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How can you pitch ideas that require significant changes to company culture?

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As a product manager, you may have some brilliant ideas that can improve your product, but they may also require significant changes to your company culture. How can you pitch these ideas effectively and get buy-in from your stakeholders, team, and customers? In this article, we will share some tips and best practices on how to pitch ideas that require cultural shifts, based on our experience and research.

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Himanshu Khichar, CSPO?

Product Manager | Business analytics | 4+ years of experience improving user experience and building products using…

1 Understand the culture

Before you pitch anything, you need to understand the current culture of your company, your team, and your customers. What are their values, beliefs, norms, and behaviors? What are their pain points, goals, and motivations? How do they communicate, collaborate, and make decisions? How open are they to change and innovation? You can use various tools and methods, such as surveys, interviews, observations, and feedback, to gather this information and analyze it.

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Himanshu Khichar, CSPO?

Product Manager | Business analytics | 4+ years of experience improving user experience and building products using AI/ML and user research | MS @ Northeastern University | 3x Founder
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I once worked at a large company who was risk-averse due to highly trusted user-base. To pitch my new product feature, I framed it in terms of how it would align with the company's values and complements our vision. My manager was impressed and approved the project. The feature was a success. So, tailor your pitch to the culture of the company and customers to increase your chances of success. Google is doing the same with Bard, they know bard is against their vision so they try to tell people that bard is still a child and maybe not take you to right direction.

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2 Align with the vision

Next, you need to align your idea with the vision and strategy of your company, your team, and your customers. How does your idea support the mission, vision, and values of your company? How does it help achieve the objectives and key results of your team? How does it solve a real problem or create a real value for your customers? You need to articulate the benefits and outcomes of your idea clearly and convincingly, and show how it fits into the bigger picture.

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3 Empathize with the audience

Then, you need to empathize with your audience and tailor your pitch to their needs, interests, and concerns. Who are the key decision-makers and influencers that you need to persuade? What are their roles, responsibilities, and perspectives? What are their objections, fears, and risks? How can you address them proactively and respectfully? You need to use the appropriate language, tone, and format for your pitch, and use stories, examples, and data to support your points.

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4 Involve the stakeholders

Additionally, you need to involve your stakeholders in the process and make them feel part of the solution. Who are the people who will be affected by your idea and how? How can you solicit their input, feedback, and suggestions? How can you incorporate their insights and opinions into your idea? How can you create a sense of ownership and commitment among them? You need to use various techniques, such as workshops, prototypes, and pilots, to engage your stakeholders and co-create your idea with them.

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Himanshu Khichar, CSPO?

Product Manager | Business analytics | 4+ years of experience improving user experience and building products using AI/ML and user research | MS @ Northeastern University | 3x Founder
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I believe stakeholders are there for a reason. Those people are the one who are either using the products or investing or working in it and that's why would know the most about it. Best thing to do is hosting workshops for everyone to pitch their ideas and co-create the idea with them so they feel included and will be supporting you once you pitch that idea.

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5 Demonstrate the value

Finally, you need to demonstrate the value and feasibility of your idea and show that it is worth the change. How can you measure and validate the impact and results of your idea? How can you test and iterate your idea quickly and cheaply? How can you overcome the challenges and barriers that may arise? How can you scale and sustain your idea over time? You need to use various tools, such as experiments, metrics, and roadmaps, to prove your idea and show that it is achievable and desirable.

Pitching ideas that require significant changes to company culture is not easy, but it is possible if you follow these steps and principles. By understanding the culture, aligning with the vision, empathizing with the audience, involving the stakeholders, and demonstrating the value, you can increase your chances of getting your ideas accepted and implemented.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How can you pitch ideas that require significant changes to company culture?

1

2

3

4

5

6

1 Understand the culture

2 Align with the vision

3 Empathize with the audience

4 Involve the stakeholders

5 Demonstrate the value

6 Here’s what else to consider

Product Management

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How can you pitch ideas that require significant changes to company culture?

1

2

3

4

5

6

1 Understand the culture

2 Align with the vision

3 Empathize with the audience

4 Involve the stakeholders

5 Demonstrate the value

6 Here’s what else to consider

Product Management

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