If you think great pitches are about storytelling alone, you may be missing the deeper truth. Persuasion is built on judgment, preparation and the ability to move people. Not just impress them.

In this episode, Danny Fontaine sits down with former McDonald’s, Amazon, Volvo and MGM executive Atif Rafiq to unpack what it really takes to influence high-stakes decisions. From negotiating multimillion-dollar deals in his twenties to securing a billion-dollar transformation investment, Atif shares how deep preparation, listening and conviction separate persuasive leaders from everyone else.

This is a conversation about pitching when the stakes are real and the room doesn’t owe you anything. From negotiating multimillion-dollar deals early in his career to securing a billion-dollar transformation at McDonald’s, Atif breaks down the habits that separate persuasive leaders from everyone else:

• Why most pitches fail before the meeting even starts
• How listening reveals the real decision behind the conversation
• Why conviction matters and how to earn it
• How to handle resistance without losing momentum
• What Amazon’s culture teaches about preparation and influence

This isn’t theory. It’s how decisions get made inside the world’s biggest companies.

About Atif Rafiq:

Former President at MGM Resorts and Chief Digital Officer at McDonald’s, Volvo, and Amazon. Founder & CEO of Ritual, an AI-powered problem-solving platform.

He is the author of Decision Sprint: The New Way to Innovate into the Unknown and Move from Strategy to Action.

Follow him on LinkedIn: https://www.linkedin.com/in/atif1/

If you enjoy the conversation, reviews, ratings and shares are the best way to support the show. Sign up for exclusive content at: http://pitchguy.co.uk/

Follow Danny for more communication insights:

LinkedIn: https://www.linkedin.com/in/dannyfontaine/

TikTok: https://www.tiktok.com/@pitchguy

Instagram: https://www.instagram.com/dannyfontaine/

My book Pitch: How to Captivate and Convince Any Audience on the Planet is available now on Amazon and from most bookshops. Find out more at https://pitchguy.co.uk

#Pitchmasters #pitching #podcast #atifrafiq #persuasion

If you think great pitches are about storytelling alone, you may be missing the deeper truth. Persuasion is built on judgment, preparation and the ability to move people. Not just impress them.

In this episode, Danny Fontaine sits down with former McDonald’s, Amazon, Volvo and MGM executive Atif Rafiq to unpack what it really takes to influence high-stakes decisions. From negotiating multimillion-dollar deals in his twenties to securing a billion-dollar transformation investment, Atif shares how deep preparation, listening and conviction separate persuasive leaders from everyone else.

This is a conversation about pitching when the stakes are real and the room doesn’t owe you anything. From negotiating multimillion-dollar deals early in his career to securing a billion-dollar transformation at McDonald’s, Atif breaks down the habits that separate persuasive leaders from everyone else:

• Why most pitches fail before the meeting even starts
• How listening reveals the real decision behind the conversation
• Why conviction matters and how to earn it
• How to handle resistance without losing momentum
• What Amazon’s culture teaches about preparation and influence

This isn’t theory. It’s how decisions get made inside the world’s biggest companies.

About Atif Rafiq:

Former President at MGM Resorts and Chief Digital Officer at McDonald’s, Volvo, and Amazon. Founder & CEO of Ritual, an AI-powered problem-solving platform.

He is the author of Decision Sprint: The New Way to Innovate into the Unknown and Move from Strategy to Action.

Follow him on LinkedIn: https://www.linkedin.com/in/atif1/

If you enjoy the conversation, reviews, ratings and shares are the best way to support the show. Sign up for exclusive content at: http://pitchguy.co.uk/

Follow Danny for more communication insights:

LinkedIn: https://www.linkedin.com/in/dannyfontaine/

TikTok: https://www.tiktok.com/@pitchguy

Instagram: https://www.instagram.com/dannyfontaine/

My book Pitch: How to Captivate and Convince Any Audience on the Planet is available now on Amazon and from most bookshops. Find out more at https://pitchguy.co.uk

#Pitchmasters #pitching #podcast #atifrafiq #persuasion

If pitching is about persuading people to act, then the workplace version of that skill often comes down to something quieter: managing up. In this episode of Pitch Masters, I speak with executive coach and bestselling author Melody Wilding about how influence really works inside organisations.

