Pitching your film project

June 5, 2014
posted by sheric

I am preparing to head to Sheffield DocFest this weekend where I will be meeting with various documentary producers to discuss their projects that are between development and post production. In attending these session for the past 2 years as well as several other film conferences, it never ceases to puzzle me at the disparity of what I think is going to happen in these meetings and what the filmmaker hopes will happen. Most are looking for funding, but few are really well prepared to pitch their projects. They are under the impression that a cheque book will appear at some point in the 15 minute session without really understanding what the executive across the table is looking for. In order to clarify the purpose of a pitching session, I offer words of wisdom from Stephanie Palmer. Her blog Good in a Room is a must read for all creatives who are faced with a pitch session. She gives these tips on preparing to pitch.

pitch your film project

1) What version of my pitch makes the project more likely to sell? 

Stephanie says: “You shouldn’t expect to sell anything in this context. You wouldn’t buy a car or a house in a five-minute meeting, and no one is going to shell out serious cash and risk their reputations when meeting you for the first time.” Your main objective in this meeting is to set up a line of communication in the future.

For myself, I am merely an emissary from the company and my job is to hear a bit more detail than what has been given to me prior to the meeting. I will then take down notes of my thoughts about how the project fits into the company’s goals, what the filmmaker is trying to achieve, my observations about the filmmaker personally and how challenging the project will be in the market. I send all of this information back to my colleagues who may or may not choose to have us follow up.

2) Should I use a “leave-behind” in a pitch meeting? Like a one-sheet, outline, summary, or poster?

Stephanie says:  ”In a pitchfest kind of situation, I wouldn’t leave anything behind except your business card which just needs to have your name, phone, and email. My experience is that I have never seen someone get interested based on something from a leave-behind, but it makes it easier to say No.”

I don’t want any physical material because I am traveling and I don’t have space to keep up with it. Simply an online link to material (press kit, film link, bio) is enough for me to include in my notes. Please do have a business card. It is shocking how overlooked this is, especially when everyone knows they are going to pitch. It is just unprofessional to show up at a planned meeting and not have a card.

3)  I know it’s important to build rapport. But how do I do that when I only have 5 minutes to pitch?

Stephanie says: “Research the people with whom you’ll be meeting and design a comment that demonstrates your respect for them. That builds rapport quickly.”

Good gosh this is so easy to do on me as it just takes one Google search of my name and information on the company am I working with to find out what we’re about. It is very surprising how few people actually do this and need me to spend our very limited time together explaining what The Film Collaborative does, the kinds of projects we have worked with and what we did with them. You can guarantee I’m looking you up ahead of time and finding out what you have done before and how you are presenting this current project to an audience, especially if it is in post production. If I don’t find anything in the search engines, it is a worrying sign for me because you are neglecting your professional skills. Every professional person now needs to have some kind of information available online and make sure that information is something you are happy to have others find.

4) My pitch is set and I’m not changing anything. Is there any other advice you can give me?

Stephanie says: “Speak slowly and take notes on what the decision maker says. The act of taking notes shows respect, will help you maintain your composure, and will allow you to look for patterns in the feedback you get so that after the conference is over you can decide how to improve your pitch, project, or both.”

I tend to prepare some notes and questions ahead of time that I may cover during our talk. It will be helpful for you to write these things down. Most of my questions will be about audience and I am particularly interested in whether you have done deep research on this for the project you are pitching. Believe me, most executives are thinking this same thing even if they don’t ask you. We are less concerned with the story structure and more concerned about how well the film will do in the market. Take this into consideration before the meeting.

I look forward to the gathering in Sheffield during the coming week and if you are in town, come up and say hi.

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