Entrepreneur.com
When Newman followed this agenda while consulting for businesses that wanted to start up in Jefferson City, Mo., for example, he found that these three audiences had different expectations for the city and the state. Some wanted to see big corporate jobs; some wanted small, service-based jobs; and others wanted small businesses.
But he thought they'd all be pleased by what he was proposing: five new companies for the Jefferson City community that came with above-average wages, a willingness to hire family members together, on-site day care and a full-ride college tuition program for children who served the community. He was wrong. He still hadn't learned something he now knows is an essential skill: pitching your idea so the politicians you're addressing know how this will get them votes. "I was shut down because city and state leaders were afraid of what other businesses would be put out with such competition," Newman says. "So what I did instead was I personally talked to representatives and senators from outlying areas to tell them what these businesses would do for their communities. I showed them how it would be good press, good for employment, something for them to hang their hat on. They all ended up agreeing with me, and they all got re-elected." However, Newman warns, don't even approach a politician with your concerns unless you've got a solid business plan to establish credibility, a one-page overview, a 30-second pitch and answers to the following questions: What's the problem?What's the solution?
What will it cost me if I do not implement your solution?
What do you need to make it happen?
How does the state get its money back?
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