Clarity vs. Scope level. Many start-ups, consulting firms, agencies, etc. "pitch" to clients with detailed slide decks detailing their capabilities, methodology, etc. But this misses the mark.
They do this because many of them came from leadership positions in larger organizations where they led transformations. However, in that position, they were at the defining scope level, which is at the tactical tier. For them, the strategic decision to do the transformation had already been made.
At the "pitch" stage, it's all about the strategic decisions of whether to do the project, and if your firm is the correct one to do it. Instead of focusing on details of methodology, you need to focus this decision around clarity of the opportunity, and its risks / rewards / benefits.
© 2025 Praveen Puri
