This cake metaphor is brilliant. The advice about leading with the problem or value proposition before mentioning credentials is somthing most biz dev folks know intellectually but still mess up in practice. I caught myself doing exactly this last week when pitching a client and had to rewrite the whole opening. That 80% increase stat feels about right for how much better value-first framing perfoms.
This cake metaphor is brilliant. The advice about leading with the problem or value proposition before mentioning credentials is somthing most biz dev folks know intellectually but still mess up in practice. I caught myself doing exactly this last week when pitching a client and had to rewrite the whole opening. That 80% increase stat feels about right for how much better value-first framing perfoms.
Thank you so much!
To say I’ve learned a lot from you—and continue to do so every day—is an understatement. Brilliant post!