Many capable professionals assume strong work will naturally be recognised. But when ideas fail to gain traction with senior leaders, the issue is often communication rather than competence.

Drawing on insights from her book Managing Up, Melody explains how understanding your manager’s priorities, communication style, and pressures can change the way your ideas land — whether you’re proposing a new initiative, advocating for resources, or simply trying to make your work visible. In this conversation we explore:

• Why strong work doesn’t always translate into influence
• The problem of “silent competence” in organisations
• How to understand your manager’s decision-making style
• Practical ways to navigate difficult conversations with leaders
• Why managing up is often the hidden form of pitching inside companies

Learn more about Melody Wilding:

Website: https://melodywilding.com

LinkedIn: https://www.linkedin.com/in/melodywilding

If you enjoy the conversation, reviews, ratings and shares are the best way to support the show. Sign up for exclusive content at: http://pitchguy.co.uk

Follow Danny for more communication insights:

LinkedIn: https://www.linkedin.com/in/dannyfontaine

TikTok: https://www.tiktok.com/@pitchguy

Instagram: https://www.instagram.com/dannyfontaine

My book Pitch: How to Captivate and Convince Any Audience on the Planet is available now on Amazon and from most bookshops. Find out more at https://pitchguy.co.uk

#pitchmasters #MelodyWilding #ManagingUp #podcast #businesspodcasts #pitching

If pitching is about persuading people to act, then the workplace version of that skill often comes down to something quieter: managing up. In this episode of Pitch Masters, I speak with executive coach and bestselling author Melody Wilding about how influence really works inside organisations.

Many capable professionals assume strong work will naturally be recognised. But when ideas fail to gain traction with senior leaders, the issue is often communication rather than competence.

Drawing on insights from her book Managing Up, Melody explains how understanding your manager’s priorities, communication style, and pressures can change the way your ideas land — whether you’re proposing a new initiative, advocating for resources, or simply trying to make your work visible. In this conversation we explore:

• Why strong work doesn’t always translate into influence
• The problem of “silent competence” in organisations
• How to understand your manager’s decision-making style
• Practical ways to navigate difficult conversations with leaders
• Why managing up is often the hidden form of pitching inside companies

Learn more about Melody Wilding:

Website: https://melodywilding.com

LinkedIn: https://www.linkedin.com/in/melodywilding

If you enjoy the conversation, reviews, ratings and shares are the best way to support the show. Sign up for exclusive content at: http://pitchguy.co.uk

Follow Danny for more communication insights:

LinkedIn: https://www.linkedin.com/in/dannyfontaine

TikTok: https://www.tiktok.com/@pitchguy

Instagram: https://www.instagram.com/dannyfontaine

My book Pitch: How to Captivate and Convince Any Audience on the Planet is available now on Amazon and from most bookshops. Find out more at https://pitchguy.co.uk

#pitchmasters #MelodyWilding #ManagingUp #podcast #businesspodcasts #pitching

What can business leaders learn from the pressure, craft, and discipline of presidential speechwriting?

In this episode of Pitch Masters, I sit down with Terry Szuplat, who spent nearly a decade as a speechwriter for President Barack Obama, to unpack what makes messages land, what makes audiences lean in, and why “generic” is the fastest route to being forgotten.

Terry takes us inside the realities of writing for the most scrutinised speaker on the planet, shares the practical framework he uses to help leaders prepare talks and pitches, and offers a simple principle that instantly raises the bar: say what only you can say.

Connect with Terry Szuplat

Website: https://www.terryszuplat.com/

LinkedIn: https://www.linkedin.com/in/terry-szuplat-456914137/

If you enjoy the show, reviews, ratings and shares are the best possible way to show your support and are always appreciated. Sign up for the mailing list for exclusive content at http://pitchguy.co.uk/ and follow me on social media for video clips of the episode.

Instagram: https://www.instagram.com/dannyfontaine/ TikTok: https://www.tiktok.com/@pitchguy YouTube: https://www.youtube.com/@pitchguy/ LinkedIn: https://www.linkedin.com/in/dannyfontaine/

My book, Pitch: How to Captivate and Convince Any Audience on the Planet, is now available: https://amzn.eu/d/ewuiZ53

What can business leaders learn from the pressure, craft, and discipline of presidential speechwriting?

