Know what you don't know. Steven Cook, a senior materials manager at Dell Computer Corp. in Round Rock, Texas, recalls his trip to the 1997 finals. That slide, he explains, quickly summarizes in the first minute of your presentation exactly what market you're going after and how you have a competitive edge. Feel their pain. There's a level of healthy paranoia that's really important.
Arrogance is a sure-fire deal killer.
Mr. Achtmann recalls meeting four young men with about six months of business experience between them. Needless to say, it was a very short meeting. By using this site, you agree to our Terms of Use and Privacy Policy .