Poker Faced Pitches

Have you ever been in a pitch meeting that right from the beginning felt like you were in a meat locker? You could see your breath because it was so COLD? I am not talking about the room being cold at all, if you catch my drift. Yup. That was a pitch meeting we had this week. It was like a meat locker inside. And really, it wasn't our team. We actually came in because a big executive wanted our concept to be heard by some of the folks underneath them. We pitched this big corporate place before and experienced the same cold bone chilling feeling.

Picture this, your executive walks in. He or she shakes your hand with the "cold fish" handshake, smiles slightly and sits down. Every word that comes out of your mouth they are examining. The whole pitch they are poker faced, no inflection, no smile, no real interest and are set on hating what you have? When they finally do make a comment - your left going hu? No personality, no presence, nothing to add value to even try and act like you like us or the idea of the project or yourself for that matter!

I have been in many pitch meetings where if they like a small bit of what you have - you talk about ways that it could be better. We brainstorm together and make the outline of what we came in with be something even better. That happened to us when we went to pitch USA recently and the exec loved the conceptual idea and we sat there for two hours talking about how we could make it better, bigger and fit into what they had. It was one of the best meetings that I have had in a long time, outside of a few great ones at FremantleMedia.

I really didn't want to pitch this place again esp after our first meeting with the uninterested Jr. executive. But my TV intern reminded me that this meeting doesn't mean that it will end up the same way...I had my doubts and boy was I right--again. When you pitch someone that has a job just to have a job and hasn't ever gotten anything green lit EVER - and has only had one production job...it makes you wonder what the heck you are doing there.

Granted, I appreciate any time given to me to hear my ideas. But what I don't appreciate is the hardness and the lack of personality when meeting with someone. At the end of the pitch they didn't even walk us out! They disappeared so fast that they were not even in the hall when we left! I am actually still scratching my head 5 hours later going, what happened there? What do they like anyway? ESP since their big exec wanted them to hear the pitch...

The bottom line, you should pitch people you like but sometimes when a bigger contact initiates that they want their team to hear the pitch, you go do it. You smile, you say thank you, you shake hands and then you walk away talking about them outside of their building...

How I Got There

Back in 2005, Newsweek did a great cover story on 20 of America's most Powerful Women on their lives, and the lessons they've learned. The main article titled "How I got there," features none other than Oprah Winfrey, Vera Wang, Karen Hughes, Vera Rubin, Anne Sweeney and several others. I feel like it all ties in to DRIVE. I wrote an earlier blog about Drive and found it interesting how Oprah, Vera, Anne Sweeney and other powerful women got there...

On Oprah, "I'm very conscious and cautious about what I do in my personal life and what I put out into the universe through the airwaves because I realize I'm speaking to millions of people in 118 countries who all have their varying ways of interpreting what I have said. Where I am on the show is always where I am personally, and where I am right now is in a space where I realize that I have less time remaining on earth than I have had--unless there's going to be some miracle that's going to give me another 50 years. The realization of that is exciting and constantly stimulating."

"Success is a magnifying glass on your personality. Who you are just becomes more intense. The real beauty of having material wealth is that you don't have to worry about paying the bills and you have more energy to be concerned about the things that matter: How do I accelerate my humanity? How do I use who I am on earth for a purpose that's bigger than myself? How do I align the energy of my soul with my personality and use my personality to serve my soul? My answer always comes back to self. There is no moving up and out into the world unless you are fully acquainted with who you are. You cannot move freely, speak freely, act freely, be free unless you are comfortable with yourself."

On Vera Wang: "I knew the world I wanted to be in, but I wasn't sure I could break into that world. My mother was an incredible clotheshorse, so I grew up loving fashion. I lived in Paris during my junior and senior years at Sarah Lawrence. When you're in Paris, you can't help but notice fashion. I wanted something to do with fashion. I would have done anything. I would have swept floors. I would have licked envelopes. I just wanted to be part of it."

"In the summers, I worked for Yves Saint Laurent--as a salesgirl in the boutique on Madison Avenue. I met Frances Patiky Stein, an editor at Vogue. She told me to give her a call when I got out of college. I did and I got a job. She felt I had a special something. On my first day at Vogue, I wore Saint Laurent and my nails were painted black or red, which was very much the rage in Paris at the time for young women. The editors looked at me and said, Go home and get changed because you're going to be doing dirt work. I came back wearing jeans. It was a dream come true."

"Vogue is a seductive place because of what you get to see and what you're privy to; it's a world that I can't even explain. I thought I would do it for a year or two and I ended up staying 16 years. During that time, I rose to be one of the youngest editors ever in the history of Vogue. By 23, I was a senior editor, and then I became European editor for American Vogue in Paris."

As Cathie Black says "drive is what sets you apart from everyone else. Focusing on your strength's and work on your weaknesses and keep a balanced perspective you'll naturally accrue power along the way." What are YOU focused on? I know what I am focused on and its on my pipeline. The seeds I'm planting. The relationships I am building. Giving back and being of service. I'm not focused on anything or anyone else. I care that you read my blog but at the same time, I don't have an attachment to whether you read it or not. I want you to succeed just like I want to. In my opinion our drive says a lot about who you are and what makes you tick. I feel that I share the same drive like that of Black, Wang and Oprah. How about you?

Drive

DRIVE...In my world, I will do whatever it takes to get me to the next level, pump up my pitches and sell a show to a Network. That's because I have DRIVE. If I didn't I would be depressed and a mess. Today I pitched Bunim/Murray and learned quite a lot. The person that I pitched was reality smart, greatly resourceful and gave me some additional insight for some of my concepts. My first meeting with Darnell's office for Devil's Workshop was as I predicted... "RESCHEDULED." I hear that office is notorious for rescheduling and cancelling meetings at the last minute. Man, I hope its not 6 for 6 coming up here...anyway I am rambling...back to DRIVE...


My drive is literally on 100 m.p.h. In Cathie Black's book, "Basic Black, The Essential Guide to Getting Ahead," she writes about DRIVE. She defines DRIVE "by doing whatever it takes to propel yourself to the next level, whether its aiming for a big promotion, looking for a new job, accepting a transfer, starting a whole new career or just figuring out the next step in a project. DRIVE is the act of moving forward on your own initiative, and its one of the most important traits to have if you want to succeed in your work and your life!" God I love her. This woman has DRIVE!


Cathie Black is the president of Hearst Magazines, which publishes some of the best known magazines in the world. This woman is genius. If you don't have her book you need to get it and read it!!

I have in the last nine months moved forward so much by my own initiative that I have to give myself a huge hug and kiss. It sounds corny but really have you given yourself the credit you deserve today? I owe quite a lot of credit to my career coach, Eli Davidson for getting me on track and helping me to visualize the life I wanted and now I am living that life right now. And thank you Chris Ryan. What more could I ask for...oh I know a CHECK in my hand!

Well, we got an option the other day for one of our concepts and I couldn't be more excited about that project! Big company, talent attached and fun concept! I would like to have 5 of my concepts optioned before 2009 rolls around. I have planted my seeds, and they are growing! So, Mike if your reading...Titus and I are looking forward to meeting you...FINALLY!?