What to Send Your Champion Before They Present Internally

There is a meeting on Thursday where your champion presents your proposal to three people you have never met. You will not be there. Whatever you hand them beforehand is, functionally, your entire pitch.

Most reps send a deck and hope. Here is what to send instead.

Start by Asking Two Questions

Before assembling anything, get two facts from your champion:

• Who is in the room, and what does each of them care about? The CFO and the head of IT will kill your deal for entirely different reasons.

• What is the one objection you expect? Champions almost always know. They are usually right, and they are usually dreading it.

Everything you send should be shaped by those two answers. A generic package is a wasted opportunity.

The Five Things Worth Sending

1. A one-page summary they can read on the way in

Not your pitch deck. Three bullets on the problem, what changes, and the cost. If your champion can only remember one screen, this is the one.

2. The numbers, isolated

Pricing should be findable in one click, not buried on slide fourteen. If your champion has to hunt for it live in the meeting, they look unprepared and you look evasive.

3. Pre-loaded answers to the objection they named

Whatever they told you they were dreading — put the answer somewhere obvious, with proof rather than assertion. A named customer, a number, a security document. This is the single highest-value thing you can prepare.

4. Something for the specific skeptic

If IT is in the room, a compliance page. If finance is, a payback calculation. Aimed material signals that you understand their organisation rather than that you have a brochure.

5. The plan for what happens if they say yes

Nothing reduces perceived risk faster than showing the first ninety days already mapped, with owners and dates. Committees approve things that look under control.

Send It as One Link

This matters more than it sounds. Five attachments in an email means your champion is switching between windows while three executives watch. One link means they open a page and everything is where they left it.

It also means you find out what happened. If the pricing tab gets six minutes of attention on Thursday afternoon, you know what the meeting was actually about — without having to ask a question your champion may not want to answer honestly.

Afterwards, Ask One Question

Not how did it go? — you will get "good, I think." Ask instead: what did they push back on? That question gets you a real answer, and it is the one that tells you what to fix before the next meeting you are also not invited to.

Related: how to equip a champion to sell for you.

Every tactic here gets easier when the deal has one home. Kollab puts the plan, the stakeholders, and the next step in a single link. See pricing — free to start.