Sometimes a salesperson only has once chance to capture a prospect’s attention. That’s why the good ones always have an elevator pitch polished and ready to go.

What about you? When your CIO gets into the lift and asks “So what are you working on?” forget about trying to sell your project and concentrate on selling yourself. After all, projects come and go but keeping – and promoting – good staff is what a CIO’s job entails. Putting your work into a business context should get their attention – and maybe a tick in the box at your next appraisal.

You need to show the CIO that you’re on top of your game, that you understand the big picture and where your project fits. You need to highlight the problem your project is solving and what the company will be able to do when the project delivers. Think of your project as a story card, like the following example:

Try reading this example out loud. It will take you about 30 seconds to explain your project in terms of a problem, its impact on the business, how you’re fixing the problem and what new capabilities a successful project completion will bring to your organisation. Now try writing your own project pitch and memorising it. Next time you bump into your CIO (or any other executive) show them that you’re on their wavelength.

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