3. Understand the expectations of each stakeholder
3.1 Identify evaluation criteria and possible objections
It's not enough to know your audience: you have to understand in depth what they expect, and what might be holding them back. Each audience member has his or her own implicit criteria for judging a solution or project. Anticipating these criteria enables you to build a message that directly meets their expectations and avoids objections.
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Understand the expectations of each stakeholder
Set a clear objective for the pitch
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