At work I was recently asked, “Kevin, What’s was the secret to get your project funded?”
So I looked in the mirror, and quickly realized it wasn’t based on looks, and instead after much thought replied, “Naiveté, creativity, persistence & luck!” which frankly are the key ingredients for any successful project.
In the beginning I thought it would take a few months to sell the project, and then someone told me it would most likely take six to 12 months, which both relieved me and frustrated me at the time. Ultimately it took more like 24-36 months before the project went from concept to funding
Honestly, I probably would have never tackled the project if I had known it would take two, almost three years before it was finally prioritized and funded. The reality is that you have to be naïve and overly optimistic about how long it will take otherwise you’d most likely give up before you start.
Because while we all start out naively, success ultimately requires persistence, otherwise we’d give up before crossing the finish line, especially when the finish line seems to just keep moving further away. The challenge is to figure out the difference between persistence and stupidity, as success is never guaranteed.
While persistence is critical, you need to keep coming up with different sales pitches and throwing them against the wall to see what sticks. And we came up with stories based on fear, greed, greatness, customer experience, you name it with all sorts of different charts that showing how we’d save money, save time, make money, grab new markets and so on and so forth as we drafted presentation after presentation. And each time our story became a little crisper, gained us new advocates and helped us slowly crawl up the prioritization list.
Just like any other types of sales, when you are asking for people to part with their money and resources, it’s rare that you create the perfect pitch the first time. Instead you need to view every pitch as an experiment, where you are making as many observations and potentially asking as many questions as you are answering, otherwise you are wasting time. So identify what went well and modify what didn’t – and keep selling until someone bites!
So what was the final ingredient required for funding?
Luck! Without luck, I don’t know that we ever would have gotten the required nor the desired funding, but part of luck is being ready at the right place and right time when the opportunity arises. And while most of us would love to credit our brilliance for success, and blame bad luck for our failures, the reality is that lady luck is equally present in both.
But without the naiveté to start, the persistence to keep going when it seems hopeless & the creativity to keep coming up with new pitches, you will rarely be in a position to enjoy lady luck’s sunshine.
So put on those rose-colored glasses, but with flexible titanium frames that will hold up to the abuse, and get started pitching!