<< View all Pitch Side Stories

Martin Tanner, 27th August 2025

I once clung to a script like it was a lifeline. Big pitch. Senior leaders. I wanted to sound polished. Professional. Precise. So I rehearsed every word. And then I delivered it - exactly as written.

It was… fine. But it was flat. No spark. No shift in the room. No real connection.

I was so focused on getting the message "right" that I missed the chance to respond to the room.

To adapt. To engage. To actually pitch.

That moment stuck with me.

Because the truth is, professionalism isn't about perfection. It's about presence. It's about alignment, empathy, and knowing when to drop the script so you can meet the room where it is.

I've been thinking a lot about that balance - between polish and responsiveness. The best pitches aren't just well-rehearsed. They're connected and resonate with the audience.

Curious how others navigate that tension:

• How do you stay structured without becoming rigid?
• How do you keep the room without losing the message?