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Strategic Communications for the BU Community

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  1. INTRO

    Welcome, BU Community
    5 Topics
  2. Isn't pitching just for salespeople and startups?
    6 Topics
  3. Links, Dates & Materials
    4 Topics
  4. Exercise Files
  5. YOUR current pitch(es)
    Overview for "Tune Your Words"
    2 Topics
  7. Overview for "Know Your Audience"
    2 Topics
  8. Overview for "The 10 Questions"
    1 Topic
    Overview for "Build Your Case" (Q01)
    5 Topics
  10. Overview for "Show Your Impact" (Q02)
    3 Topics
  11. Overview for "Be the Best" (Q03)
    5 Topics
  12. Overview for "Protect Your Advantage" (Q04)
    5 Topics
  13. Overview for "Validate Your Claims" (Q05)
    4 Topics
  14. Overview for "Acquire Your Customers" (Q06)
    6 Topics
  15. Overview for "Know Your Numbers" (Q07)
    6 Topics
  16. Overview for "Grow Your Team" (Q08)
    3 Topics
  17. Overview for "Plan for Success" (Q09)
    5 Topics
  18. Overview for "Make Your Ask" (Q10)
    4 Topics
    Wrap Up
Lesson Progress
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Success is rarely a solo effort. We need help from others, whether in terms of money, time, expertise, space or other resources. Most people with resources want to help. For many, e.g., grant managers, it’s their job.

The challenge is that there are usually many, many more people and proposals for them to help than they have resources available. They must choose just a few to make effective use of their resources.

Engage first, then teach

We focus on engagement first because people have too many demands on their attention. They first need to be convinced that their incredibly valuable time and energy will be spent productively in learning about your ideas before they will make that investment.

For Ignitions Awards candidates, your job as one of the few selected is to frame your vision in a way that makes sense to the person with resources, the judging panel. In fact, anytime you respond to a Request for Proposals (RFPs) you have to adapt to the detailed guidelines of the type of information that evaluators need in order to make a fair decision.

But even if you are one of those who follow such guidelines precisely, your proposals are likely framed to highlight what you think is important. This approach is natural: of course you want to focus on what you know is the most important.

The problem is that it may not align with what your audience thinks is important. What you think is important may not even register for them. By focusing on what your audience cares about, your proposal can more easily rise above the competition and get you the result that you want.

By being strategic in how you frame your vision, you will enjoy a higher likelihood of capturing the attention of the audience and therefore getting them to better appreciate the value your research and development can bring.

Pressure test your value proposition

An additional benefit in using Perfect Pitch is that it will help you to identify any weaknesses or inconsistencies in your concept so that you can strengthen them before your audience identifies them and asks difficult questions… or worse, sets your proposal aside without letting you know why.


Let's Talk!

15-min Discovery Call

Short discussion to identify  the best way to proceed for your situation.

30-min Free Consult

Experience my process and get practical advice for an upcoming presentation or pitch.