Some years ago Martin Jones, then of the AAR a body helping clients through the pitch process, wrote a thoughtful article on the learnings from receiving over 600 pitches. Essentially, he concluded that for the most part decisions were not based on track records, strategic insight or clever solutions.  They were influenced hugely by these three emotionally based concerns.

Do I  like these people? Do they like each other? How hungry are they for my business? Continue reading →