In this episode of Pitch Masters, I sit down with Terry Szuplat, who spent nearly a decade as a speechwriter for President Barack Obama, to unpack what makes messages land, what makes audiences lean in, and why “generic” is the fastest route to being forgotten.

Terry takes us inside the realities of writing for the most scrutinised speaker on the planet, shares the practical framework he uses to help leaders prepare talks and pitches, and offers a simple principle that instantly raises the bar: say what only you can say.

Connect with Terry Szuplat

Website: https://www.terryszuplat.com/

LinkedIn: https://www.linkedin.com/in/terry-szuplat-456914137/

If you enjoy the show, reviews, ratings and shares are the best possible way to show your support and are always appreciated. Sign up for the mailing list for exclusive content at http://pitchguy.co.uk/ and follow me on social media for video clips of the episode.

Instagram: https://www.instagram.com/dannyfontaine/ TikTok: https://www.tiktok.com/@pitchguy YouTube: https://www.youtube.com/@pitchguy/ LinkedIn: https://www.linkedin.com/in/dannyfontaine/

My book, Pitch: How to Captivate and Convince Any Audience on the Planet, is now available: https://amzn.eu/d/ewuiZ53

Why do talented professionals get stuck in mid-level roles — even when they’re doing great work?

In this episode of Pitch Masters, I sit down with executive presence expert, keynote speaker, and author Lorraine K. Lee to explore why hard work alone isn’t enough to grow your career.

Lorraine shares the moment she realised that visibility, not just performance, was the missing ingredient in her own journey from LinkedIn and Prezi to launching her own successful business.

We dive into:

• Why “hard work speaks for itself” is a myth

• How to build executive presence in hybrid and virtual environments

• The RAVE framework (Relationships, Appearance, Visibility, Expertise)

• How introverts can lead powerfully without pretending to be extroverts

• How to communicate your value without sounding like you’re bragging

• Why eye contact and storytelling matter more than slides

If you want to influence more effectively, pitch with confidence, and build a reputation that accelerates your career — this episode is for you.

Website: https://lorraineklee.com/ LinkedIn: https://www.linkedin.com/in/lorraineklee/

If you enjoy the show, reviews, ratings and shares are the best possible way to show your support and are always appreciated. Sign up for the mailing list for exclusive content at http://pitchguy.co.uk/ and follow me on social media for video clips of the episode.

Instagram: https://www.instagram.com/dannyfontaine/ TikTok: https://www.tiktok.com/@pitchguy YouTube: https://www.youtube.com/@pitchguy/ LinkedIn: https://www.linkedin.com/in/dannyfontaine/

My book, Pitch: How to Captivate and Convince Any Audience on the Planet, is now available: https://amzn.eu/d/ewuiZ53

Why do talented professionals get stuck in mid-level roles — even when they’re doing great work?

In this episode of Pitch Masters, I sit down with executive presence expert, keynote speaker, and author Lorraine K. Lee to explore why hard work alone isn’t enough to grow your career.

Lorraine shares the moment she realised that visibility, not just performance, was the missing ingredient in her own journey from LinkedIn and Prezi to launching her own successful business.

We dive into:

• Why “hard work speaks for itself” is a myth

• How to build executive presence in hybrid and virtual environments

• The RAVE framework (Relationships, Appearance, Visibility, Expertise)

• How introverts can lead powerfully without pretending to be extroverts

• How to communicate your value without sounding like you’re bragging

• Why eye contact and storytelling matter more than slides

If you want to influence more effectively, pitch with confidence, and build a reputation that accelerates your career — this episode is for you.

Website: https://lorraineklee.com/ LinkedIn: https://www.linkedin.com/in/lorraineklee/

If you enjoy the show, reviews, ratings and shares are the best possible way to show your support and are always appreciated. Sign up for the mailing list for exclusive content at http://pitchguy.co.uk/ and follow me on social media for video clips of the episode.

Instagram: https://www.instagram.com/dannyfontaine/ TikTok: https://www.tiktok.com/@pitchguy YouTube: https://www.youtube.com/@pitchguy/ LinkedIn: https://www.linkedin.com/in/dannyfontaine/

My book, Pitch: How to Captivate and Convince Any Audience on the Planet, is now available: https://amzn.eu/d/ewuiZ53