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Lyn Chamberlin's avatar

This is great advice, Richard. I would add that many people -- whether in job interviews or client pitches -- talk mostly about themselves. A much more effective approach (as you talk about here) is to answer the "what's in it for me" question from the client's point of view. Put your finger on the problem and talk about why/ how you're the solution. Makes for a much more valuable/ memorable conversation. As you say, always add value!

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