Pitching When Your Project Has Already Been Approved (Sort of)

"We love the project. We want to do it. You can do it! You just have one more person to meet with!"

We've all been there - taking a few deep breaths before you go into meet with the person I semi-jokingly call THE GATEKEEPER. I use all caps since THE GATEKEEPER is really the final decision maker and despite the 49 people or so you've already made it past this is really the person that has the final say.

Usually this person controls the purse strings. Or is the marketing director. Or it might be an Executive Assistant who gives everything one final look (yes, I have seen it.)

I wish I had some brilliant words of wisdom that includes a sure fire method of getting approval every time - though that would be a blatant lie. Instead I'll just go with what has worked in the past.

You're already past the hardest part. You're in the room. Face-to-face. Fuck yeah. Let us take it from there.

We're all in this to be successful People often forget about this part. The other person wants this to go well. I've been on both sides of pitches and really, most of the time you just want it to end. You WANT the silver bullet that solves all the problems of the universe, makes the money, and launches a spectacle that everyone talks about forever.

Elevator Pitch. Practice. Practice. Practice. If this is an in person pitch you have more than two lines to get your point across. You have three. At the most. If it takes more than 15 seconds then you're dead. You still need it in this situation. Sometimes the person sitting across from you doesn't really know what the project is about - it isn't a smack in the face or anything - people are busy.

Paint the Best Picture Possible I am talking about getting the imagination flowing from the person on the other side of the table. Sometimes a little hand holding is in order.

Stop Talking. If you feel like you're monologuing and the other person isn't reacting to what you're saying - stop. talking. right. now. As much as this is about your project it really about the person on the other side of the table. Give them a chance to ask questions, or engage them with the simple, "Any questions so far?"

If you hear "We're going with it" Stop Talking. The second the person gives any sort of confirmation that the project is going to happen stop. right. now. Really the ONLY appropriate comment at this point is, "Great. Who should I speak with regarding next steps?"

These are the reminders for when your project has already gotten SOME backing. Meaning that there are two, three people in the room who actually like where you're going and what you're saying.

Next up. I start discussing about getting a project off the ground for a corporation when there is no money, no distribution, and how to (try) to keep everyone happy.

Wayne