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The next task was to reframe the competition: "We are honored to be competing against two other great firms today. I know each of them could serve you well because they have large teams, multiple offices, legions of young, energetic researchers, and the best-paid analysts in the world, and when working a deal, these firms spare no expense to tackle the job." This was my way of saying that Goldhammer and the group from London were big, bloated corporations with too many people, many of them young and inexperienced. With this statement, I had reframed the competition as young, overstaffed, worried about their fees, and generally overweight.