Making the decision to build, or considerably alter, a PMO is a big decision. If you are the one pushing for the PMO, then you need to craft a pitch for the executives that will actually make an impact. In a post at FuturePMO, Emma-Ruth Arnaz-Pemberton shares some advice for making your pitch more effective.
Pitch to Catch
With your pitch, you must of course come armed with data, and you must paint a picture of the positive outcomes that will result from proceeding with a PMO. It is also important to establish trust and credibility with the listener, which may be difficult if you have not had an opportunity to get to know this person outside of the presentation. Arnaz-Pemberton believes that one way to establish trust is to emphasize the autonomy of the listener and not be overly pushy. For instance, she says to say, “I can’t tell you what to do. I’ve laid down the case and believe in it. How do you want to approach it?”
There are a few different common mistakes that arise often in pitches. One is that a person actually goes overboard with data delivery, such that the listener cannot make heads or tails of it. Another mistake is providing the big details but not providing enough supporting detail to make the pitch substantial; Arnaz-Pemberton believes this often results when the person does not present information in the right order. Speaking of which, one more mistake is that there is just not a clear narrative to the information being shared, so it never feels like the pitch is building toward a solid point.
In preparing your pitch, Arnaz-Pemberton recommends that you ask and answer these three questions:
- What is changing in the world of your business dramatically?
- How is change likely to affect people?
- What happens if you don’t prepare for the change?
She continues to say this:
The thing to remember is that 90% of the human mind is dedicated to detecting and dealing with change[;] the mechanics of the human mind help us to understand our triggers for fear, excitement, and desire. Our neocortex stops us being excited if we start meetings with something that has been covered before.
For further thoughts, you can view the original post here: https://www.futurepmo.com/think-differently-pmo-sales-pitch/