'When people walk into the room with a predetermined pitch that they're determined to stick to, things usually end badly.'
Yes and no depending on where you place the emphasis. Predetermined pitches are not a bad thing... know what you do, your strengths, think it through and plan it ahead of time. Nothing wrong with that.
The key part is "...that they're determined to stick to...". You have to know your material well enough to be willing and able to go off "course" wherever the client leads you to. That is where a successful presentation lies, in being able to adapt to the needs presented, not just spell them out as you see them.
Yes and no depending on where you place the emphasis. Predetermined pitches are not a bad thing... know what you do, your strengths, think it through and plan it ahead of time. Nothing wrong with that.
The key part is "...that they're determined to stick to...". You have to know your material well enough to be willing and able to go off "course" wherever the client leads you to. That is where a successful presentation lies, in being able to adapt to the needs presented, not just spell them out as you see them.