When a potential strategic partner asks about your company’s latest innovation, would your response inspire the partnership to advance or would it kill any opportunities?
Several years ago, the CEO of a tech company (“Adam”) gathered a robust team of colleagues for an introductory meeting with the CEO (“Rose”) from a potential strategic partner. After a fancy breakfast, red-carpet tour and well-rehearsed presentation, Rose asked Adam and his team about their latest innovation. Adam responded by repeating parts of the presentation about the impressive innovative project from two years ago. Rose’s eyebrow (yes, just the one!) raised as she asked about anything lately. The room fell silent for a moment. Everyone knew Adam’s company had nothing recent to share and the partnership would not proceed.