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May 31, 1998

Encounters: A tale of two pitches

Can a US client really appreciate the meaning of having World Cup tickets?

An IR consultant who turns down an opportunity to pitch for a major account is rare. Over the years, I've known several who refused because the potential client is a competitor of an existing one and a few who have done it for ethical reasons. But doing it because the date of the pitch is inconvenient is very, very rare. Grandmothers' funerals, Good Friday, Yom Kippur or Diwali, elections, vacations, Pavarotti tickets and even weddings have not been impediments to the quest for fees. But Alistair

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