Using Persuasion and Influence To Pitch New Solutions

18th October 2012


Accelerator Tutorials


Question: I am pitching our video analysis software to an airline that will replace some of the VHS based recording tools in pilot assessment, 2 of the appraisers are the creators of the old technology. How do I avoid alienating them because our solutions is replacing their baby?

How To Pitch To Creators of Existing Solutions

When pitching a new solution to the creators of an existing solution, it is important to acknowledge their contribution.

  • Praise the impact that their solution, using the best available technology of its day, had to pilot training and assessment
  • Ask for their involvement in ensuring their experience is incorporated into your solution so as to ensure that the legacy of their work continues
  • This is not about replacing them, it is about building on their legacy

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