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Office Hours: How to win a big brand pilot customer

April 25, 2019 @ 1:00 pm - 4:00 pm BST


Our Office Hours are a great way to get very specific advice on business challenges you face on a daily basis. Covering a variety of specialised areas, the session will consist of half an hour 1 on 1 with a domain expert. This time around we’ll be welcoming Matt Lawson from Downstream Innovation.

Matt will be sharing his knowledge from his varied corporate career on,

  • How do we convey the benefit of your technology in a way that a corporate will understand and relate to
  • How to make your product or service relevant to corporates in different industry sectors
  • How to really understand the corporate you want to work with and what makes them tick
  • How to refine your pitch to win over your target corporate
  • How to find an entry point into the organisation you’re targeting
  • How to get to the right individual or decision maker who can make things happen for you
  • What strategies you can use to win them over once you’re talking to them
  • How to stand out from the crowd
  • How to deal with procurement
  • How to deal with “corporate antibodies / nay-sayers”
  • Once they’re hooked how to best work with them
  • Whether you should charge and if so, how much
  • What traps and pitfalls to look out for
  • When to walk away?

Matt Lawson (Msci Msc CEng MIET) is Founder & CEO of Downstream Innovation Ltd, and in terms of his background, he’s

  • Head of Internal Innovation at L Marks [www.lmarks.com]
  • Former Director of Applied Innovation at BT
  • got 20 years experience leading Innovation and R&D in one of the world’s pioneering telecommunications companies.
  • Strategy, direction setting, innovation leadership
  • Experience in project and programme management.
  • Certified leadership coach, experienced mentor and chartered engineer.

Book your 1-2-1 slot below. For the access code you can email perdie.alder@techhub.com


Date: April 25, 2019
Time: 1:00 pm - 4:00 pm
Event Category:

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