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Decks & documents are not important

  • By Alan Knott-Craig
  • August 21, 2018

Decks & documents are useful for forcing you to distil your thinking, but they won’t get you a deal.

 

Only face-to-face meetings get the deal.

 

Only relationships get the deal.

 

Spending your life fine-tuning decks and docs is a form of mental masturbation and delaying the real thing:

 

Sales.

 

If you win over the customer, the rest is just “ticking the boxes”. If you don’t win over the customer, the rest is just finding excuses to not give you a deal.

 

Of course, you need your summary deck & document. And it needs to be professional. And it needs a call to action.

 

But success will come from your ability to win over the customer (or investor).

 

Don’t prepare your decks & documents.

 

Prepare your customer.