Drone technology has made great advancements in recent years and offers incredible benefits for businesses of all sizes. These benefits can range from added productivity to greatly reducing expenses over current practices. You may already know this to be true, but how do you convince your boss that integrating drone technology will directly benefit their situation?
You could immediately go to your boss or manager and pontificate on the great ideas you have and see how it goes. In business, this is called the “Idea Dump” and it usually goes something like this: “Hey Manager, I was thinking the other day, I have this great idea, we should get some drones (or hire a drone company), to do X. What do you think?” This is likely followed up with the manager asking, “What do you want me to do?”
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Managers hate this approach. They have jam-packed calendars, usually more scheduled than the allotted time allows, and the last thing they want to hear about is something else potentially being added to their responsibilities. This approach is where great ideas often go to die.
According to Harvard Business Review research on bottom-up ideas, innovations, and problem-solving, workers are inclined to keep silent. When they did speak up, those ideas rarely led to any significant change.
"One survey of U.S. employees found that a full 70% weren’t comfortable raising an issue with their boss even when it was important, and a landmark 2003 study found that 85% of employees withheld their ideas because they were afraid to speak up."
In this article we are going to provide step-by-step examples and methods for pitching your drone solution ideas to a boss or manager. This approach will certainly give your ideas a better chance at becoming a reality.
Prepare Your Presentation
Very few things can compensate for not being prepared. Being prepared is one of the best ways for people to take your thoughts and ideas seriously.
Start by formulating your pitch into three layers: a 5-second, 30-second, and 5-minute version. In business terms, the 5-second speech is often referred to as the “elevator pitch” and should be very concise.
"The 5-second version, also known as the elevator pitch, is the most concise single sentence formulation of whatever your idea is. Refine, refine, refine your thinking until you can say something intelligent and interesting in a short sentence. Never allow yourself to believe your thing is so complicated and amazing that it’s impossible to explain in [one] sentence."
As Berkun goes on to say, “if you can’t distill” your idea down to 5 and 30-second versions of what you are proposing odds are you won’t be able to get many people to listen to the 5-minute version.
Research and Refine Your Ideas
Good ideas require thinking a lot about execution and delivery. A pitch to a boss or colleague can be quickly dismissed by asking a few general questions:
- What problem does a drone solution solve?
- What evidence is there that the problem exists and that it should be solved (think profitability)?
- What are the logistical problems to your idea and how do you plan to solve them?
Related Article – 7 Deadly In-House Drone Program Mistakes
If you have not done enough drone industry-related research specific to your project, it will be very apparent to those listening to your presentation. Ask yourself a lot of questions.
- Does your company need better access to data than it has now?
- Will a drone provide the data you don’t currently collect?
- Is your company spending money on labor intensive tasks that can be done by a drone?
- Will a drone save time and money over doing projects using traditional methods?
Once you have identified the problem, spend some time researching how other companies are dealing with similar problems and find a solution that fits your company’s needs.
Relevant Case Studies & Examples
An excellent source of information is going to be found in case studies like the project you are proposing. There are great case studies done today for almost any subject. Many are independent case studies done by research groups or universities, so they tend to be more objective with fewer conflicts of interest. Try to find several different case studies that have also come to the same collective conclusion.
As an example, if you are looking to see how drones are used in agriculture this Case study on Agricultural Autonomous Drones might be useful from an objective point of view. You can download a free PDF document, and the citation list.
Another useful article was released by Utah State University called Drone Technology in Agriculture Appraisal that shows a cost-benefit analysis of implementing UAV/drone technology within agricultural appraisals. DJI Agriculture has also put together an entire portfolio of information that could be very useful.
Keep in mind, when looking at case studies done directly by drone manufacturers themselves, they could be less objective. The information they provide is still extremely helpful and useful in your pitch but be sure to check their research if possible as conflicts of interest might be found within the case study.
What Benefits Would Drones Provide?
