The art and science of pitching 6

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

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