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Startup business development is basically David vs. Goliath. At the startup, you’re David. You have no armor (few, if any, referenceable deals), a staff (your startup), five stones and a sling (a product that works…mostly). You know everyone who works at your company, and everything about them. You’re trying to pitch Goliath, a company so large that employees are introducing themselves to each other in your meeting, because they have never met before.
Ron Hirson shares his tips and stories from his successful experience pitching big companies like AT&T, MasterCard, Facebook, EA, Vodafone and other Goliaths, at his last three start-ups.