Next you will want to outline the benefits of using drones in your project or application. Sticking with the agricultural example, what are the benefits of using drones in agriculture? Drones can accomplish projects like:
- Drone Photogrammetry – helping farmers and agronomists create highly accurate 3D maps and models
- Equipment Tracking
- Drone mapping software – Pix4DFields or DroneDeploy can stitch topographical maps of farmlands to help identify problem areas
- Remote Monitoring
- Historical data collection – making sure farmland stays healthy over time
- Saves time – semi-automated flight modes for spraying crops
- Saves money – drones are less expensive than manned aircraft or labor costs for similar tasks
- Progress Reporting
- Drones can plant seeds
- Improve crop yields – through obtaining crop data fasters and more frequently
- Security Surveillance
Each one of these points also has its own challenges. Whatever points you decide to use as benefits, understand the weaknesses of each as well, you may need to defend the weaknesses as much as praise the benefits.
How Will Drone Technology be the Solution
Now that you have done the research, acquired case studies, and understood the benefits, does using drone technology solve the problem you are presenting? Perhaps the best question to ask yourself would be “what other options are out there?” This goes back to research. Your boss could be aware of a solution already, and it may not be what the company is currently doing or what you are presenting.
Using drones on agriculture sites and large farms can eliminate labor-intensive tasks, saving a lot of money in labor costs, and increasing safety for workers. Spraying chemicals manually will always pose a health hazard and is very time-consuming and strenuous. Drones can fly complex surveys, mapping, and photo documentation traditionally performed by fixed winged aircraft, saving both time and money.
Drones have a very wide variety of tasks they can complete; some tasks your manager may not know exist. Be sure to clearly define how drone technology will be the best option for your company.
Compare Metrics: Drones vs Existing Practices
When looking at drone solutions the best comparison may be with your company’s current practices. The problem you are trying to solve very well could be to replace an existing practice with a drone solution. These in-house comparison examples are going to be the highest value for your presentation. You can obtain more accurate data for in-house projects, and your manager is probably already very familiar with the current situation.
Be sure to compare apples to apples and make it easy to read and understand. As an example, traditional land surveys take a lot longer to complete than drone surveys.
"A huge selling point of drone surveying is that accurate and actionable data can be collected much faster than traditional methods. Drones can scan up to 700 acres a day (per team) and data can be ready for final delivery within two weeks."
In a study by Florida Aerial Survey Technologies the two easy comparison points are the amount of data that can be collected and the speed at which deliverables can be sent to the customer.
"Drone mapping produces 100,000 times more data in much less time. The massive amount of data allows for the creation of highly accurate and detailed 3D models… The speed of [deliverables] is 2–3 weeks vs. 4–6 days, and the completeness of the data sets makes drone mapping far superior to traditional survey methods."
How Much Does It Cost?
This is one of the highest priority items on your manager’s mind. They are responsible for budgets, expenses, and ensuring that any expenditures have a clear path to a return on investment (ROI). Keep in mind determining the total cost of a project can include many pitfalls.
The cost of drone projects can vary tremendously depending on your needs. The last thing you want to do is under-estimate the cost of a new project. Be open-ended with less detailed specifics and more general with cost ranges.
With drone projects there are usually two cost options: doing the project in-house (yourself) or hiring a professional drone company. Many reputable drone companies, like The Drone Life, will offer free consultations and walk you through the project and costs associated with your idea.
An example comparison between an in-house and an outsourced project you will need to prepare for:
In-House Drone Project Costs
- Aviation Liability Insurance
- Proper Licensing
- Employee Training
- Equipment Purchasing
- Software Subscriptions
- Maintenance Schedules
Outsourced Drone Project Costs
- Pay per Project
- Pay per Hour
- Pay per Deliverable
Prepare for both options, and have a good, reasonable, cost estimate for your project.
What is the Potential for a High ROI?
