Innovation starts with ideas, and you’ve got plenty of good ones. But getting them across to decision-makers can seem daunting.
It doesn’t need to be.
Giving a good pitch involves techniques and skills that you can learn and practice. We asked two innovation experts to share what works.
Choose Winning Ideas
“You’re not going to pitch every single idea that goes through your head,” said Virginia Hill, a leadership coach with the Center for Government Leadership at the Partnership for Public Service. “One way to boil them down is to say, ‘Well, what’s a real problem here?’”
According to Stephanie Orlando, Innovation Manager in Philadelphia’s Office of Innovation and Technology, it’s important to avoid a narrow definition of innovation or a focus that’s only on tech.
Orlando’s office oversees Philadelphia’s Innovation Fund, which awards grants to pilot initiatives proposed by city employees. When evaluating proposals, “we try to prioritize ideas that are highlighting something that’s new and different for the city, or perhaps new and different for a given department,” she said.
Believe in What You’re Doing
Most of all, both experts advised, choose an idea that inspires you.
“Do you believe in it? Do you have that sense that this matters? That it could do some good in the world?” said Hill.
Orlando said the ideas that get the best reception are those that presenters are passionate about. “When you can sense the fire behind the concept that they’re pitching to us, it really does come through,” she said.
Connect the Dots to Outcome
Your pitch should highlight the potential outcome — how this change will allow you to better meet the mission, and how it will improve results both inside and outside the agency.
Hill suggested asking: “How does your idea change the game? Relate it to the bigger picture.”
“Focus…on ways to deliver services or support residents of Philadelphia more effectively, equitably and efficiently. How it’s going to impact citizens,” Orlando said.
Positive results of similar innovations can help make your case. The idea that “this wouldn’t have happened without innovative ideas and now it’s part of what the city offers or what their team relies on” can be persuasive, she said.
Tips for Your Pitch
Remember it’s not about you. Although you may feel your career, or your credibility, is on the line, “it’s not about your ego,” Hill said. Instead, emphasize the value your proposal can bring to the organization.
Do your homework. Long before you get to the point of pitching, know your proposed idea inside-out. “Preparation will make you feel confident,” Hill said. “Know all the benefits of your idea, and really have that fleshed out. Anticipate both questions and possible objections and have the answers ready.”
Make it pithy. Philadelphia’s pitch process allows only about five minutes to present the idea. Even if you have more time, being able to communicate the essence of your idea within five minutes helps you home in on what’s important, Orlando said.
Rehearse. Pitching your idea is a performance, and rehearsal is essential. Have colleagues ask questions and raise possible objections so you’re ready to respond. And ask them if there were rough spots in your presentation and how you might improve.
Make It a Practice
One last bit of advice comes from Hill: Make pitching ideas a practice, like yoga or meditation. That way, you’ll always be ready when the moment comes.
This article appears in our guide “How to Change Things up (and Make It Stick).” To read more about ways to innovate successfully, download it here:
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