Less is more when presenting your own background.

The person wants to know how qualified you are to run a business and why their company is on your target list. This is not the moment to summarize your resume.

Practice a 60 second commercial which has 3 components

I have noticed that… (the market trend)
What I care about is…(your offering)
What we do is…(your value)

For example, this is Big Game Hunting’s 60-second commercial:

Early in my career I was an associate in a small architectural planning firm. I noticed that we were either too busy working on projects or had no work because we only pursued new business when we were slow.

Smaller businesses have a great advantage in today’s market because they are nimble and responsive. However, smaller firms are often challenged by unpredictable revenues. I care about helping our clients win work with the Big Guys so they can grow year over year because they have ongoing engagements rather than one-off projects.

Big Game Hunting delivers simple business development programs aimed at securing preferred vendor status with Fortune 1000 firms so that our clients win repeat engagements, have stable revenue and grow year after year.