Pitch Your Ideas With The Best of ‘em
Article by Ray DiZazzo / from HR.com
More Info: www.clarityfactor.com
, dizcomm1@gte.net |
New ideas are the engines of change. Groundbreaking concepts like Lockheed Martin's skunk works, the auto industry's shift away form the assembly line labor and corporate reengineering have literally redirected the course of modern business. It stands to reason then that good ideas should always be in demand by bosses at all levels. Most top executives would agree with that statement. But if that's the case, why is it often like pulling teeth to get your ideas heard and even tougher to get them implemented?
Most times new ideas strike out due to poor timing, a lack of solid preparation, or an inability to pitch them in a way that makes them irresistible to the boss. If you're an idea person who hasn't been able to hit the strike zone lately, the following tips might help.
Know Your Boss:
Most bosses have several characteristics in common. First, they're very busy people. In their worlds, time is an extremely valuable resource and wasting it is a cardinal sin. Second, most bosses are creatures of habit. They've learned what work for them and as much as humanely possible, they try to stick to regularly scheduled activities. Third, most bosses are bottom line oriented. That means if the pay-off on an idea isn't crystal clear, they don't want to deal with it. It stands to reason then that if you're going to pitch an idea to your boss, you should take these three characteristics into consideration. Here are a few tips to help you keep them in mind.
Before attempting to pitch a new idea you should:
Feel absolutely sure the time your boss shares with you will have a substantial and definable pay-off.
Try to schedule your pitch at a time when he or she isn't frazzled, under extreme pressure or busy with some regularly scheduled activities.
Make absolutely sure the idea you plan to pitch will cost your boss the minimum and save him the maximum.
Once you've got the boss figured out, try these pointers on for size.
Homework: The Golden Rule
Before you step into the boss's office you need to know exactly what you're talking about and how you want to talk about it - in other words, have all your bases covered. How? Research and play devil's advocate. Get all the facts, make sure they add up to the savings you anticipate, and before you actually make the pitch step back and be objective - spend a little mental time in your boss's shoes. You can do this by anticipating the questions you think he or she will ask. Now only you know what those questions might be, but here's a few well educated guesses on what might be going through your bosses mind as you start to talk:
What will it cost me - in terms of time, resources and money?
What's the pay-off and how soon will it materialize?
How much "heartburn" will it cause me personally to get it off the ground?
What are the political implications and other risks?
What are the chances it will actually succeed?
If you have satisfactory answers to these questions in your own mind, believe me, you're ready to "smoke" your idea over the plate.
Bullets First, Please:
In other words, outline the ideas you plan to present in bullet form. As a first go around, it doesn't have to be anything fancy. Simply list out the main topics in the order you feel they're most effectively communicated. Under these headings, include subheadings indicating areas you want to expand on. A portion of a typical bullet outline might look something like this:
X program will save time & money & improve customer service.
Time: Less paperwork = less labor - 200 hrs. per quarter
Money: Paper savings = approx. 5K yearly
Labor savings = approx. 35K yearly
Cust. Svc: 10% less irate customer calls per quarter
Bonus: Increased business due to good customer "press"
Remember as you develop your outline that structure is critical. Not only must your presentation be simple and easily understandable, it must also present the right material at the right times. One format that works well is to present the punch up front as a tease, follow this with a factual body that supports and, in fact, proves out what you've said in your tease, and a brief summary that "ties the bow" with a positive reinforcement of the benefits.
Use Back-Up Print Material:
If you have factual print material that backs up your claims, by all means present it. But remember, the boss's time is at a premium. Make your print material simple, concise, and clearly understandable with a minimum of effort. These days the ability to develop graphics to illustrate trends and projections is a simple matter. Remember the old saying, "one picture is worth a thousand words." A single bar or pie chart that graphically illustrates the projected savings your idea can produce can be impressive and extremely convincing.
Rehearse, Rehearse, Rehearse:
I speak to groups frequently. When I'm presenting new material I always rehearse in private to get comfortable and conversational with it. I simply develop an outline and pace around in my living room delivering it exactly as I will when I'm "on". Like any other form of practice, the more you say it, the more natural it becomes. Rehearsing has another benefit as well. When you actually say it out loud, you'll begin to discover nuances and supporting ideas that enhance your presentation. You then work these ideas into your original outline and rehears several more times until it flows seamlessly with maximum punch.
Set Up Your Meeting With An FYI Note:
When you're ready to go in for the pitch, remember that issue of timing. One good way to assure that your timing is right and at the same time get your boss's full attention, is to drop him or her a brief, attention getting memo that will act as a positive thought-jogger. As an example:
Jim,
If we could take 3% more profit to the bank each quarter, would the people "upstairs" be happy? I'd like a half hour of your time to show you something exciting I've figured out. At your convenience.
Bill
It's also a good idea to get your boss in an undisturbed area. His or her office may not be the best choice. Does your company have a conference room or cafeteria? Or, is there a coffee shop nearby where you can treat for coffee and a Danish while you're a it? If so, go for it.
Open With A Bottom-Line Block Buster:
If possible, grab and hold your boss from the get-go. A good opening line to follow up the FYI note just mentioned might go something like this:
You're not going to believe this, but I've been doing some number crunching and scouting around and I'm absolutely positive, we've got 3% more profit sitting right under our noses…
The caveat? Be sure that what you follow with has indeed been researched, and, having played devil's advocate, you're positive you're not "blowing smoke". While a line like the one above can get you immediate attention, it can also put a significant dent in your credibility if you can't deliver on it. Which brings us to the next important point…
Have An Implementation Plan:
While you may need your boss's support and advice on how to implement your idea, you should have clear sense of how you envision it being accomplished. This means giving thought to the resources needed and how they would be utilized. You should also have a sense of the timeline involved. Remember that earlier comment about "heartburn". Bosses hate having loose ends to deal with or more work piled on top of what they already must deal with. If you come in with a plan you're willing and able to carry out -- investing a good deal of your own time --- you stand much better chance of landing your idea in the strike zone.
Be Up Front About the Downside:
If you're idea has risks or a possible downside (virtually all ideas do) you shouldn't try to hide them. This works to your advantage for two reasons. First, if your boss discovers the downside himself, it appears this is one detail you didn't fully think out. Second, by being frank and open about possible risks, you can also present the solutions you feel make them worth taking. Both these proactive techniques give you credibility in your boss's eyes - an invaluable asset in this pitch session and in the future.
Finally, be Patient:
Many good ideas take months and even years to come to fruition. Yours may be one of those. It might take some unexpected turn in the economy or company policy, or perhaps even a shift in corporate culture to "trigger" a recognition of the benefits you've proposed. And while these types of major changes may seem unlikely at the moment, remember that things have way of changing mighty fast in business. And when they do, those who are ready, almost always come out on winners.
The lesson? Don't give up on pitching if the answer is "No". Do make it your business to keep an eye on all "the bases" and have your fast ball ready when the time is right.
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Ray DiZazzo
/ Hr.com |
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