Contribution from Subject Matter Experts (SME), Human Capital, Leadership

Pitching to the Chairman

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If you’re trying to pitch an idea to the Chairman of the Board, here are a few tips that might help you:

  1. Pitch the concept efficiently and briefly: what does the Chairman need to know and understand to support the request?
  2. Pitch your message strategically: what are the medium to longer-term impacts and benefits for the organisation?
  3. Be professional, objective – and leave your ego at home
  4. Demonstrate the value to the business – specifically, how will it contribute to the organisation’s KPOs
  5. Briefly explain the operational requirements and impacts and its “do-ability”
  6. Understand stakeholder impacts (and what will be done about any negatives)
  7. Understand and explain any regulatory and compliance impacts (and what will be done about any negatives)

 

 

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2 comments

  1. PAUL DAVID RICHARD GRIFFITHS .

    Jack gives us some clear tips on how to persuade the Chairman to come along with our initiative. Interestingly, attempting to expand our organization into a new foreign market can be lonely and shares many of the challenges of pitching to the Chairman. By changing just a few words of Jack’s rules you can tailor it to tips for pitching to your new foreign prospect. But do you really know how they think? How many things are you taking for granted simply because you don’t know the culture? Having a mentor in who to confide could help you overcome these challenges.

  2. Thierry Bayle

    Jack, the article is very interesting in 2 ways for me.
    Firstly it is about giving us the opportunity to pitch the idea to the Chairman and more generally to any Boss.
    Secondly, it opens the doors to the opportunity to pitch an idea or a product/ service to a potential client.
    Aren’t we all looking for more sales?
    Can you name somebody who knows it all?

    Use it smartly and you are on the way to grow sales and profits.
    Use it to build a strong organisation and get the best talents to work for you and be dedicated and committed people.

    Last week, I was discussing with a Brand owner who is also an investor (ie not a creative person) and as he is considering working with an outside partner, he was able to sum up his business, the context in a measurable way and the opportunities and challenges he faces in less than 5 minutes.
    Other Fashion or Retail companies may need 30 minutes if not an hour to do the same exercise and furthermore many will not accept any challenging question.
    Which one do you want to work with? Which one do you want to support and give something extra?

    Consequence: “Pitch the concept efficiently and briefly”. Mentor will help do just that ( and much more of course).

    What the article also highlights is that you need to learn which are the top tips to win the support of the Chairman/ prospective buyer/client.
    Would you see the article
    as an opportunity to learn news skills and know how to do it yourself
    or do you see it
    as an opportunity to get a third party to do it for you without learning the process, logic and step by step to reach the goal.

    What I see too often in the real world is people forgetting this chinese expression:
    GIVE A MAN A FISH & YOU FEED HIM FOR A DAY,
    SHOW HIM HOW TO CATCH A FISH & YOU FEED HIM FOR A LIFETIME.

    This is exactly what I expect from the Mentor:
    Be challenged, have regular critical thinking and learn how to grow sales, set up the right structure and organisation to support growth and fight positively any economic downturns, recruit the best talents, know how to speak to buyers and convert them, know how to use marketing, new technologies and social media to improve sales and build Brand awareness….
    And when the mentor has 20/30/40 years of experience, he also bring an address book to speed up the execution of any project.

    Thierry

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