FEST participants got a crash course in tackling the dreaded pitch in the June 24 Training Ground Masterclass “Why Pitching Matters: From Idea to Opportunity.” This masterclass was hosted by Portuguese director, producer, and screenwriter Gonçalo Galvão Teles and Spanish director, screenwriter, and pitching whiz Guillermo Garcia-Ramos. 

The objective of the masterclass was to convey all the essentials filmmakers need to know when delivering a pitch. Galvão Teles opened with the advice that “Ideally, pitching can and should have a dramatic structure like a film.” He posited that “everything in this business is pitching”—if this is indeed the case, it is crucial to understand this structure and what makes for an effective pitch. 

Galvão Teles broke pitching down into four pillars: style, passion, total command of the material, and empathy. For a pitch to be successful, it must be distinct. Truly caring about the project and having a thorough understanding of the vision that can be conveyed to others are key to capturing listeners’ attention. 

For Garcia-Ramos, pitching is like a puzzle piece. The filmmaker and their project are unique, fundamental to the whole, and have a place—it just needs to be found. He reiterated time and again that pitching is not selling but rather sharing.  “We pitch because we need resources,” Garcia-Ramos stressed. “When you pitch you’re not asking for money—you’re asking for time, resources, money that took years to build.”  

He recommended being direct and clear about the call to action. Pitching to the wrong audience will inevitably lead to disappointment. Identifying the right people who are receptive to the type of work being proposed is the first step towards success. Equally important is demonstrating the “same level of commitment and passion as you’re asking for from your listeners.” To close the session—and to prepare those in the audience awaiting the Pitching Forums on June 27 and 28—Garcia-Ramos offered one final piece of advice: “The most important pitch of your life is your next one.” 

-          Alexandra Rongione