Pitching can be a rewarding business

Yesterday we ventured forth into the cut throat world of “pitching”.  A pitch is a presentation to a prospective client, with the aim of providing services to that client, subject to an agreed contractual framework.

I have often argued with colleagues that it is far better to pitch and fail – than pitch and succeed where there is an obvious mismatch between you and the prospective client.

This can be cultural, or project specific: either you don’t fit the chemistry of the organisation, or the project on offer is too far away from your core competency. Very often eager new (and some old!) smaller consultancies go after work they really shouldn’t. Whilst this is understandable, it doesn’t add to the longer term business. There is always an opportunity cost, and sometimes it’s just nicer to say ‘thanks but no thanks…’
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