Survey: What Makes You Accept or Reject a Pitch?

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Survey: What Makes You Accept or Reject a Pitch?

The tools we use to be efficient and independent, collaborating in the cloud and not always in the same office, have reduced the opportunities for people to project chemistry together in pitches – which by extension, reduces their ability to build chemistry with their audience. Additionally, the more transient workforce of the gig economy has increased the roles of temp and contract employees within organizations, resulting in more pitches being made by ad hoc teams. We survey HBR readers who hear pitches about what those pitching can do to reduce these barriers.

Bad pitches of good ideas — whether for new business, internal projects, or investment — are frustrating, both for those making them and those hearing them. Unfortunately, there are few mechanisms for feedback. Decision-makers have neither the time nor process to critique those who pitch to them. And for those who are pitching, losing the deal is often the only sign that something went wrong. This not only leaves good ideas homeless, but it doesn’t improve anyone’s lot: those hearing pitches continue to hear bad pitches, and those making bad pitches continue to fumble.

The problem lies, at least in part, with how work has changed. I think the tools we use to work virtually and remotely have reduced the opportunities for people to develop the chemistry they need with an audience or other stakeholders when making pitches. Additionally, the more transient workforce of the “gig economy” has increased the roles of temp and contract employees within organizations, resulting in more pitches being made by ad hoc teams.

Can we make this better? I think so. For 20 years I’ve worked with investors, entrepreneurs, brands, and agencies in the U.S., Europe and Asia, on how they market their products. I’ve learned that diversity of thinking, strength of relationships, supported creativity, and the optimism of ideas are the building blocks of having the right chemistry to make a successful pitch. Research on team dynamics and pitching supports this. Still, if you’ve sat on either side of the pitch table — either as an investor or an idea creator — you know that too many good ideas fail to become good pitches. The solution for this may lie in unvarnished feedback.

To better understand this, I’ve created a short survey for people who hear pitches. Call it an effort to close the feedback loop between those being pitched to and those doing the pitching. I’ll share the results of the survey and draw on my own experience as an agency founder and managing partner to help everyone find better, more efficient, and more modern ways to pitch.

You should take this survey if you have often decided the winners and losers of B2B pitches for your business, investments, endorsements, or partnerships.

This survey probably isn’t for you if you do not yet have a significant role in the decision-making process for strategic pitches, credentials presentations or similar appeals to your company.

Please enable JavaScript to view this assessment.

Michael Quinn is the founder of Minor Nobles, the NYC-based consultancy offering workshops, webinars, rehearsals and 1:1 training to help teams and leaders update their behavior to win more pitches for new business and investment. He is also a faculty instructor for the Association of National Advertisers and host of the podcast, “Own The Room,” where top executives discuss their own experiences pitching and what they wish people would do more often, or avoid altogether, in pitches to them.

Survey: What Makes You Accept or Reject a Pitch?

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