What “Jack and the Beanstalk” Can Teach You About Pitching Clients

So we always start our pitch with coins. Coins are the things that you can fix, things that the team can build with their current capabilities, validated improvements that will lead to incremental growth. If you start a relationship or a meeting with coins, then everybody gets comfortable. The cow is going to get sold, and nobody is going to bed hungry and sleeping on their front. Once you’ve proved yourself with some incremental change, clients and colleagues become much more relaxed when you show up with a wand and a pointy hat to demonstrate how big you can really think.

via What "Jack and the Beanstalk" Can Teach You About Pitching Clients | Co.Design: business + innovation + design.

I find this interesting about a few different I have encountered. Use coins…!!!