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Innovation Pitching

Innovation Pitching. Neil Houghton. Pitching Principles.

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Innovation Pitching

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  1. Innovation Pitching Neil Houghton

  2. Pitching Principles • It’s not about the pitch at all. It’s really about how you turn up. You want to turn up as your authentic you. And… you want to turn up with all your ‘butterflies in formation’ (Remember that everyone gets nervous, even your authentic you – that’s human) • No one can reject you… Remember the distinction between Rejection and Refusal. No one can reject you… they can only refuse your ideas, because for example they may not be in a state of readiness for your ideas… that’s OK. Neil Houghton February 2011 ChalkBoard 1 of 10

  3. Pitching Principles • Use tempo. Some times you need to say things slowly for impact and effect. Most people do a lot of internal thinking when they are listening to you. • Simplicity. Yes there is a simplicity on the other side of complexity. Simplicity is far more effective. It shows you have done the really hard work already. • Transition. Acknowledge where they are at in the present moment. It is easier to transition from here to somewhere else that you may like to go. Neil Houghton February 2011 ChalkBoard 1 of 10

  4. Pitching Principles • Give away your ideas for free. This is a critical step to position yourself as a Thought Leader. Selling from a position of a recognized Thought Leader is far easier. • Authority matters too. You may already be the ‘Expert’ and that’s fine. Also acknowledge that you may need to network with other Thought Leaders to demonstrate ‘Authority’ • To sell ideas people need to buy you first. So pitching is not a cloak that you put on to sell. Your ideas are important and so are you! Neil Houghton February 2011 ChalkBoard 1 of 10

  5. Pitching Principles • Feelings count. You want your listener to be able to feel or experience the gap of ‘not-doing’. When they realize the costs of not-doing exceed the costs of ‘doing’ a level of readiness is triggered. • Link to reality. Use your knowledge of what people are talking about inside your target organization-niche. It’s generally the water-cooler conversations that reflect a level of reality. • Set a pre-frame. Are you approaching this conversation form an Outside-In perspective (as an external Thought Leader) or from an Inside-Out perspective (as an internal Thought Leader). This distinction will dramatically influence the range of questions that you can ask. Neil Houghton February 2011 ChalkBoard 1 of 10

  6. Pitching Principles • Expect a response. You may get a “Yes”, “No” or “Maybe”. Probe (from a frame ofcuriosity) for a Yes or No. Whatever the response always say “Thank you”. Every conversation is an opportunity for feedback … and feedback is the best learning acceleration technique available! • Explore below the Surface. You want to explore the ‘Known Spoken’ problem. From their probe into the ‘Known Unspoken’ problem, and…. then to the ‘Unknown Unspoken’ problem. This is all about identifying leverage points for you, and what really matters. Neil Houghton February 2011 ChalkBoard 1 of 10

  7. Pitching Principles • Don’t try for the strike-out on Ball 1. You may have limited time, it may be your first meeting (perhaps following an ‘elevator pitch’ that raised a level of curiosity). Be clear on your objectives for this current pitch – perhaps raised an awareness of options available. • Leave them with something memorable. Perhaps a visualization or a single page outline of your model(s). Something the sparks a memory as well as a curiosity in the future. Neil Houghton February 2011 ChalkBoard 1 of 10

  8. Pitching Principles • Remember it’s a conversation. Be aware of your style and energy level. Yes… it is your passion, and you may need to tone it down, or moderate so that you are pacing and matching. You can lead later! • Flexibility. What may have started out as a 30 minute pitch, may be interrupted. Or it may go in a direction you did not anticipate. So be flexible. • Celebrate. Yes … a first ‘pitch’ is a success. Remember that this is one of the antecedents of success! Neil Houghton February 2011 ChalkBoard 1 of 10

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