An interesting thing happened when I met with a prospective client last month. Based on a variety of factors, I had assumed that this company was a long shot. In my mind, the possibility of yielding business with them was as close to zero as it gets, and I had written them off before I even walked in the door. I went forward with the meeting regardless, if for no other reason, to get a little pitching practice. To my astonishment, I walked out with a proposal request!
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Deborah Goldstein
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