Mastering The Pitch

Correction: last newsletter we introduced you to several of our prominent IPG members. We misspelled one important mame: Xochi Blymyer, DGA IPG, was incorrectly spelled. Our apologies to Xochi!

Mastering the Pitch: Three Principles for Success.

I have seen dozens, maybe hundreds, of seminars which deal with effective pitching. Pitching your script, pitching your film project, how to make an attractive pitch deck, how to find relevant comps for your pitch, what elements are needed…

I myself have had to master this - if it can actually be mastered - and I have had to do it for multiple industries. While the film industry is different in many ways - the process of an effective pitch is not. In my experience, the layout and beauty of a “pitch deck” is important, for the most part, to get your foot in the door. The actual pitch is on you,

Let me say, without qualification, that you should be the one pitching your project. You should not rely on any third party or representative, ever, to do anything other than get you a meeting. Why? Because whether you think of it as a project, a business enterprise, a series, a film, a script - it’s really all and only about you.

When stepping into the pitch meeting, the substance of your idea is paramount, but your personal attitude and presentation are even more critical in swaying a potential funder producer. Beyond slick slides and compelling figures, the way you carry yourself and articulate your vision will be the decisive factor. You can have the best prepared documentation in history - if you present as someone who doesn’t believe in the project or know what you are doing - there will be no deal. Conversely, if your materials are lacking or (more likely) the party you are pitching hasn’t read them well, they will still buy into you if they believe you can do what you say you can do.

People only buy into people. Regardless of the terminology, theatrics, numbers and other facts - if they want to support you, they will, and if they don’t believe you can accomplish something, nothing you present to them will convince them otherwise.

Of course believe in your film project. But that’s not what you are selling. You are selling yourself, first and foremost. It’s actually not about your project. It’s actually about you.

This is what most pitch seminars and workshops miss.

That said, here are the of three most important personal principles to use when pitching your film:

1. Radiate Unwavering Conviction (Authentic Enthusiasm):

People aren't just buying into your project; they're buying into you and your belief in it. A lukewarm or hesitant delivery can instantly erode confidence, no matter how amazing your idea. Instead, cultivate and project unwavering conviction. This isn't about forced cheerfulness; it's about a deep-seated belief in your mission, your project, and your team's ability to execute. Your eyes should gleam with passion, your voice should carry authority, and your body language should convey a palpable sense of certainty. This authentic enthusiasm is contagious, signaling to potential funders that you possess the resilience and drive to navigate inevitable challenges and see your vision through to fruition.

2. Embrace Confident Humility (Know Your Strengths, Acknowledge Gaps):

While conviction is key, it must be balanced with confident humility. Arrogance or an unwillingness to acknowledge potential hurdles area a major red flag. Investors are looking for founders who are self-aware and realistic. Present your strengths and achievements with confidence, clearly articulating why you are the right person and why your team is poised for success. Simultaneously, demonstrate humility by openly acknowledging known risks, potential challenges, or areas where you might need external expertise. This doesn't weaken your position; it strengthens it by showing you've thought critically about the landscape and are prepared to address vulnerabilities. This balanced approach builds trust, indicating that you are not only ambitious but also pragmatic and coachable.

3. Master the Art of Active Listening (Engage, Don't Just Deliver):

A pitch is not a monologue; it's a dynamic conversation. The third principle is to master the art of active listening. If you focus solely on delivering your prepared script, you can miss crucial cues from the other party. Pay close attention to their questions, their body language, and the areas they choose to probe. Respond thoughtfully and directly, tailoring your answers to their specific concerns rather than simply reciting memorized facts. Furthermore, be prepared to ask insightful questions yourself, demonstrating that you value their perspective and are genuinely interested in a collaborative partnership. This engagement shows respect, intellectual agility, and a willingness to adapt, all qualities highly valued by those looking to invest in long-term success.

Ultimately, your attitude and presentation are the silent narrators of your pitch. By embodying unwavering conviction, confident humility, and the art of active listening, you don't just present a project proposal; you present a compelling future that an investor or producer will want to be a part of.

Final Thought:

Remember as well - filmmaking is a collaborative business. Pitching your project should not be about you seeking favors from anyone. On the contrary, part of the process is about matching yourself to the right partner(s). Your questions of them should be calculated to allow you to assess if they are the kind of person you should work with. Sure, you are pitching your project, but the pitch meeting is an opportunity for you to assess who you are dealing with, as well as talk about yourself. While you are selling yourself, you must also decide if you believe in the party you are pitching.

IPG Services Update

When you have need of producing services, prefer and IPG member. Whether it’s script development, coverage, or anything else, there is an IPG member who can do it well, or point you to someone who can.

We want to expand IPG services to the filmmaking community in general. IPG members who are able to offer freelance services, contact us and get listed on the IPG website, with the range of services you can offer.

I myself, for instance, am available for outside assignments including packaging, production consulting, production management or line producing, budgets & schedules, pitch consults etc. Other parties are available for script coverage etc. See the IPG website for the services listed there. IPG members are charged below market rates for these services!