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face-to-face for most things but not all. I'm routinely on the phone with project presentations that involved multi-million dollar licensing agreements and then another 2 or 3x that for an implementation team. Not once have I ever done one in real life. Ironically, in a past life I did go onsite to pitch a project in front of a board. It was for a grand total of about $75k.

One thing that I have to admit, and this is a bit weird, but on deals that big by the time "orals" or the main presentation happens the decision is 90% already made in favor of one of the bidders. That kind of back room selling/negotiation i'm not a part of and may very well be face to face all the time.




That backroom selling/negotiation is where a lot of where the face to face matters. The presentation is a matter of due diligence and final reassurance more than anything else.




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