{"id":16068,"date":"2019-08-13T11:00:04","date_gmt":"2019-08-13T19:00:04","guid":{"rendered":"https:\/\/www.palada.net\/index.php\/2019\/08\/13\/news-9811\/"},"modified":"2019-08-13T11:00:04","modified_gmt":"2019-08-13T19:00:04","slug":"news-9811","status":"publish","type":"post","link":"http:\/\/www.palada.net\/index.php\/2019\/08\/13\/news-9811\/","title":{"rendered":"Modernizing Emergency Shutdown Systems Step 7: Pitch to Win"},"content":{"rendered":"<p><strong>Credit to Author: Steve Elliott| Date: Mon, 12 Aug 2019 21:00:21 +0000<\/strong><\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-59206 size-large\" src=\"https:\/\/blog.se.com\/wp-content\/uploads\/2019\/08\/GettyImages-537436286-1024x683.jpg\" alt=\"\" width=\"1024\" height=\"683\" srcset=\"https:\/\/blog.se.com\/wp-content\/uploads\/2019\/08\/GettyImages-537436286-1024x683.jpg 1024w, https:\/\/blog.se.com\/wp-content\/uploads\/2019\/08\/GettyImages-537436286-300x200.jpg 300w, https:\/\/blog.se.com\/wp-content\/uploads\/2019\/08\/GettyImages-537436286-768x513.jpg 768w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/> <\/p>\n<p>The Digital Revolution. Industry 4.0. <a href=\"https:\/\/www.schneider-electric.com\/en\/work\/campaign\/iiot\/\">The Industrial Internet of Things<\/a>. The 4th Industrial Revolution. Call it what you will but today\u2019s fast-accelerating technological evolution has forever changed the business of manufacturing.<\/p>\n<p>In any <a href=\"https:\/\/www.schneider-electric.com\/en\/work\/campaign\/innovation\/industries.jsp\">digital transformation<\/a>, <a href=\"https:\/\/www.schneider-electric.com\/en\/work\/products\/industrial-automation-control\/triconex-safety-systems\/\">investment in safety systems<\/a> is essential. However, the justification for a safety system upgrade is seldom based on a single factor. Many considerations combine to ultimately build a successful case for modernization. I once presented a manager with two choices: Upgrade the legacy safety system or wait until something happens and go out of business. I know that sounds a bit extreme, but it\u2019s not always possible to restart operations after an outage!<\/p>\n<p>This post will discuss the last (but certainly not the least!) important step in building an effective business justification. In any business, everybody is competing for the same limited budget and resources. How do you create a winning business case, and more importantly, secure the funding to upgrade your safety systems? Let\u2019s assume you\u2019ve done your homework:<\/p>\n<ul>\n<li>You\u2019ve developed the ideal funding approach (<a href=\"https:\/\/blog.se.com\/machine-and-process-management\/2019\/06\/25\/modernizing-emergency-shutdown-systems-step-1-funding-approach\/\">see step 1<\/a>).<\/li>\n<li>You\u2019ve built consensus with key stakeholders (<a href=\"https:\/\/blog.se.com\/machine-and-process-management\/2019\/06\/28\/modernizing-emergency-shutdown-systems-step-2-build-consensus\/\">see step 2<\/a>).<\/li>\n<li>You\u2019ve decided on the best timing (<a href=\"https:\/\/blog.se.com\/machine-and-process-management\/2019\/07\/08\/modernizing-emergency-shutdown-systems-step-3-decide-when\/\">see step 3<\/a>).<\/li>\n<li>You\u2019ve identified potential risks and compensating measures (<a href=\"https:\/\/blog.se.com\/machine-and-process-management\/2019\/07\/22\/modernizing-emergency-shutdown-systems-step-4-use-a-risk-approach\/\">see step 4<\/a>).<\/li>\n<li>You\u2019ve defined a winning return on investment (<a href=\"https:\/\/blog.se.com\/machine-and-process-management\/2019\/07\/29\/modernizing-emergency-shutdown-systems-step-5-define-a-winning-roi\/\">see step 5<\/a>).<\/li>\n<li>You\u2019ve focused on the value and benefits to the organization (see step 6).