How to structure your KM elevator pitch

Everyone needs an elevator pitch for KM. Base it around these 3 questions. 

Buzzword Bingo: Elevator Pitch = Concise presentationas pitched to someone in the short time available in an elevator
Buzzword Bingo – elevator pitch
by Ron Mader on Flickr

The elevator pitch is your 30-second attemtp to sell KM to a senior manager you meet in an elevator. It needs to be short, concise, and engaging.

According to this blog post by Dan Steer, it needs to answer 3 questions – the 3 questions every listenter to your pitch will have

These are;

  • What’s your point?
  • What’s in it for me?
  • What do you want me to do?
If you can answer these three questions in advance, then you have the perfect Knowledge management sales pitch for your internal stakeholders. For example

“Knowledge Management is something new we are trying – a systematic way of ensuring that your people at all levels have instant access to the knowledge they need to make the right decisions and take the right actions. 

It can save you time and money, save you from repeat mistakes made elsewhere in the past, and help you deliver a better result. 

Can you work with me to choose a suitable pilot area in your business unit where KM can add some real value?”


“We are losing work because our bid teams don’t have good enough access to the knowledge they need to land the bid. 

I think we can fix that, and  in quite a simple way. 

Can I have 10 minutes of your time this week to explain in more detail?”


“Some of our most critical know-how is in the heads of people who will retire soon, and if we don’t do something about it, that capability will be lost to us. For example (give example of imminent knowledge loss).

We can cover this risk, if we act now and act strategically. 

I would like to book an hour with you to tell you how our competitors are addressing this issue, and what our options are?”

You will need to word the pitch yourself, but remember to answer the three questions.

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Shared by: Nick Milton

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