The company that I work for (and coincidently run) has had remarkable growth. I sadly report, however, that just as everything in life, it is largely the result of favorable market conditions, great people and a little bit of Danish luck (you probably never thought of the Danish as having particularly good luck).

I say this because I know that all to often people begin to assume that they have some sort of magical touch, and that if it weren’t for their individual genius the company wouldn’t be doing as well as it is. If all of us recognize, however, that our own success is always contingent on the contributions - at least, in part - of others, and that within this philosophy lies the opportunity to stop congratulating ourselves and start making the most of any situation, then we’ll maintain the collective humility necessary for sustained team success.

The humility principle works in all areas of life. As a wise man once wrote: “Let him who thinks he stands take heed, lest he fall.”

One of my closest friends had a really big interview. He was interviewing for a “C” level position at a 1 billion dollar company. He asked me to review his resume. While it was chock full of serious accomplishments and business speak for his industry, it was lacking a few key components.

The first suggestion I made was to watch/listen to a few analyst presentations. By listening to these it is very easy to get a firm understanding of what is needed in order to assume a level “C” role. The same thing rings true in evaluating client needs. If you understand at a “top” level what questions and needs are being raised by shareholders or stakeholders, then you understand what the mission of the organization will be over the next few quarters.

This simple investment will pay big dividends as it allows you to “live” within the shoes of the leadership of the company that you would like to serve. By the way - he didn’t get the job, but he is in an even better situation now.

So you have a big presentation coming up?

Well, ok. Here are my two cents on making the most of these valuable pitching opportunities:

Explain yourself very early in the process, and make sure it doesn’t last more than 1 minute.

Each time you speak, think of the “little man” in the room saying “so what” or “prove it”.

Do your homework. Know your audience and know their business.

The rule of 10/20/30 is a great one to live by: 10 slides, 20 minutes, 30 point font text.

Making these tips habitual in my own proposal presentations has been, I believe, the difference in many a pitch.