Jan 28, 2015

Us vs. Them

You have gone to make a pitch.

You will surely talk about your company and its credentials. You may start with the basic information, the offices you have around the world. Then talk about the business you are in and its various verticals. Then talk about the clients you serve and some testimonials.

You will eventually talk about the client. How can you help them? You understand their business and know their problems. You are the right resource. Aren't you?

How much time do you talk about yourself and how much time you talk about the client?
Cut down drastically on the time you spend on yourself. The client is not interesting beyond a few basic things. You are good that's why you are there. Finish talking about yourself and focus on the client and their problems.

Less: About Us
More: About Them