There is a moment every legal marketer knows. A partner emails at 4:47 p.m.: “I need a pitch deck for a meeting Thursday. Send me our capabilities.” The instinct is to comply.
Get Curious About the Why: The Highest-Leverage Move In Your Pitch Operation
A partner asking for a deck is not asking for a deck. They are trying to solve a problem they may not have articulated, sometimes not even to themselves. Your job is not to fill their hands. It is to help them win. Those are different objectives, and confusing them is why so much pitch output is generic, forgettable and ignored.
By
Mike Mellor
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