Knowledge

Don't Pitch. Contribute.

 Pitching is about telling how good you are. Clients may be impressed, and it may work. Or not. Actually, some client might not even be interested at all. Or they may be scared or irritated.

Contributing is about bringing something of value to the client. An idea, a solution, anything that will help them better address the issues at hand.

Contributing is a highly convincing way to introduce yourself. It shows that you focus on the client, not on you. It demonstrates that you understand the client’s business and challenges. Next time you prepare a beauty contest, respond to a request for proposal, or have lunch with a prospect, give it a try: no pitch. Just contribution. 

Antoine Henry de Frahan | 15 May 2006 |