Regardless of the economic climate your clients managers have one primary responsibility. The effective allocation of capital.
If they are good managers they will allocate capital where it will deliver the most value for the owners. (Shareholders or private)
They can retain earnings and invest it in their own company, they can return it to owners, or they can buy growth in some fashion. Most of us live and breath in the first option.
When you pitch, every element of your pitch needs to be focused on how you can help them to increase the return on capital retained.
Revenue growth, market share and return on assets. Thats it, it is that simple. Focus everything accurately in these issues, work with companies that have good management, and income will follow.