In a similar thread to the cost, determining the potential ROI for your manager will go a long way to convincing them your idea is worth exploring. With a drone project, there may be many costs involved, as we outlined above, but there also must be some financial benefit as well. Part of the ROI includes expenditures your company currently has, but may be eliminated due to using drone solutions. These savings may be the biggest potential for a high ROI.
Go ahead and calculate your ROI but keep it simple and in big round numbers. Managers do not need super detailed information for an initial presentation, but they do want to know there is going to be an ROI at some point.
Some managers only want one big number. In business this is known as “bottom line up front,” and it means they tend to favor that one number over all the other details. This is to say, the bottom ROI number is going to be important, so spend some time trying to work out the details behind the result. If the information proves to be too complex due to variable factors out of your control, present this information to your boss. This could lead to a positive discussion around the potential of high ROIs in more abstract terms.
How to Successfully Implement the Technology
Once you are through all the details and have made it through the cost structures, the project must be implemented by someone. These are your ideas being presented and a manager is going to want someone to take responsibility for the details. Most likely, this is not going to be the manager you are presenting the information to right now. Likely, this is going to be you either leading the project, you creating or leading a team to implement the project, or you managing the progress and outcomes.
This should be a well thought out process, and even tested before the presentation if possible. Using our example of drones for agricultural solutions, perhaps you are planning a project that would move from using manned crop dusters aircraft to using drones. You may want to implement this in stages. The first step might be to test using drone spraying in a smaller section of a field and track the outcome to determine if it is worth implementing for the entire field.
Think through exactly how you would go about making that change step-by-step. There are several questions you might want to ask yourself such as who would be affected by these changes and what impact would that have on the overall project? Who can collaborate with you on this project? Are these steps I’m creating even feasible?
Figure out each step you would need to take to implement your plan and then write it down piece by piece. Then show the plan to a few people you trust and let them help you adjust it as needed. Clear and verifiable steps will be important for your boss to see.
Making the Presentation to Your Boss
Now that you have prepared your presentation, you need to effectively convey that information in a clear and concise manner. There is another old saying in business called the KISS principle, which means, “keep it simple, stupid.” This principle was developed by the Navy in 1960, which refers to the notion that most systems work best if they are kept simple rather than made complicated. This principle moved into the business world and is still very relevant today. Unnecessary complexity should be avoided, in your presentation, and in your plan itself.
For example, there are many different use cases for drones in agriculture. Some are more complex than others. If you are just starting out and this is your first drone experience, start with well-established concepts such as topographical mapping. This is less complex to explain than diving immediately into new novelties such as drones for seed planting or spraying pesticides. If your plan is to implement all possible uses, you can do this in stages. Start with easy wins and move to the more complex tasks as time goes on.
As for the presentation itself, keep it simple.
Pitch to a Group or Individual?
Keep in mind that most managers or people in power will respond differently to different situations. Will your boss be motivated to respond positively in a group of peers who also share your ideas? Is your boss one who responds well to one-on-one interactions? Every person is unique and responds well to different types of environments. Choose the surrounding your manager is most comfortable with whether it is a group or an individual meeting.
Make the Timing Right
Timing is always important. Prior to COVID when office hours were more standardized, you could count on specific times of the day that worked, and days of the week to avoid.
Factoring the impact of post-COVID work schedules can be very challenging. Like a traditional sales pitch, there are still some general guidelines to follow. In a study by Gong, they found that Wednesday and Thursday remain the best days of the week while Monday and Friday were the worst. As for time of day, a 2022 study by Revenue found that decision makers are “more likely to engage” in late afternoon conversations where prior to 2020 they were more likely to engage in the 10–11am range.
The “standard day” for today’s workforce has changed dramatically over the past several years. If you cannot determine the best day and time for your company, the approach that will work the best would be to ask your manager what works best for them and adjust to that meeting schedule.
What's included in the PDF...
The key elements to look for in a professional drone pilot.
How to avoid government fines and personal liability.
