Purpose: What are your purposes in presenting your idea? How is it good for your organization? Why should you be the one to deliver this message to your boss (or other targeted audience)? What do you want from this pitch for yourself and/or your team?

Audience: Knowing what you know about your boss (from the first two steps above), what do you expect from him or her? What are her questions going to be? What will she be concerned about? What amount of detail will he want? When is the best time of day to talk to him? What behaviors does he really admire from his employees? What does he loathe? What are the questions you hope she doesn’t ask – and what are the answers to those tough questions?

My Actions: Knowing your purpose(s) and your audience tells you the behaviors and actions you should display. What will be your actions based on your purpose(s) and your audience? Will you present it with facts and figures in black and white for the analytical boss? Will you present a story with visual details and suspense for the boss who frequently says the answer just “feels right”? How do you need to look and sound when you’re pitching your idea? Can people hear the passion in your voice? Can they see it on your face (a smile with your eyes is our biggest sign of your belief in what you’re saying; raised eyebrows are the biggest sign of your passion for the topic)? Do you use gestures to show how committed you are to making it happen? Whatever you do, make sure it is purposeful and respective of your audience. For more information on how to influence the decision-makers in your life, watch our video.