Level Up Your Pitch: The 30,000-Foot Business View

What do you say when you want to give a brief but impactful overview of your business and your brand?

You’ve got to go high. Or do what I call “going up to 30,000 feet and looking down.” Take the biggest-picture view you can find on your organization’s work and its value. Or, as President George H. W. Bush is known to have called it, find that “vision thing.”

The view from 30,000 feet is the exact opposite of peering through the weeds, and while most people in an organization are by definition, and indeed by assignment, stuck in the day-to-day weeds, certainly a leader is in a position—and arguably has the responsibility—to rise to a higher vantage point.

For an example of a 30,000-foot view, let’s look at one of my clients, an entrepreneurial company that manufactures super high-end sports equipment. The executives came to me for spokesperson training in advance of what they expected to be a busy season of trade shows and sport competitions where their products and sponsored athletes would attract a lot of attention. The engineering and technology that goes into the production of their equipment is as fascinating as it is dense with detail and data. Yet for the media—and for the benefit of building and promoting the brand—they needed to develop some higher-level messaging. The nitty-gritty details could be saved for the trade journals that craved them.

In a small group session with the executive team, I asked a series of questions to elicit the 30,000-foot view. Fundamentally, I was pushing and poking at them to home in and identify what their company is really all about. It’s not about the product line or producing the best equipment; it’s not about being made in America; it’s not even about satisfied customers. Those are all great attributes, but they’re closer to the ground (where weeds grow). What the 30,000-foot exercise yielded in the end was that their company is all about three things, characterized in a different way: innovation, performance, and fun.

Having a 30,000-foot view of your organization’s work in your back pocket means you’re always prepared to speak at the higher visionary level befitting a leader. It gives you a go-to point when you need to make remarks that describe your work and its value. Ultimately, it’s more memorable and communicates your brand … rather than just your product line.