What a drone license is, and how to confirm a pilot has one.
Outline the Presentation Concisely
This goes along with keeping it simple. You are always working with limited time, and there is no way you can list all the possible items you prepared. That is ok, you still need to be prepared for multiple outcomes. You can come prepared with a more detailed outline in either electronic or paper form but be sure to be very concise when you speak.
Stick to two or three main points at most. For example, you could structure your time around “this drone project will (1) save time, (2) save money, and (3) enhance overall worker safety.” Know your audience. You can adjust as you proceed if you sense you need to cut it short, or you may have time to go into more detail.
Build a Story Around Your Idea
You do not have to be a master storyteller but think about how a TED Talk is presented. They are engaging and demand the audience’s attention because the presenter wraps research, statistics, facts, and figures around an interesting narrative. When you are going to pitch an idea to your boss, wrap the idea in a narrative and take your boss on a journey.
What experiences in your life do you have that you can pull from that would be relevant to your idea. Do you have personal experience with using drones on your own land? Did you come from another company that uses drones for agriculture and you were directly involved in that project? Build a story around the experience and engage your listeners. Don’t put them to sleep, engage them in a narrative.
Address Concerns and Objections
Imagine the scenario where your presentation is humming along, heads are nodding in agreement and then your boss drops a question bomb in the middle of the presentation, and you are scrambling to try to come up with an adequate response.
This situation can be avoided by addressing these concerns and objections before they come up. Make a list of potential concerns and objections. When the appropriate time arises in your presentation try to give an answer to the items on your list prior to them coming up in conversation. Doing this shows you are prepared and understand the broader scope of your project. Once you have done this, and your presentation is complete, be prepared for a host of additional questions.
Be Prepared for Questions
You have now finished your presentation and your manager, or group of colleagues, are now preparing to unload all the questions they have stored up in their head while you were talking. Silence is not always a great thing. A presentation with no questions may be one that sparked no interest. Prepare for both positive and negative feedback. Following our drone example, how might you answer these questions:
- Who will take responsibility for this role?
- What kind of training does this require?
- I am worried about safety, how is this safe?
- How much will this cost?
- What do you want from me?
- What if this project changes?
- Can we add “this” or “that” to the project?
- Do we need additional insurance?
- How do we hire a drone pilot?
- Are drones tools? I thought they were toys?
- Are we even allowed to use drones?
- Will using drones put people out of work?
- Are any competitor companies already using drones?
Those are tough questions. Some are borderline combative. Fortunately, most of these types of questions should not require extensive conversations at this stage. You may have even addressed some of these questions in your presentation already.
Some questions however you will want to spend more time with. These tend to be questions that pertain to subjects beyond opinions or personal preferences, like FAA regulations. These are non-negotiable type questions. They must take place for your project to exist.
Aren’t There Strict Rules for Drones?
Just as there are rules of the road when driving a car, there are rules of the sky when operating a drone. Small Unmanned Aircraft Systems (UAS) are regulated by the Federal Aviation Administration (FAA) through Regulations Part 107.
The FAA rules for UAS, or “drone,” operations cover a broad spectrum of commercial and government uses for drones weighing less than 55 pounds. The highlights of the rule, 14 CFR Part 107, are as follows.
- Always avoid manned aircraft.
- Never operate in a careless or reckless manner.
- Keep your drone within unaided line of sight (for example, no binoculars).
- You can only pilot one drone operation at a time.
- Do not fly a drone over people unless they are directly participating in the operation.
- Do not operate your drone from a moving vehicle or aircraft unless you are flying your drone over a sparsely populated area.
- Minimum visibility from your control station is 3 statute miles
- Maximum allowable altitude is 400 feet above the ground (AGL)
- Maximum allowable speed is 100mph (87 knots)
- Total system weight with payload, cargo, drone must not exceed 55 pounds
- All drones over 249 grams must be registered on the FAA’s website
- You must be at least 16 years old to qualify for a remote pilot certificate
- You must report any operation that results in serious injury, loss of consciousness, or property damage of at least $500 to the FAA within 10 days.
