Perhaps you anticipate an easy time but need to guard against complacency? Or perhaps you expect some very robust questions from difficult people? Either way there is no substitute for preparing well for the Q&A parts of your important presentations.

The thing is preparing on your own can be tough.

How do you talk to yourself and both ask and answer the questions?

Have you even worked out what the questions may be?

One thing for sure is that trying to think on your feet while under pressure during a presentation is a very risky approach.

Professionals prepare.

It doesn’t guarantee success but it improves your chances greatly.

Then success becomes a habit.

Building a reputation for doing business presentations well can become your ticket to bigger and better business deals, agreements for budget funding, massively improved personal credibility, and promotions to better jobs.

In short it is better to prepare for the question and answer (Q&A) part of your presentations with a coach who can plan and role play questions and answers with you.

Contact Adrian Hargreaves to discuss 07866795858 adrian@hargreaves-marketing.co.uk.

We’ve just released Episode 2 of the Hargreaves Marketing Podcast — and this one is all about standards.

There’s an old story about a market leading confectionary firm in the 1980s. Sales managers were said to run a white glove across the inside of a rep’s car windscreen. Any trace of dirt, and the rep was in trouble.

True or not, the story highlights a vital lesson: when you hold yourself to higher standards, performance rises.

In this episode, I explore how applying a “white-glove standard” to your meetings, presentations, and events can make the difference between being forgettable and being trusted.

You’ll discover:
Why preparation is the hidden foundation of professionalism
How first impressions shape the room before you even start
The discipline needed to deliver with clarity and confidence
Why follow-up often decides whether opportunities move forward or stall

This isn’t about perfectionism — it’s about professionalism. And professionalism builds trust.

Listen now: Spotify link to Episode 2

Be ready when it matters most — and apply the white-glove test to your next big moment.

Businesspeople will be familiar with the word ‘pitch’ but may have a different understanding of what is meant when they hear it.

To some it means a short statement, well prepared and rehearsed that can be used as the answer to the question, “what do you do?” This is often called an ‘elevator pitch’ as it is short and can be said in less than 60 seconds (the time it might take for a lift ride).

For other people, for example in advertising, marketing or sales roles, a pitch is more of an advanced type of presentation. In these cases, a pitch can be the culmination of days, weeks, months and sometimes even years of work. The bigger the ‘pitch’ the more is riding on it.

Whatever the type of pitch, what both have in common is that they need to be designed, built, and delivered.

Improving design is a consultative process. Improving the building of the pitch is either an in-house or an agency process. Finally, improving the delivery of the pitch is a coaching process.

The process differs of course on the nature and importance of the pitch, but the ultimate objective is the same for both. You need to be ready.

Being ready for pitch means being prepared both technically and mentally. Being prepared technically is having everything ready. Being prepared mentally is having the right mindset and confidence.

Of course, both the technical and mindset elements work together. You need to be strong in both areas. For example, it is pointless having a great pitch but no confidence in delivering it.

Having worked in commercial environments for many years I have observed a huge variance between the capabilities between different companies, different functions within those companies and also the people.

Reducing the gap between high performance and let’s be honest, in some cases quite poor performance should be a priority for every organisation.

To reduce the gap, capabilities need to be assessed and addressed at both the functional and the people levels. This way improvements can be designed to work for both the function and individuals. That is how you can get both higher standards and consistency.

Adrian Hargreaves is the MD of Hargreaves Marketing Ltd which is a capabilities-focused strategic sales and marketing company which provides agency, consultancy, and coaching services to enable clients to experience continuous improvement in sales and marketing at both functional and people levels.

More Information on Pitch

Presenting strategy requires excellence in two distinct but interconnected areas: presentation skills and strategic understanding. While this may seem obvious, many professionals fail to develop both skill sets, leading to ineffective communication at company events. The result? A lackluster delivery that can undermine your efforts to implement strategy and drive change.

The good news is that this challenge has a solution. To excel at presenting strategy, you must cultivate a deep passion for both compelling communication and comprehensive strategic knowledge. Without this drive, making a meaningful impact when it matters most becomes nearly impossible. What fuels that motivation will differ from person to person—some are driven by ambition, others by the fear of failure, and some by an insatiable thirst for knowledge. Regardless of the reason, one truth remains: mastery requires commitment, effort, and practice.

Think of it like enrolling in a college course. You sign up because you have a goal—whether it’s earning a qualification, advancing your career, or acquiring new knowledge. You understand that it will demand time and effort, but you’re willing to make that sacrifice because, ultimately, you’re investing in a better, more rewarding future.

The same applies to mastering strategy presentations. By honing your skills and deepening your understanding, you’re not just improving your own future—you’re shaping the success of your organization and the people you lead.