Each pitch has a weak spot to overcome. How to deal with it in your presentation?

  • You can ignore it, sweep it under the carpet. You will have had a very pleasant meeting, but you are unlikely to land the deal
  • You can mention it, and support a very shallow case why it is not an issue. (Vague analyst quote)
  • Overcompensating, give 15 different possible analysis that triangulate to the most likely market size number. This just might scare your audience. If 50% of you time/charts are about this issue, this must really be a big deal.

Better: admit the issue is there (you scored some realism points in the process). Give an honest defence, but don't burry the audience in analysis (yet). Wait with that for the 2nd meeting which might have that issue as its sole agenda point.

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