Patrick Lamb passes on a great tip from an article by Charles Green about how a law firm, given 90 minutes to “pitch” themselves to the General Counsel of a Fortune 50 company threw the pitch away — and hit the ball out of the park.  From the GC:

Then came firm three.  They said, 'We have 90 minutes with you .  We can either do a standard capabilities presentation--which we're very happy to do--or we can try something different.  We suggest that we get started on the job, right now--as if you had already given us the contract--and begin the job, right here, right now.  After 85 minutes, we'll stop and you'll have firsthand experience of exactly how it feels to work with us.'

Consider this approach for your next pitch — and let me know how it goes.