The art of losing a pitch


Losing a pitch sucks. With the luxury of hindsight and the experience of pitching many times (losing a great deal of them), here are 5 observations about the art of losing a pitch:
  1. You lose a pitch on the first week, not the last. Interestingly, 99% of work usually gets done during that last week. Which is exactly why this observation is right.

  2. Living in a Bubble: It’s this feeling that everyone who will ever matter for the business is in this one conference room, right now. It’s the temptation to think that no one else really gets it, including the client.

  3. Snowballing Effect. It’s much easier to challenge a bad idea on day one. Once accepted it becomes part of the collective wisdom and only an outsider (i.e. the client) can challenge it. Of course then it’s too late.

  4. Keeping a loser: We get comfortable with our ideas. Admitting our baby is a loser isn’t easy. But it beats the alternative. (i.e the reality of becoming one)

  5. Blamestorming: The best diversion from ones own mistakes is to focus on everybody else’s, when the bad news finally arrive. It’s also the best guarantee that the same mistakes will be made.