The will to win is important, but the will to prepare is vital.

My daughter, Bianca, was anxious the night before her high school placement test.

She had worked tirelessly for months—tutors, practice tests, time management strategies.

But as the test loomed closer, she wanted to cram the night before.

Instead, I encouraged her to step back.

“You’ve done the work,” I said.

“Now focus on rest, focus, and confidence.”

It reminded me of marathon runners.

They don’t sprint the day before a race.

They taper their training, fuel their bodies, and prepare their minds.

Months of effort have already built their strength and stamina.

Race day isn’t about last-minute sprints—it’s about trusting their preparation.

This principle applies to agencies and consulting firms.

How often do we scramble to finish an RFP or pitch?

Stress. Chaos. A final product that doesn’t reflect our true potential.

Winning new business isn’t about last-minute heroics.

It’s about steady, consistent preparation.

Your firm’s positioning should already be clear and compelling.

Your website polished, case studies ready, and team bios sharp.

Have a process for pitches—who does what, when, and how.

This foundation isn’t just about ease.

It’s about showing up confident, ready to inspire, not desperate to survive.

Bianca walked into her test, rested and focused.

She wasn’t chasing last-minute perfection.

She trusted the work she’d already done.

As leaders, we must build systems that do the same for our teams.

Preparation transforms chaos into clarity.

Stress into confidence.

And pitches into partnerships.

Because whether it’s a test, a marathon, or a pitch, the secret is the same.

The will to win is important, but the will to prepare is vital.