Pitch perfect

I am often asked to talk about careers for young people. It’s important for all young people to get some sort of technical training but there are other skills that are just as important, if not more. These skills include the ability to pitch your case – what Americans call the elevator pitch. It’s a short summary to say who you are, what you have to offer and what you want. It’s harder than it sounds. It should be practised. It needs to be sufficiently flexible that it can be delivered in a lift or a boardroom.

In order to pitch your case you need to be articulate and self-confident without being pushy. Being able to speak up, to say your bit, and then having the gumption to say what it is that you want in a public forum to someone older and more experienced is difficult. But it is extraordinarily effective. These skills have their roots not in some course but in the home, from primary school age. Even getting up in front of class delivering Show and Tell is a kind of training for the modern workforce.

A way to gain self-confidence in speaking is by reading aloud an essay or story as if an audience were listening and/or watching. Try to look up from your notes every so often. Reading the written word changes the cadence of a sentence; you will, or should, rewrite or edit your piece heavily after reading it aloud. Looking up creates opportunities to connect with the audience. Is there scope to offer a wry observation? Use your hands to create flow and communicate energy. Turn your body on a slight angle to the imagined audience; it’s a more comfortable, less confrontational pose. Lean into and reach out to the audience. Better still, place both arms down with palms facing out to show effortless self-confidence.

The elevator pitch is so important, and so hard in a corporate sense, because when delivered in public it will attract the attention of critics and competitors. This is where self-confidence is crucial. Do not be dissuaded by critics; rise above, push ahead, and focus on presenting the best case you can.

Many of these skills should be deployed in a job interview. Sit on the edge of your seat with a straight back. Lean forward. Smile. No employer expects a 22-year-old to offer insights into a business but they do expect courtesy, warmth, self-confidence and a story. That story should cite qualifications and experience and say something about how you can add value to the business. I know this is hard but adding humour to a presentation changes the dynamic of the communication. But in the corporate world you first need to state the business case, establish bona fides, and then add the odd witticism if that is your style.

Within the corporate workplace younger workers are often asked to complete research tasks. Do not respond with an email saying “here’s a link”. Not only is that intellectually lazy, it is an opportunity lost. Research the issue; develop and precis the matter in your own words; cite the provenance of the source; pitch a word-and-number-perfect summation of the matter with a “happy to chat” offer at the end. Do that just once and you will have separated yourself from your peers.

Identify people in your field perhaps 10 years ahead. How did they get to a senior management position? What experience do they have? What people skills do they possess?

Who knows what challenges lie ahead for young workers today? What we do know is they will have to learn new skills continually throughout their careers. What will never change is the requirement for people skills, the ability to pitch your case and the self-confidence that comes with knowing where you want to get to in the workplace and in life.