<\/li>\n<\/ul>\n<p>Now comes the all-important meeting to present the case. It\u2019s time to formulate your pitch to convince key stakeholders, decision makers and budget holders to approve the money and resources you need for a successful emergency shutdown system modernization project.<\/p>\n<p><strong>Present like a Pro<\/strong><\/p>\n<p>Never has a pitch been so important. You will either win or lose. It matters. So, what should you do to put yourself and your request in the strongest winning position?<\/p>\n<p>Think like a professional. Just because it\u2019s your own finance department holding the money, it shouldn\u2019t be any different than if you were pitching to an investor. Make sure you understand their position and be clear about \u201cwhat\u2019s in it for them.\u201d Afterall, they have the money that you want, and you must win their hearts and minds for them to hand the money over!<\/p>\n<p><strong>Be Succinct<\/strong><\/p>\n<p>The less time your pitch takes, the better! The more concise you can be, the more effective you will be.\u00a0 Now is not the time for saturating the audience with \u201cmore,\u201d but it is certainly the time to be more meaningful, more relevant, and more specific.<\/p>\n<p>Providing an over-abundance of information only jeopardizes clarity and may obscure your major points. Make sure you give yourself time to arrive at your key arguments and avoid the temptation to get side tracked by minutiae. Less is more. Keep it brief; ideally no more than 10 minutes. That is easy to say but difficult to do, so here are a couple of key tips:<\/p>\n<p><strong>TIPS:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Always ask yourself \u201cSo what?\u201d<\/strong><\/p>\n<p><strong>If you create a list (of anything), rank it with the most important at the top so you start with the most essential and impactful topics.<\/strong><\/p>\n<p>The good news is, if the stakeholders are really interested, they will ask questions. If not, then you will have saved them (and yourself) time!<\/p>\n<p><strong>Tell a Story<\/strong><\/p>\n<p>How do you make your pitch stand out and \u201csticky?\u201d One scientifically proven way to capture a listener\u2019s attention and hold it is to <em>tell stories<\/em>. Don\u2019t we all still remember the stories we were told as kids?<\/p>\n<p>Everyone loves a good story, even those that are data driven! Most stories have a good guy and a bad guy.\u00a0 The morale of the story is \u201cgood overcomes bad,\u201d so use the story to show how the good (the upside \/ benefits) defeat the bad enemy (obsolescence, regulations, lack of expertise, etc.)<\/p>\n<p><strong>TIPS:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Practice, practice and practice! Carefully rehearse the first two minutes when you will probably be most nervous or uncomfortable.\u00a0 <\/strong><\/p>\n<p><strong>Start strong. Decisions are often made in the first 2-3 minutes when the audience often decides to invest their time and carry on listening or to \u201ccheck-out,\u201d<\/strong><\/p>\n<p>Craft your pitch as a compelling story and your audience will want to keep listening.<\/p>\n<p><strong>Use a Structure<\/strong><\/p>\n<p>How many times have you listened to a presentation where the central idea was unclear? A lack of structure only raises more questions than answers. Make sure you construct a clear, logical message leaving no room for ambiguity or misinterpretation. Don\u2019t leave the stakeholder trying to work out what you envisioned!<\/p>\n<p><strong>Stay Focused<\/strong><\/p>\n<p>Time is a precious commodity. If you respect an audience\u2019s time, it\u2019s often interpreted as an ability to also respect their money. Develop an obsessive focus on the core elements of the pitch. Since you\u2019ve done your homework (steps 1-6), you know exactly where to focus.