How to pitch an idea

Using the movie industry as a background, Alan Parr & Karen Ansbaugh talk about how to pitch ideas in their article, Ideaicide: How To Avoid It And Get What You Want:

When you’re pitching, begin by describing the current situation. Talk about what’s broken, and list the issues that the organization faces. This may seem illogical, but in all great storylines, the author creates a problem, and then solves a problem. Do this respectfully--focus on the results that are not happening, acknowledge roadblocks that may be impeding progress, and do not point fingers. If you did your cold-calling screen test, you framed the issues as a problem solver, not a loose cannon. Your opponents won’t hesitate to launch into a tirade about the imaginary problems your idea may cause if you haven’t established mutual recognition of their issues.

Alan and Karen advise that "People want to help people they like. It's that simple. Being respectful, gracious and a good listener does make a difference. Informally chatting and asking 'what do you think about…' questions at lunch, walking to and from meetings or while waiting for the coffee to brew in the break room will pay-off when you pitch your idea. These traits coupled with a sense of humor will take you and your ideas far."

Keep in mind the following:

• People need to be able to answer the questions: “What does this have to do with me?” and “What’s in it for me?”
• People need to be convinced that a new idea is worthwhile.
• People need to be heard.
• People need time to absorb new ideas.
• People need to perceive you as trustworthy.