The most memorable business pitch I ever attended began with a young man crying. His company was raising a modest amount of capital to build drones that could protect American troops in battle. The pitch was unremarkable in the first few minutes, until the founder mentioned his family and friends who had served in Iraq. He then stopped speaking, was quiet for a few seconds, and started to sob uncontrollably.
I was in grad school at the time and had been instructed by a female professor never to offer to make men coffee, because women don’t do that anymore. But when he exited the room to compose himself, the rest of us sat in silence for what must have been 30 seconds, until I spoke—to ask if anyone needed a fresh cup. When the founder returned, he did a forceful presentation of the business, even though he left without funding that day.
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