I've been in the hospitality industry for over 20 years, and it's evolving today more quickly than ever. Like many CEOs, I am approached by vendors who are eager to show me the latest product or service they believe will revolutionize my business. And I get it — they are passionate about their solutions. Their teams pour time, energy and expertise into creating something they believe will change the game for restaurant brands. But here's the truth that many of my peers and I agree on: not all pitches are created equal.

Over the years, I have chosen partners that align perfectly with my company's goals, helping us grow and thrive in ways that benefit both parties. As more vendors come onto the scene, my teams have also been on the receiving end of pitches that were a waste of time for both us and the solution provider.

Time is one of our most valuable assets, and the right timing could also be the ultimate difference maker. Here are my tips to set yourself up for success and make your outreach count.

Take the time to find the appropriate person at the organization to contact. It is most likely to get into the right hands if you do, and if they are interested, they can elevate it internally. If you're marketing an AI solution, do some digging and find a tech leader. If it's a marketing platform, find the CMO or the primary user of the platform.

CEOs are sometimes treated by a switchboard and asked to redirect vendors to the right person within our organization. It should go without saying that this method is unlikely to be effective.........

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