However, if you spend enough time circulating, you start to see how it works. I encounter a lot of people pitching in my line of work. In fact, I spend a lot of time pitching too.
Some universal things I've learnt that lead to getting people on board faster:
0. Listen, listen hard. Understand where the other person desperately needs to head next.
1. Paint a vision of the future that fulfills both parties' desperate needs.
2. Be genuinely passionate about that vision. If you're passionate, it's easier for the other party to be passionate. It's also hard to be dishonestly passionate.
3. Turn that vision into immediately actionable steps.
4. Start moving yourself on your own commitments and lead that person into taking those steps.
It's not that such people are unaware of the same concerns I have, they just don't see them as important (because they're only important in a context), and they act as if they've already succeeded. I act as if I could 'lose' at any moment: they act as if they've already won.
My initial forays into this behavior were VERY hard for me, and I still feel like I'm completely faking it. But it's starting to grow on me, and I'm already seeing people change the way they bring ideas to me. THEY'RE handling the objections, use concerns, nuance as a response to MY vision, which is...I don't know what it is yet.
Maybe, at the end of the day, all it really is, is taking responsibility for the decisions you make, and that makes people react to you instead of you reacting to them. I don't know, I'm still working through all of this.
People working in disaster areas are trained to 'take charge', that gets stuff organized quickly and moving, it unites an otherwise disorganized workforce and gets results.
"After 21 years in 8 high technology companies, I retired in 1999. I started my last company, E.piphany, in my living room in 1996. My other startups include two semiconductor companies, Zilog and MIPS Computers, a workstation company Convergent Technologies, a consulting stint for a graphics hardware/software spinout Pixar, a supercomputer firm, Ardent, a computer peripheral supplier, SuperMac, a military intelligence systems supplier, ESL and a video game company, Rocket Science Games.
Total score: two large craters (Rocket Science and Ardent), one dot.com bubble home run (E.piphany) and several base hits."
Epiphany, Inc. (previous NASDAQ symbol: EPNY), previously known as E.piphany and Epiphany Marketing Software, was a company developing Customer Relationship Management (CRM) software. On September 29, 2005, Epiphany was acquired by SSA Global Technologies. Epiphany CRM software is now produced by Infor, which acquired SSA Global in 2006.
If you think someone is delusional, maybe they're onto something and just haven't turned on their distortion field yet?
I've seen hackers read a pitch and say "bah..what expectations and grandeur." But its not intended for us - its intended for the non-technical folks. Simplifying an idea might make it sound more general. Its really not always grandeur.
"If you succeed to your fullest extent how will the world be different in 5 years?"
I thought this was key.