This is a summary of Part 107 rules. There are a lot of details that go into each rule and any Part 107 pilot in command is responsible for carrying out these regulations. In certain situations, you can request a waiver from the FAA and be exempt to a particular rule. As Part 107 pertains to your presentation, keep it short and to the point. The heavy details of FAA regulations are not necessary, but knowing they exist and how to access them will be important at some point.
Having this type of list available for your boss or manager is something you should consider before going into the presentation.
Have a Plan of Action Ready
It is important to end your pitch with a plan of action. Minimize the sense of risk by planning a trial and be ready to carry out the trial. Trials by their nature carry less risk, and the argument can be made that if it does fail it has provided some useful lessons for the organization.
As we have discussed, the two main options to carry out your plan will involve either hiring a professional drone company or doing the work in house. Be ready to start a trial with either option. Choose the smallest simplest version of your project to earn some trust to expand the project as you move ahead. Then work hard at making the trial as much of a success as you can. When you are preparing for your plan of action, keep these things in mind:
- Frame your solution to match the goals of your company – what is the overreaching company mission and vision? Can you frame your solution to line up with the goals of the company?
- Gain support from respected coworkers – who can you involve in the project that will lend support and stability to your ideas?
- Emphasize your enthusiasm about the idea – be enthusiastic throughout all aspects of your presentation. If you aren’t enthusiastic about your idea others will not be either. Let them see you believe in your own ideas.
- Demonstrate you’ve done your homework – as we discussed in the article above, do your research, be prepared, but demonstrate this in a genuine and believable manner.
- Be organized – your plan of action will require organizational skills. Being organized is one more step in selling your ideas to your boss.
- Finding a Balance – Are you going to pursue an in-house solution, an outsource company, or a combination of both?
Don’t Bite off More than You Can Chew
We have discussed in detail how much is involved in everything from your pitch to the drone solution itself. It is important for you to not overcommit yourself. Do not agree to more than you can carry out, this could negatively impact future projects.
Keep in mind that when looking at in-house drone solutions you will need expertise in many different fields. This includes:
- FAA Part 107 License
- Airspace knowledge
- Preflight checklists
- Aircraft care and maintenance
- Emergency procedures
- Flight planning
- Responsibility in the event of a crash
- Flying in different flight modes
- Operating in coordination with manned aircraft
- Correct camera and flight settings
- Privacy concerns
- Suitable weather conditions
- SOP’s
- Risk management
- Liability
- Staying current with changing laws
- Battery voltages and proper storage
- Analyzing drone data
- Aircraft registration
- Software training
For these reasons, we highly recommend hiring true drone professionals to help you carry out your plan. Taking this option will mitigate your own risk and ensure flight operations are carried out to the highest standards.
Need Additional Guidance? Consult with a Drone Professional
When looking to hire a drone company, they should be able to evaluate the needs of your project and design a customized plan specific to the outcomes you desire. A highly experienced professional will be able to process and analyze all the data collected and give you the tools you need to make the best decisions possible for your company. This is where hiring licensed professionals can save you time, money, and frustration.
Are you ready to make that pitch but not sure what is involved in hiring a professional drone company? There is more to a successful mission than the drone equipment itself. Mapping and inspections can become very complex and require a large skill set as we noted above. The Drone Life has extensive experience in flight planning, risk management, airspace regulations, aviation safety, and has thousands of flight hours on various projects. We would be more than happy to speak with you and answer any questions you might have.
We work with a broad range of companies and organizations to create unique plans specific to your project. We have an expert team of highly qualified licensed professionals ready to document your very own project. You can schedule a free consultation with a drone expert today.
What's included in the PDF...
The key elements to look for in a professional drone pilot.
How to avoid government fines and personal liability.
What a drone license is, and how to confirm a pilot has one.
