In this article, I argue that most pitches fail not because of the idea, but because founders lack connection with the room. I reframe pitching as improv rather than performance — it's about staying present and adjusting, not delivering rehearsed lines.

I push back against the "one-shot" mentality, emphasizing that even a "no" can lead to valuable introductions if you approach with curiosity and humility. I also warn founders not to overlook anyone in the room — analysts and associates can become unexpected advocates or silent killers.

I stress knowing your audience, leading with what they value, and simplifying your message so the core insight actually lands. When curveball questions come, slow down and ask for context instead of freezing.

Finally, I apply my Binary Troubleshooting approach: when a pitch doesn't work, don't start over — diagnose the specific variable that failed and recalibrate. The best founders are more curious than charismatic, and that curiosity is what turns "no thanks" into "tell me more."

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