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The Elegant Pitch: Create a Compelling Recommendation, Build Broad Support, and Get it Approved Paperback – August 22, 2016
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- Eric Grossat, Vice President, Global Marketing HCV, AbbVie
"The methods contained in Mike Figliuolo's book The Elegant Pitch will save you and your team hours of waste. It successfully translates the skills taught by elite consulting firms into a straightforward approach with invaluable tools for improving anyone's communications and influence skills. No management team should operate without it."
- Mike Elia, CEO, Gerber Technology
"I've put several of my teams through Mike's Structured Thought & Communications course because the process he teaches is a critical executive communication skill. Now he's put that process into a book that will be an excellent resource for my entire organization. The Elegant Pitch should be required reading for every executive out there."
- Cecilia Frew, Senior Vice President, VISA
"Mike Figliuolo has delivered a practical approach that leaders at any level can use to hone their persuasive communication skills and get buy in for ideas. The ability to exude 'executive presence' often determines whether or not your career advances. So many people receive ambiguous feedback that they have to improve their 'executive presence' but are left to figure out for themselves what that means. A core aspect of true executive presence is the ability to share your thoughts in a simple, persuasive way. The Elegant Pitch provides a proven method for demonstrating this elusive skill. We've used these concepts to groom our high potential leaders at Cardinal Health and received great feedback on the techniques. Mike's Structured Thought & Communications training improved their confidence, strengthened their executive presence, and enabled them to deliver a strong message with impact. I highly recommend this book."
- Lisa George, formerly Vice President, Global Talent Management,Cardinal Health; now Vice President, International Talent, Walmart
"One of the most important skills needed in the workplace today is the ability to tell a story to gain support for your idea. But this is a skill that few seem to have or are able to hone. Mike Figliuolo has created another "must read" for the business world with his latest book, The Elegant Pitch! The book provides you with the mechanics of the perfect pitch and offers creative techniques for delivering it. And as always, Mike writes with wit and humor. This is that one book that you will read, re-read, and recommend to others. I know what book my department book club will be reading next!"
- Andrea Procaccino, Chief Learning Officer, NewYork-Presbyterian Hospital
"If you need to frame up situations, challenges, and decision paths or you're looking for support, budget, and headcount for your ideas, you'll want to read this book twice. The first pass will be an entertaining read where you "see" yourself in the stories Mike tells. In the second read you'll see how his approach can get you the support you're seeking for your ideas. Here's to mastery of the Elegant Pitch. Well done Mike."
- Suzie Reider, Managing Director, Brand Solutions, YouTube/Google
"Mike Figliuolo has created another 'must read' for the business world with his latest book, The Elegant Pitch. Based on his Structured Thought and Communications course, Mike provides a practical roadmap and tools to improve your persuasive communications and increase your influencing capabilities. If you want to get to better decisions faster, have fewer and more productive meetings, and drive greater alignment, read this book and apply the methods it contains."
- Mark Naidicz, Vice President, Human Resources, AbbVie
About the Author
He is the author of One Piece of Paper: The Simple Approach to Powerful, Personal Leadership (Jossey-Bass) and Lead Inside the Box: How Smart Leaders Guide Their Teams to Exceptional Results (Career Press), and a nationally recognized speaker, trainer, and blogger. Mike is an honor graduate of the United States Military Academy at West Point and served in the U.S. Army as an armor officer. Before founding his own company, he was a consultant at McKinsey & Co. and an executive at Capital One and Scotts Miracle-Gro.
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MIke’s approach will help you develop the internal processes necessary to appropriately frame the question at hand and gather pertinent information related to the audience and your concepts. Then, leveraging this groundwork, present in a clear, understandable way that enables your audience to grasp, evaluate and engage efficiently.
The Elegant Pitch will help you to simplify your thoughts, analysis, and words in such a way that only what matters is communicated. The approach is elegant and your outcome when using Mike’s framework will be as well.
This book is a relatively quick read. You’ll want to read it multiple times as you adopt the Structured Thought Process approach and refine your pitching preparation and skills.
The book should be required reading for anyone who aspires to success in business.
- Rick Coplin
I like that he also included tips for emails and voicemails where the pitch isn't formal, but the impact in saving time and energy while getting your ideas approved can be equally valuable to results.
A clear and compelling writer, Figliuolo outlines a nine-step process for crafting communications that will have heads nodding and everyone in the room grateful to be getting out of the meeting early. This is a quick and easy read that I devoured in an evening. The three messages I loved most in this book, not least because they validate my own approach, are:
1. Spend more time figuring out the right question to answer, before rushing into writing mode.
2. Make sure you're addressing the "why," not just the what. (Nix all those facts and figures in reports--stick them in the appendix, where the numbers and fine detail wonks can find them. Mostly, the rest of us don't care.)
3. Take a more scientific approach to your central hypothesis and try and prove yourself wrong. (This is counterintutive, as Figliuolo points out, yet we all need to become more aware of our tendency toward confirmation bias.)
What I especially appreciated, too, was how Figliuolo adds fresh nuggets to material we may have seen before. For example, how many times have we heard it stressed that to gain agreement or buy-in, we need to focus on what the audience cares about, not just what we want to give them? However, Figliuolo drills down even further with his "button" concept: "that metric or objective that makes your stakeholder sit up and take notice." He urges us to be sure we know which button to hit or, for more than one stakeholder, in what order.
In short, Figliuolo offers a single, practical process for ensuring that approval for your ideas and recommendations becomes a snap.
This is the third of the author's books that I've read and reviewed. In an age when many business book writers go on at length, giving too much information in one area and not enough in another, it's always a joy to read Mike Figliuolo. Plus, you get to see that he has put into practice exactly what he's teaching.
What I liked most about The Elegant Pitch is how the structured thought process is easily customizable based on your type of opportunity and stakeholders you are pitching to. The 'elegance' of the approach comes from its simplicity, professionalism and smooth transitions leading to approval.
If you need to hone your ability to create and present effective recommendations, then The Elegant Pitch is the book for you.