August 9, 2021

The 900M Deal. The 2 Hours.

I will probably never forget this meeting.

So I am in a room with a client of ours who requested consulting. She wanted us to help her with an important presentation.

We start working on it and we, as everyone of you dear readers must, start with the two most important questions?

  1. What is the goal of this presentation? 
  2. Who is the audience?

In her case, the goal was to win a deal as this was them against their biggest competitor pitching to a customer and the audience - the customer - was one of their top 3 clients(so they are working with them, it's just that the contract is expiring). This whole thing is going to happen at the Silicon Valley and oh! Oh, I forgot to mention we are talking pharma here. Big pharma.

So we are working on the presentation and it's now almost 2 hours of us working on the story of the talk and at some point she says:

I cannot believe that we still don't have the whole presentation ready! It's 2 hours now...

Now, here's the catch. I forgot to ask her what's at stake if they lose this deal? So I did.

Tell me, how important is that deal for you and how much is at stake, I asked.
Well, it's quite important one. It's 180M $ per year but if we win, we will sign for either 3 or 5 years.

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Seriously, everyone!? That's how you or the people around you approach your work and moments like these? Seriously!? 

You know what? Do it. Please. Continue doing so. Be my guest. Be our colleagues guests. You just make our live easier. However, when the next time your competitor hires someone from outside to help them out with their presentation - be that freelance or an agency like us our friends from the other companies, get ready. Get ready because it will be fast. It will be brutal and you, in the first few moments won't even understand what exactly happened and why you lost the deal.

900M $ on the table.
2 hours of work is too much!?

What the f*** is going on in here...

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