<\/p>\n<p><strong>TIPS:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Stick to the script. If you start to deviate, you often end up rambling, going off on tangents, or running into traps from which there is no return.<\/strong><\/p>\n<p><strong>Be careful not to drone on about technology. Get to the good stuff<\/strong><strong>\u00be<\/strong><strong>the business impact and the money!<\/strong><\/p>\n<p><strong>Explain exactly what is <em>different<\/em>. If you are not providing anything different from the usual \u201cblah, blah, blah\u201d then don\u2019t even go to the meeting!<\/strong><\/p>\n<p><strong>Demonstrate Passion<\/strong><\/p>\n<p>Show genuine enthusiasm and passion for the project. If you don\u2019t believe in your model, then who will? If the stakeholders are interested, they will ask more questions. Be ready to elaborate and don\u2019t lose your passion for the discussion just because of a difficult question!<\/p>\n<p>We often get so close to the project, we don\u2019t see it from the other side of the table. We assume the stakeholders will fall head over heels in love with our proposal (because <em>we<\/em> did). Afterall, what\u2019s not to love about modernizing safety systems?!\u00a0 Most of the time you will face a barrage of questions, geared to finding the flaws or gaps in your argument.<\/p>\n<p><strong>TIP:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Prior to the pitch, anticipate the questions and work out how you respond before the meeting, not during it!<\/strong><\/p>\n<p><strong>Prepare an Impromptu Pitch<\/strong><\/p>\n<p>Some of the most significant meetings are the unplanned ones! As someone who spends a lot of time traversing through airports, I find it amazing how many people you bump into. Always be ready for a quick pitch at the drop of a hat.<\/p>\n<p>I have never forgotten the client who once asked me:<\/p>\n<p><em>\u00a0\u201cSteve, in 2 minutes or less, can you explain:<\/em><\/p>\n<ul>\n<li><em>what it is,<\/em><\/li>\n<li><em>what it will do for me, and<\/em><\/li>\n<li><em>why should I care? because I must sell this to my boss!\u201d<\/em><\/li>\n<\/ul>\n<p>I tend to keep this in mind whenever I have to give an impromptu pitch. It helps to be prepared and have already thought it through.<\/p>\n<p><strong>Be Persistent<\/strong><\/p>\n<p>The difference between those who win and those who lose often comes down to one thing: persistence. Remember, all it takes is one person to believe in you. Don\u2019t let someone who doesn\u2019t get your idea stop you in your tracks. Keep moving forward.<\/p>\n<p>Now go out and making that winning pitch!<\/p>\n<p><strong>Get to It<\/strong><\/p>\n<p>I hope that you have found this series of blogs informative and, maybe, even a little inspiring!<\/p>\n<p>Formulating a winning approval strategy to upgrade your emergency shutdown systems is never easy. Hopefully this series has triggered some thoughts and ideas to help you succeed.<\/p>\n<p>At the end of the day, there is no easy way. As the old saying goes, \u201cfailing to plan is planning to fail.\u201d\u00a0 So, have a plan. The earlier you start, the better. Use some of the hints and tips covered in this series to confidently build your chances of success.<\/p>\n<p>While I have tried to share some of my personal experiences and insights, I am sure that there are many other examples or factors not covered in this series. If you would like to share your experience, lessons learned, or any other hints and tips that will help others be successful, I would love to hear from you!