Enterprise deals don’t become winnable at the pitch. They become winnable in the weeks before it, when you stop treating the account like a “prospect” and start treating it like a living organization with incentives, fears, and internal politics.

Most BD strategies break the same way: 🔵 The first few deals happen because you’re a human Swiss Army knife. 🔵 Then you try to scale… and suddenly the business depends on your personal heroics.