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Bad casting.
After an agency review clients always tell the winner and losers the decision was based on the “thinking” or the “ideas.” Why? Because they want it to appear their selection was based on “professional” criteria.
In fact, research among 200 client decision-makers indicates that their decisions are really almost entirely based on how they feel about the people: “I like them and I trust them to do the job.”
And because most reviews are basically set up as “1 or 2 blind dates and get married,” the unfortunate reality is that first impressions are critical and casting is 90% of winning.
The fact that someone is the CEO, or a department head, or on the “team that did the work” . . . or has available “bandwidth” . . . is not relevant. The only concern should be how well a person can perform and connect “in the room.”
So the rule is: “Only the best actors go on stage. Always.”
One idea to make everyone a better actor: contract with a graduate student from the drama department of a nearby college to provide everyone on the new biz team 10 hours of individual coaching.
From Robb High’s New Business Boot Camp 3.0
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