This new narrative starts with *identifying your audience and intent*. The way you pitch an idea to a client, peer or executive requires an *adjustment to your language and approach*. Client – they're more of an occasional traveler. They don't know the system; they don't know the ins and outs. They're less likely to share your language. I mean, you're probably speaking design. They speak business and outcomes and results. So, you may need to establish a basic level of understanding.
Clients and executives are also less patient and don't want to waste 20 minutes going through every single detail just to get to the answer. Karen's what you would call an occasional traveler. She expected high-fidelity visual comps and just had a bottom-liner approach. Karen's one of these busy executives. She doesn't have time for – nor does she need to or want to hear – all the details. She just needs to know *why she should care*, *why it matters to her line of business*,
and then she can decide to support your proposal ...or not. Now, the last time the team had presented to Karen, they spent the *entire 60-minute meeting* walking her through *their process* and *justifying their decisions*. If you know anything about executives – a 60-minute meeting; *not* a good idea. Here's the rub. They never addressed the value of the business, and the team didn't come in with a clear ask.
In the own words of the team, it was the most grueling 60 minutes of their entire careers at this company. So, what do we do? Well, this time around, we started with audience and intent. We changed the story and wrote a new narrative and developed a new plan. We started with the *intended outcome* with Karen, shared a few *stories* and then highlighted the *value* that our approach would bring to her business – and quickly gained approval from her. And I'll never forget the moment; it was like eight minutes into my presentation.
I actually looked down at my watch to check, when Karen interrupted me mid-sentence and said, 'Okay, Todd – I get it. You've done your homework; you've clearly shown how the solution solves the problem and how it's better than my original idea. What do we need to do to move forward? What do you need from *me* to deliver this?'