They may not be wars but pitches are battles. To win you have to succeed on two fronts. You must beat your rivals and you must win-over the hearts and minds of the prospect. Not surprisingly the world’s great military strategists are worth listening to.

“In war, three quarters turns on personal character and relations; the balance of manpower and materials counts only for the remaining quarter.” Napoleon.

Your content, size and clever solution may meet the rational brief, but the people and chemistry, the relationship building and the emotional connection count for the three quarters. He also said “A a picture is worth a thousand words.” Continue reading →