The art and science of pitching 6
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The Art & Science of Pitching
Company Name
Photo
Agenda
• What is pitching?
• History of pitching in business
• Pitching as story telling
• Elevator Pitch
• Art or Science (How vs. What)
• The Art
• The Science
Origin and Analogy
Why Pitch ?
“A person can have the greatest idea in the world. But if that
person can’t convince enough other people, it doesn’t matter.”
Gregory Burns
Pitching as Storytelling !!!
The Art of Storytelling
The Art of Storytelling
The Theme of Storytelling
Create the Story
Deliver the Experience
Refine & Rehearse
Every Story has a CORE Message
iPod. One thousand songs in your pocket. MacBook Air. The world’s thinnest notebook.
Every Story has a CORE Message
The Villain & The Hero
Deliver the EXPERIENCE?
People will forget what you said,
People will forget what you did,
BUT people will never forget how you made them feel.
–Maya Angelou
Act 2: Deliver the Experience
.
–
Act 2: Deliver the Experience
Simplicity is the ultimate sophistication
Steve Jobs
Simplicity is the ultimate sophistication Leonardo Da Vinci
BIRD
10% 65%
. Act 2: Deliver the Experience
The Power of Visuals
A Mediocre Approach
No words
Picture
Simple to remember
Meaningful
What’s the difference?
What to do with Numbers?
Act 2: Deliver the Experience
1,000 songs 5 GB
The Case for the IPOD
“ACE” the essence of communication
“A” is for Authority
“C” is for Confidence
“E” is for Energy
What’s the secret?
Practice, Practice, Practice, …
Provide Useful Information
Act 3: Refine and Rehearse
Entertain The Audience
Art or Science?
How you walk the room
Convey your enthusiasm
Show your skills
Science is in the format of the presentation
Components of the Art
55% -90% of our message is communicated through body language; 7-10% through words.
It’s not about WORDS
Tone
Words
The Elevator Pitch ?!!!
The Pitch: Think like an Investor
Good Pitch vs. Bad Pitch
Hello, I am Stacy from XYZ We are a website that allows you to watch your favorite movies and TV series on a paid subscription scheme. We are better than movie theatres and pirated DVDs because we are convenient, cheaper, and better quality. You pay a subscription fee on a monthly basis, and then watch movies. You can also use the website to connect with you friends and family using social media. You can also review, rate, and suggest movies as well as talk to other members on our blog and through our chat forum. Our team is made of myself Stacy Joe I have a Bachelor degree in telecom engineering from ABC University, our CEO Jane Doe who has an MBA XYZ University Our CTO who has a degree in I.T. from the GHI University, and our Marketing Manager who has a Bachelor marketing from ABC. We are currently in County Q, and we hope to be the number one website for viewing movies in Q and the region in the future. We know we have a big market out there and we will do whatever it takes to capture it and grow it. I would like to meet you at your earliest convenience to discuss more, here is my card. Call me… Wink ;)
Hi, I'm Stacy Joe, the VP of business development at XYZ.com We are an Online Portal that allows you to watch your favorite movies and TV series on a paid subscription scheme. Essentially, we are the NETFLEX of the MENA region. If you want to watch new movie releases you either go to the movies which are expensive, with fixed time slots, and can be uncomfortable sometimes. Your other cheaper and more convenient option is the pirated copies from TANGO DVD, but you save money at the expense of quality. This is where we come in, for 10USD s a month; you can watch theater quality releases from the comfort of your home, at your own convenient time. We have a fully dedicated team with exceptional blend of skill sets and back grounds enabling us to deliver on our goals and set new entertainment quality standards in the region. We currently have 450,000 subscribers or 26% of the potential market in COUNTRY Q alone. The potential for the region however is 29 MM viewers. We want to expand our offering to the remaining viewers in the Q market and the rest of the region over the next 3 years. Thank you for your time, we're very interested in talking to you about this exciting opportunity and we'd like to schedule a meeting with you to expand upon this conversation and discuss it in greater detail.
Elements of a good pitch
1. Brief
2. Attractive
3. Well Organized
4. Market Oriented…Not Product Oriented
5. Proof of customer Acceptance
Science of the Pitch (The What?)
Think like an Investor !!!!!
A question of Perspective
Investors are pessimists… WHY?
Market
Attractiveness
Product
Differentiation
Managerial
Capabilities
Resistance to
Threats
Expected
Return
Perceived
Risk
Decision to
Invest
+
-
The Pitch: Think like an Investor
It’s all about the flow
“S/he who fails to plan,
PLANS TO FAIL”, Winston Churchill
Starting with the PLAN
General Rules
•10 Slides
•20 Minutes
•30 Font
The Customer Pain
Solution (Pain Killer) UNIQUEYour
Demo / Video
Team Skills / Success Factors
The Opportunity (Target customers)?
Competitive landscape Quality Accessibility/
Reach
Customization Price Customer Service /Speed
Product Scope
Leaders
Target Printing
Digital Printing
Xeroz
Proline
ABC
Competitive landscape and your advantage
Barriers to entry and how sticky is your business?
Business Model (How do you make money?)
Financials to date and Projections for the next 3 years
Quarter 1 Quarter 2 Quarter 3 Quarter 4 Year 1 Year 2 Year 3
Revenues
COGS/Cost of sales
Gross Profit
Gross Profit Margin
Overhead (S,A, & G)
Net Profit
Net Profit Margin
Funding Required
What will it be used for?
Product Development
(Pilot) Customers
Suppliers
Team
Financials
Current Status Review
Current Status
(1) Completion of concept and product testing
(2) Completion of prototype
(3) First financing
(4) Completion of initial plant tests (pilot or beta test)
(5) Market testing
(6) Production start-up
(7) Bellwether sale (first substantial sale)
(8) First competitive action
(9) First redesign or redirection
(10) First significant price change
Milestones
71
Milestones
Risks & How You Will Manage Them
Risk Factors How to manage them
Market
Competition
Technology and operations
Finances
People
Laws and regulations
Risks & Mitigation Plan
ONE MORE THING
WWW.EQ.GOV.QA
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