CHAPTER 17
How to win pitches
Phase Three: The morning after
Business, like battle, can be described by hours of waiting and routine punctuated by a few short moments of intense activity. Usually that activity is a pitch. Pitches are one of the few moments of life where huge consequences can rise from 25 minutes of heart-raising action (but fortunately not the only ones). It can be a pitch to raise finance, to win a major account, to convince a supplier or employee to join you. Or you might find yourself down on one knee pitching for something far more important (a word of warning from my painful ...
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