<\/p>\n<p> <a href=\"https:\/\/www.schneider-electric.us\/en\/download\/document\/996-20648602\/\"><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-59011 size-full\" src=\"https:\/\/blog.se.com\/wp-content\/uploads\/2019\/07\/7-26-2019-1-19-41-PM.jpg\" alt=\"\" width=\"832\" height=\"554\" srcset=\"https:\/\/blog.se.com\/wp-content\/uploads\/2019\/07\/7-26-2019-1-19-41-PM.jpg 832w, https:\/\/blog.se.com\/wp-content\/uploads\/2019\/07\/7-26-2019-1-19-41-PM-300x200.jpg 300w, https:\/\/blog.se.com\/wp-content\/uploads\/2019\/07\/7-26-2019-1-19-41-PM-768x511.jpg 768w\" sizes=\"auto, (max-width: 832px) 100vw, 832px\" \/><\/a> <img loading=\"lazy\" decoding=\"async\" class=\"alignleft wp-image-59208 size-full\" src=\"https:\/\/blog.se.com\/wp-content\/uploads\/2019\/08\/8-1-2019-5-04-02-PM.jpg\" alt=\"\" width=\"643\" height=\"140\" srcset=\"https:\/\/blog.se.com\/wp-content\/uploads\/2019\/08\/8-1-2019-5-04-02-PM.jpg 643w, https:\/\/blog.se.com\/wp-content\/uploads\/2019\/08\/8-1-2019-5-04-02-PM-300x65.jpg 300w\" sizes=\"auto, (max-width: 643px) 100vw, 643px\" \/> <\/p>\n<p>Be sure to check out the entire blog series to help you win that all-important approval to upgrade your safety system.<\/p>\n<p><a href=\"https:\/\/blog.se.com\/machine-and-process-management\/2019\/06\/14\/modernizing-emergency-shutdown-systems-7-steps-to-approval\/\">Modernizing Emergency Shutdown Systems: 7 Steps to Approval<\/a><\/p>\n<p><a href=\"https:\/\/blog.se.com\/machine-and-process-management\/2019\/06\/25\/modernizing-emergency-shutdown-systems-step-1-funding-approach\/\">Modernizing Emergency Shutdown Systems: Step 1 Funding Approach<\/a><\/p>\n<p><a href=\"https:\/\/blog.se.com\/machine-and-process-management\/2019\/06\/28\/modernizing-emergency-shutdown-systems-step-2-build-consensus\/\">Modernizing Emergency Shutdown Systems: Step 2 Build Consensus<\/a><\/p>\n<p><a href=\"https:\/\/blog.se.com\/machine-and-process-management\/2019\/07\/08\/modernizing-emergency-shutdown-systems-step-3-decide-when\/\">Modernizing Emergency Shutdown Systems Step 3 Decide When<\/a><\/p>\n<p><a href=\"https:\/\/blog.se.com\/machine-and-process-management\/2019\/07\/22\/modernizing-emergency-shutdown-systems-step-4-use-a-risk-approach\/\">Modernizing Emergency Shutdown Systems Step 4 Use a Risk Approach<\/a><\/p>\n<p><a href=\"https:\/\/blog.se.com\/machine-and-process-management\/2019\/07\/29\/modernizing-emergency-shutdown-systems-step-5-define-a-winning-roi\/\">Modernizing Emergency Shutdown Systems Step 5 Define a Winning ROI<\/a><\/p>\n<p><a href=\"https:\/\/blog.se.com\/machine-and-process-management\/2019\/08\/05\/modernizing-emergency-shutdown-systems-step-6-focus-on-the-benefits\/\">Modernizing Emergency Shutdown Systems: Step 6 Focus on the Benefits\u00a0<\/a><\/p>\n<p><a href=\"https:\/\/blog.se.com\/machine-and-process-management\/2019\/08\/12\/modernizing-emergency-shutdown-systems-step-7-pitch-to-win\/\">Modernizing Emergency Shutdown Systems: Step 7 Pitch to Win<\/a><\/p>\n<p> <img loading=\"lazy\" decoding=\"async\" class=\"alignleft size-full wp-image-59211\" src=\"https:\/\/blog.se.com\/wp-content\/uploads\/2019\/08\/blog-links-image.jpg\" alt=\"\" width=\"600\" height=\"315\" srcset=\"https:\/\/blog.se.com\/wp-content\/uploads\/2019\/08\/blog-links-image.jpg 600w, https:\/\/blog.se.com\/wp-content\/uploads\/2019\/08\/blog-links-image-300x158.jpg 300w\" sizes=\"auto, (max-width: 600px) 100vw, 600px\" \/> <\/p>\n<p>For further reading:<\/p>\n<p><a href=\"https:\/\/go.schneider-electric.com\/NAM_IBU_US_201803_Media_01-5-Steps-to-Enhance-Process-Safety-IIoT-WP-PF-LP.html?source=Advertising%20-%20Online&amp;sDetail=Blog\">Download IIoT for Process Safety White Paper<\/a><\/p>\n<p> <a href=\"https:\/\/go.schneider-electric.com\/NAM_IBU_US_201803_Media_01-5-Steps-to-Enhance-Process-Safety-IIoT-WP-PF-LP.html?source=Advertising%20-%20Online&amp;sDetail=Blog\"><img