Rum welcomes Katherine and Garret back, two core members of his original “Radius” team, for a candid conversation about what it really takes to succeed in new business pitches. They share how they built trust by showing their in-depth knowledge of the prospect, whether it’s scouring competitor research or mastering the “Socratic method” of asking the right questions to help the client uncover their real need. The trio dives into the importance of immersive research, turning seemingly dry RFPs into inspired strategies, and knowing when to surprise prospects with unique “bubble gum” tactics (like delivering impossible-to-get cronuts). They discuss how to weave data, creativity, and late-night teamwork into high-stakes pitch wins.

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