
we still win quite a few. Its fun, but theres
got to be a better way. Let us show you a
better way.
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Consulting
Our corporate training practice frequently
results in MMA being invited to consult on
high-stakes communication projects. These can
include communicating a new vision, selling-in an
organizational change or merger, coaching
executives through change, introduction of a new
division, product or service and, of course,
pursuing new business. Because every
situation, and every organization is different we
start with a rigorous investigation into existing
communication processes and procedures. Then,
through our world-wide network, we draw on the
relevant, and most appropriate best practices.
We cast these projects with our top specialists
in appropriate areas of expertise.
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Some of Our Coaching Team
Andrea Nierenberg Networking/Presentation/Media
Jeannette Hektoen Media Training/Media
Relations Fran Stern, Media Connie Collins,
Media/Presentation Leslie Porte, Speech
Dialect Presentation Barbara Rucker,
Sales/Presentation Al Martin, Senior
Associate/ Advisor-Strategist Owen Ryan,
Advertising Strategy Sherry Law, Transition
Communications Joe Colosimo, HR
Consulting/ Organizational Development/Teambuildin
g Pam Sarkisian HR Specialist/Presentation Jennife
r Brown, HR Specialist/Diversity Mariela
Hernandez, Hispanic Market
Dana Patton Presentation/Financial/ Womens
Issues /Media
Eileen WinnickPerformance/Media/Writing/
Editing/Conflict
Jeremy Nash Executive Coaching/ Presentation
Mike Landrum Platformance/Speechwriting
Joan Bogden Psychologist/Voiceover
Deb Zeigler Presentation/Career Coaching
France Mayotte Mind/Body Communications
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Some of Our Clients
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Thank you

• Mary Mayotte
• CEO/Head Coach
• Mary Mayotte Associates/SPEECH FITNESS
• New York
• 160 East 84th Street 5C New York, NY 10028
• Phone [phone]
• Fax [phone]
• Email mary_at_speechfitness.com
• Denver
• THE SPEECH FITNESS INSTITUTE
• 23 S. Garfield St. Cherry Creek/Denver, Colorado
  80209
• Phone [phone]
• Fax [phone]
• Website www.speechfitness.com

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