Do your homework

Whether you’re pitching to a customer, or an investor, or a regulator, or whoever, always do your homework.

Find out what the counter-party wants from you.

Find out what surprises he can spring.

Find out what he can give to you.

Find out everything.

You may not get what you want, but you won’t go home thinking, “I wish I’d done my homework.”

Do your homework.

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