When you’re pitching your job is to convince the client that you’re capable, not to walk in with a solution in hand. You don’t have the facts. You haven’t done the research. Don’t walk in with assumptions. When I walk into a pitch I have no idea how to solve a client’s problem, but I’m confident that I have a process for figuring it out. It’s the process that you pitch. Not the solution.
Mike Monteiro on handling clients // .net magazine