One Minute Elevator Pitch with TONY ELUMELU that led to a $100,000 Assignment!

Monday Motivational - Real Stories from the Consulting World

Elevator Pitch – Meeting Tony Elumelu and Landing a $100,000 Consulting Brief

Last week, we shared the Diamond Bank Story and the takeaway from that is simple: organisations will only buy from you if what you are selling solves a problem or adds value to them.

Today, let’s talk about the Elevator Pitch.

What is an Elevator Pitch?

Your typical elevator ride lasts roughly a minute or so. If you find yourself in an elevator with someone you have been trying to meet – what would you say to convince them to buy from you within that short timeframe? That’s the essence of the Elevator Pitch.

Some years back, I was flying from Lagos to London and who did I see across the aisle speaking with someone? Tony Elumelu, then CEO of UBA.

Now, please note that prior to this point I had been trying to sell to UBA with little success.

Seeing and meeting the key decision-maker was an opportunity I was not going to let pass.

The Moment of Truth

So, what do I say?

Do I complain about how difficult it had been to reach UBA? That’s often the default mode for many – psychological, seeking sympathy or at least a listening ear. But that rarely works, and at best only results in a sympathetic nod before the moment disappears, forever.

Another mistake people make in these one-minute windows is spending all the time introducing themselves, talking about their credentials, background, or history. By the time they finish, the opportunity is gone.

So, what did I say?

I walked up to Tony and said:“Tony, hi, my name is Shola. I have a solution for your company that will solve a major human capital need you have.”

Notice two things here:

• The emphasis on will, not might or maybe.

• The directness – no long introductions, no excuses.

Also notice I addressed him by his first name. It created familiarity and confidence. (Of course, be careful with this – we are a people who love respect and titles. You must read the situation well.)

Tony was taken aback, and I guess so – the audacity of the moment!

He looked at me and asked, “What is the product?”

That was my opening. That’s the point where you sell.

He concluded by saying, “Someone will call you next week.”

And indeed, I got a call from UBA the following week. The discussions that followed led to a $100,000 consulting brief.

The Unexpected Bonus

The story didn’t end there. Tony then said, “There is someone you have to meet.” He introduced me to another executive on the plane, a senior leader at the Nigerian Stock Exchange.

Not only did Tony give me a chance, but he validated me to his network. We ended up doing work for the NSE a year later.

So, one pitch turned into multiple opportunities.

Lessons Learnt

1. Have a product. Even if it’s a service, package it as a product that solves a clear problem.

2. Opportunities live in familiar places. Airports, planes, lounges were my everyday spaces because I flew a lot. But that day, my “ordinary” zone became the gateway to an extraordinary opportunity. Don’t overlook the goldmine in your own familiar spaces.

3. Be ready. Some call it luck, but really it’s preparation meeting opportunity. You don’t rise to the occasion—you fall back on your preparation.

4. Be bold and confident. People like boldness. Confidence is contagious. The worst that can happen is a No.

5. Don’t focus on yourself. Don’t beg for attention or sympathy. Focus on the problem you can solve for your prospect. Frame yourself as a solution, not a seeker.

6. Keep it short and clear. You don’t need your whole CV. What is the one compelling idea you can communicate in under a minute?

7. Balance respect with audacity. Too timid and you’ll be ignored. Too aggressive and you’ll be dismissed. The sweet spot is respectful boldness.

8. A good pitch multiplies itself. The $100,000 contract was big, but the bigger win was the introduction to Tony’s network. A single “Yes” can unlock several doors.

9. Clarity beats complexity. Tony engaged because my pitch was sharp, direct, and unambiguous. Decision-makers don’t have time for long stories—give them clarity.

10. Authority respects belief. If you don’t believe in your own product, why should anyone else? Projecting certainty makes decision-makers lean in, not tune out.

Final Word

Develop and practice your one-minute pitch. Opportunities rarely announce themselves in boardrooms. They show up in airports, elevators, weddings, parties, and random encounters.

When they do, the question is simple: Will you be ready?

Wish you the best.Hope this inspires you and helps you seize opportunities with confidence this week and beyond.

Shola AjaniSchool of Consulting