There’s no denying we’re operating in a challenging business climate. Competition is healthy, but to stand out from the crowd and nail new business opportunities, you’ve got to do your homework.

Understanding your own business inside out is only half of the battle —you’ve also got to demonstrate that you have a thorough appreciation of those you want to work with too.

The good news is that in the digital age, it’s much easier to do your research than previously, thanks to the convenient tools and websites we now have at our fingertips.

Research your pitching prospect

When you’re looking for information about the people you’re pitching to, Google is your best friend.…