You know how sometimes you meet somebody who is successful, wealthy, intelligent, articulate, at the pinnacle of their career, with the tan and the teeth to match? It’s an easy assumption to make that this person would perform well in a pitch situation. I met a person exactly like that some years ago. With film star looks, a sharp intellect and the self-confidence that courses through the veins of those who already own a second home abroad, how could he possibly fail?

My company had been assisting in the marketing of his business (an advertising agency) and we had become concerned by the lack of conversion of pitch opportunities into paying ...

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