Of all the bromides and vacuous bloviation surrounding consulting, "elevator pitch" (or "elevator speech") is my nails-on-blackboard migraine, (with a close second being the horrendous formulation, "I'm going to deliver a training for them"). Elevators, last time I looked, go up and down in their automaton routines, and never move forward.

There is good reason for this.

In 22 years of independent consulting, and two million air miles (of my three million total) during that time, I've made exactly one sale on an airplane, and that was for a $12,000 keynote speech. Now, that's certainly a primary sales route for me, right?

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