loading=\"lazy\" decoding=\"async\" class=\"alignleft wp-image-58812 size-full\" src=\"https:\/\/blog.se.com\/wp-content\/uploads\/2019\/07\/7-18-2019-2-14-37-PM.jpg\" alt=\"\" width=\"645\" height=\"368\" srcset=\"https:\/\/blog.se.com\/wp-content\/uploads\/2019\/07\/7-18-2019-2-14-37-PM.jpg 645w, https:\/\/blog.se.com\/wp-content\/uploads\/2019\/07\/7-18-2019-2-14-37-PM-300x171.jpg 300w\" sizes=\"auto, (max-width: 645px) 100vw, 645px\" \/><\/a> <\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>The post <a rel=\"nofollow\" href=\"https:\/\/blog.se.com\/machine-and-process-management\/2019\/08\/12\/modernizing-emergency-shutdown-systems-step-7-pitch-to-win\/\">Modernizing Emergency Shutdown Systems Step 7: Pitch to Win<\/a> appeared first on <a rel=\"nofollow\" href=\"https:\/\/blog.se.com\">Schneider Electric Blog<\/a>.<\/p>\n<p><a href=\"https:\/\/blog.se.com\/machine-and-process-management\/2019\/08\/12\/modernizing-emergency-shutdown-systems-step-7-pitch-to-win\/\" target=\"bwo\" >http:\/\/blog.schneider-electric.com\/feed\/<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p><strong>Credit to Author: Steve Elliott| Date: Mon, 12 Aug 2019 21:00:21 +0000<\/strong><\/p>\n<p>The Digital Revolution. Industry 4.0. The Industrial Internet of Things. The 4th Industrial Revolution. Call it what you will but today\u2019s fast-accelerating technological evolution has forever changed the business of&#8230;  <a href=\"https:\/\/blog.se.com\/machine-and-process-management\/2019\/08\/12\/modernizing-emergency-shutdown-systems-step-7-pitch-to-win\/\" title=\"ReadModernizing Emergency Shutdown Systems Step 7: Pitch to Win\">Read more &#187;<\/a><\/p>\n<p>The post <a rel=\"nofollow\" href=\"https:\/\/blog.se.com\/machine-and-process-management\/2019\/08\/12\/modernizing-emergency-shutdown-systems-step-7-pitch-to-win\/\">Modernizing Emergency Shutdown Systems Step 7: Pitch to Win<\/a> appeared first on <a rel=\"nofollow\" href=\"https:\/\/blog.se.com\">Schneider Electric Blog<\/a>.<\/p>\n","protected":false},"author":4,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"colormag_page_container_layout":"default_layout","colormag_page_sidebar_layout":"default_layout","footnotes":""},"categories":[12389,12388],"tags":[12540,22131,22196,12515,12516,12508,12858,22660,12411],"class_list":["post-16068","post","type-post","status-publish","format-standard","hentry","category-scadaics","category-schneider","tag-digital-transformation","tag-digital-transformation-of-industries","tag-emergency-shutdown-system","tag-industrial-internet-of-things","tag-industry-4-0","tag-machine-and-process-management","tag-modernization","tag-modernizing-emergency-shutdown-systems","tag-oil-and-gas"],"_links":{"self":[{"href":"http:\/\/www.palada.net\/index.php\/wp-json\/wp\/v2\/posts\/16068","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/www.palada.net\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/www.palada.net\/index.php\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/www.palada.net\/index.php\/wp-json\/wp\/v2\/users\/4"}],"replies":[{"embeddable":true,"href":"http:\/\/www.palada.net\/index.php\/wp-json\/wp\/v2\/comments?post=16068"}],"version-history":[{"count":0,"href":"http:\/\/www.palada.net\/index.php\/wp-json\/wp\/v2\/posts\/16068\/revisions"}],"wp:attachment":[{"href":"http:\/\/www.palada.net\/index.php\/wp-json\/wp\/v2\/media?parent=16068"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.palada.net\/index.php\/wp-json\/wp\/v2\/categories?post=16068"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.palada.net\/index.php\/wp-json\/wp\/v2\/tags?post=16068"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}