RULE 32 Know Where You Add Value
A few years ago, I was scheduled to give a presentation to a gigantic prospective customer. I was up against three huge competitors. All four companies were scheduled to make their “pitch” on the same day.
My three competitors used PowerPoint graphics and sound effects and huge screens and various other technical marvels to highlight what they thought they could do for the prospective customer. They took no notes. Apparently, they came to talk.
When my turn came, I pulled out a yellow legal pad and a pen and asked, “What are you trying to do with this program?” There was a pause. The senior member of the group said, “Steve, do you realize you’re the only person to ask us that today?”
I got half an hour’s worth ...
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