Have you ever walked into a meeting excited to share your ideas, knowing the impact it would have? As soon as the meeting starts, you launch into your mini-pitch… only to be met with polite nods and a swift change of subject. But then just minutes later, someone else offers a slightly repackaged version of your idea — and suddenly the room lights up. I beg your finest pardon, but what just happened?
If your ideas aren’t gaining traction, their value add might not be the issue. Often, it’s how they’re framed, communicated and delivered. As leadership expert Simon Sinek says, “People don’t buy what you do, they buy why you do it.” (Start With Why)
Let’s unpack the most common reasons your pitches may be falling flat — and what you can do to change that.
Speaking Too Soon (or Too Late)
Timing is everything. According to research from Harvard Business Review, ideas introduced too early in a meeting can get dismissed before the room warms up. Too late, and people have mentally checked out. (HBR: Getting Ideas Heard). So how do we find that magical moment when people are open to our brainstorming session?
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- Fix it: Read the room. Listen first, and then tie your idea into the conversation’s momentum. Position it as a solution to the problem that’s already on the table.
Delivery Lacks Confidence
Even brilliant ideas need a confident messenger to gain the necessary traction. Amy Cuddy’s research on presence shows that people make snap judgments based on warmth and confidence. Phrases like “I might be wrong but…” or “Just an idea…” undermine your message before you’ve begun. (Amy Cuddy TED Talk). You may know your idea has merit, but words can become mindless droning to your audience when spoken without intentionality.
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- Fix it: Practice standing up straight and speaking assertively. Eliminate disclaimers, speak with clarity, and show that what you’re saying matters to you. Confidence breeds credibility.
You Haven’t Built Credibility Yet
People buy from people they trust. If you haven’t invested in building relationships or establishing expertise, your idea might not get the consideration it deserves. As Stephen Covey wrote in The Speed of Trust, “Trust is the glue of life. It’s the most essential ingredient in effective communication.” (FranklinCovey: The Speed of Trust)
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- Fix it: This means we do not — repeat, do not — avoid conversations about others’ projects simply because they are not our pet projects. No tunnel vision, my friends. We are a member of the team and engage as such. Contribute regularly, offer help, and follow through on your commitments. Over time, you build a reputation that earns attention.
You Didn’t Invite Buy-In
Even if we have confidence and credibility, we still need to execute an effective pitch to properly leverage those investments, and people can have a tendency to resist what they didn’t help create. To this end, an idea tossed out without context can feel like a curveball. How do we pull them in and create context? I’m so glad you asked.
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- Fix it: Bring others along by referencing their concerns or inviting their thoughts. Ask questions first. People love being seen and feeling as if their insights are valued. Phrases like “What if we tried…” is often better received than “Here’s what needs to happen.” Again, we are part of a team, rather than someone with tunnel vision and a savior complex.
You Didn’t Tell a Story
As we keep drawing people into our would-be brainstorming session, data matters, but humans are wired for stories. According to Stanford professor Jennifer Aaker, people remember stories up to 22 times more than facts alone. (Stanford Business: Storytelling)
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- Fix it: Frame your idea as a narrative. What problem does it solve? Who does it help? How will it make the future better? Consider this: instead of saying “We need to streamline customer support,” try, “Imagine a customer stuck on hold for 45 minutes, just to get transferred to another line. What if we could fix that in one step with a self-service portal?”
Sometimes, being taken seriously isn’t about having the loudest voice in the room — it’s about having the clearest one. By adjusting your timing, delivery, storytelling, and engagement tactics, you can transform a brilliant-but-ignored idea into one that others champion. The idea didn’t change. But everything else did.
