Our consulting clients no longer (or never did) use pitch books or presentation decks. They use a beautifully crafted fit process. When they meet a prospective client for the first time, they pump hands and exchange pleasantries and then they say, “I hope you don’t mind but I looked you up and visited your website out of curiosity after our initial call. What really caught my eye was (something very personal but perhaps obscure that many might not notice or ask about).” The first goal is always to be interested. Being interesting is always a distant second because you learn nothing about someone by dominating the conversation.