Chapter Fourteen. Pitching in the Majors

Company Example

  • Microsoft

End with the Beginning in Mind

In Chapter 10, “Bringing Your Story to Life,” you read abut the Bookends linkage: start your presentation with an anecdote or data point, and never mention that item again until your conclusion. The two references then serve as symmetrical brackets for your presentation. Once again, I’ll practice what I preach: In the Introduction, I recounted my experience with Jeff Raikes at Microsoft; and so, in the style of a Puccini opera or Broadway musical, let’s reprise that anecdote.

I spent an entire session working with Jeff to focus and organize his story, and never once addressed his vocal inflection or gestures. But that focus paid ...

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