Making the Perfect Pitch

Dear Piteous Pitcher,

I think most people will agree that one of the hardest challenges for creative people, or persons interested in advancing in the workplace is to gain support for their ideas from top management.

I know colleagues who believe that their proposals are ignored and not taken seriously, not because they have poor potential, but oftentimes because their bosses simply do not understand the idea or even listened to their presentation. This can cause any employee to feel frustrated and disenchanted, and even lead to innovative persons leaving an organization.

So what’s the solution to this age old problem? Well certainly having your boss onboard long before you pitch your idea is key.

You need to bear in mind that your idea may very well be the solution to a crucial business problem and your boss will hardly ever invest in something unexpected. Therefore, it is important to get your boss involved actively upfront. This will reduce the risk associated with the idea being rejected since your boss will be involved at the first stage of the project.

You should also frame your suggestion to match your boss’ goals.

Once your idea can advance or assist your boss in the workplace, 80% of your job is done. Therefore, pitch your suggestion in terms of how it might help your boss. Remember, what matters to your boss include: improving the bottom line, ensuring the team performs or simply just looking good. You should therefore understand where your boss wants to be (his / her goals) and examine how your idea can help your boss achieve those goals. Frame your idea from your boss’s perspective and not yours.

Remember, decision-makers have more trust and confidence in great performers. The organization’s top performers usually get the praise and attention. This is sometimes referred to as the “hero effect”. Your performance is a key factor and will impact how people view your personal brand. Make sure that your organization’s top executives are aware of your good work and that you have a strong personal brand.

Bear in mind that your boss will more than likely consider ideas from those deemed to be high performers. Your performance and reputation within the organization will be equated to your idea. You therefore need to build a good reputation and strong personal brand, if you don’t already have one.

You should also consider enhancing your presentation and public speaking skills through training. Additionally, there are business books and other resources that can prepare you to answer some tough questions. You can certainly learn how to persuade other people - “Pitch Anything” by Oren Klaff will teach you the nuts and bolts of persuasion, while “Positive Personality Profiles” by Robert A.

Rohm, Ph.D. will provide insights toward understanding the art and science of human behaviour.

Pitching is a skill that should be nurtured and developed like any other. It is the key moment when you want to persuade and influence someone to try new things or buy into a product or service.

Remember, you are putting your idea and yourself in front of other people, mainly the decision makers in your organization. Now, this may sound scary, but it is the only way to present your ideas and make an impression.

AFETT is a not-for-profit organization formed in 2002 with the goal of bringing together professional women and engaging in networking opportunities, professional training and business ideas.

ASK AFETT is a column meant to address issues and concerns of professionals seeking advice to assist in progressing in their careers. Today’s response was written by AFETT member, Cavelle Joseph, Human Resource Practitioner and a Past President of AFETT. Learn more about AFETT at www.afett.com or by contacting the Secretariat at admin.

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