When Authenticity Backfires
Last week Bob Katter threatened to punch a journalist in the mouth for asking him a provocative question. Many shrugged it off as “Bob being Bob.” But authenticity isn’t always an asset. When “being yourself” means aggression, you end up paying a reputational tax.
Bob's story wasn’t his policy. It was his fist, his tone, his threat. That moment gave permission for conflict—no surprise the protest he was promoting ended in actual punch-ups. Leaders set the tone; when they escalate, others follow.
In pitches, the same thing happens. You don’t pay the tax when you’re rehearsed and polished. You pay it when you’re jolted out of your comfort zone—a hostile question, a sceptical board member, a curveball from the floor. If your fallback is bluster, you lose the room.
Every pitch is a leadership act. The room takes its cues from you. If you normalise heat, everyone else follows. Or worse—retreats. In a pitch, that might mean the board turns combative. Or a key supporter goes quiet. In politics, it looks like protestors trading blows. Either way, what should be alignment turns into either confrontation or awkward tolerance.
The Playbook for Heated Moments
Unsurprisingly, Bob has refused to apologise. But here’s how we mere mortals could have played it:
- Name the frame, not the person. “Let’s keep this about policy, not ancestry.”
- Lower the temperature. Slow down, soften your tone, open your stance.
- Bridge with respect. “I hear the concern. Here’s what I’m arguing for…”
- Invite a fair reframe. “Would you mind putting that as a policy question?”
- Hold the line without heat. “I disagree—and here’s my evidence.”
Would we be having this conversation today if Bob had responded calmly: “Josh, I’m not biting. Let’s just keep this about policy, not ancestry”—and then moved on?
Big Hat, Big Fist, Big Capital
Bob is fearless, loved by many, and liked by others in politics. He has the political capital to weather being Bob. Most of us don’t. When we pitch, our capital is thinner—and theatrics burn it fast.
Authenticity Isn’t the Goal. Alignment Is.
That’s the lesson: don’t confuse being real with being effective. The people who win the room under pressure are the ones who stay disciplined. They avoid paying the Bob Being Bob tax—and their causes are stronger for it.
Authenticity isn’t the goal. Alignment is. Authenticity gets you heard. Discipline keeps them listening.
In other news...
We’ve officially joined the one billion other TikTok users to spread the No-Sell Sales Pitch message. If you’re partial to a scroll, please follow along—and see if you can spot the video Rosie filmed with her nose still wearing lunch.
Happy Pitching,
Pete & Rosie—The Pitch Camp Team