Insights Into THE ART OF PITCHING
The "art" of pitching shouldn't exist. Even if it does, it has got to change.
It has come to my attention that various groups are holding "pitch parties" and "pitching festivals" where (for a price) they schedule meetings with writers and allow them to pitch ideas to studio reps (some of whom might even be real).
The reason things must change is because every "writer" thinks his screenplay is the best. And every "writer" goes into the meetings with reps from Studio "Acquisitions" with the hope of selling his work and with the idea that he will pitch his screenplay and that they will immediately realize its "masterpiece" potential. What every "writer" doesn't know is that real "agents" have already abandoned this practice.
Writers pitching their work have no idea of what "Acquisitions" really wants while most reps do have an idea in their minds about what they are looking for. Every rep probably has different wants and the entrepreneuers promoting these "events" are making money by turning them into a game; much like "speed dating".
It's now all about showmanship! The person pitching enters the arena like a hunter approaching wild game and carrying his gun with one or two bullets. Real agents arm themselves with a slate of projects and rather than waste time, instead of pitching they ask questions and feel out the reps to get an idea of what they want. They then pitch the project that is closest to meeting the rep's wants. And then, they follow up relentlessly at later dates. They keep changing what they have tailoring it to fit each client's need (as they find out more and more what each rep really needs).
Those who want to sell should take a lesson from the professional agents. Arm yourself with numerous properties. It doesn't matter if they are yours or not; what matters is selling a concept. Go into each meeting with a shotgun rather than a rifle. Be prepared to change your concepts and re-write everything to meet the rep's needs. You will have a much better chance of hitting the target.