08 11 2015


How to pitch for new business on foreign turf

I travel the world consulting on business pitches. While business is fundamentally conducted in the same way no matter what time zone I’m in—all of my clients have a need and all want a solution—customs can vary in subtle ways from culture to culture. Over the years, I’ve learned to pay close attention to those […]

04 22 2015

RFP Madness

The cut-and-paste conundrum: why responding to RFPs on autopilot is a mug’s game

Pitching on RFPs is a way of life for companies. In an effort to become leaner and meaner, executives often decide to streamline the RFP process by creating stand-alone departments whose sole purpose is to cobble together proposals in response to RFPs. Their employees cut and paste pre-fab content from other proposals into rigid templates […]

04 6 2015


The top three mistakes pitch teams make

I’ve seen pitches succeed or fail for many reasons. Sometimes they fail for reasons beyond the pitch team’s control. But you’d be surprised at how many companies lose business they should have won for reasons that were entirely within their control: either they threw their pitches together at the last minute or developed them without […]