The art and science of pitching 6


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Pitching as Story Telling
Art of Pitching
Elevator Pitch
The Science of Pitching
Pitching to Investors

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The art and science of pitching 6

  1. 1. The Art & Science of Pitching
  2. 2. Agenda • • • • • • • What is pitching? Company Name History of pitching in business Pitching as story telling Photo Elevator Pitch Art or Science (How vs. What) The Art The Science
  3. 3. Origin and Analogy
  4. 4. Why Pitch ?
  5. 5. “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
  6. 6. Pitching as Storytelling !!!
  7. 7. The Art of Storytelling
  8. 8. The Art of Storytelling
  9. 9. The Theme of Storytelling
  10. 10. Create the Story
  11. 11. Deliver the Experience
  12. 12. Refine & Rehearse
  13. 13. Every Story has a CORE Message
  14. 14. MacBook Air. The world’s thinnest notebook. iPod. One thousand songs in your pocket. Every Story has a CORE Message
  15. 15. The Villain & The Hero
  16. 16. Deliver the EXPERIENCE?
  17. 17. Act 2: 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
  18. 18. Act 2: Deliver the Experience . – Simplicitythe ultimate sophistication Simplicity is is the ultimate sophistication LeonardoSteveVinci Da Jobs
  19. 19. . Act 2: Deliver the Experience BIRD 10% The Power of Visuals 65%
  20. 20. A Mediocre Approach
  21. 21. No words Picture Meaningful Simple to remember What’s the difference?
  22. 22. What to do with Numbers?
  23. 23. Act 2: Deliver the Experience 5 GB The Case for the IPOD 1,000 songs
  24. 24. “ACE” the essence of communication
  25. 25. “A” is for Authority
  26. 26. “C” is for Confidence
  27. 27. “E” is for Energy
  28. 28. What’s the secret?
  29. 29. Practice, Practice, Practice, …
  30. 30. Provide Useful Information
  31. 31. Act 3: Refine and Rehearse Entertain The Audience
  32. 32. Art or Science?
  33. 33. How you walk the room
  34. 34. Convey your enthusiasm
  35. 35. Show your skills
  36. 36. Science is in the format of the presentation
  37. 37. Components of the Art
  38. 38. 55% -90% of our message is communicated through body language; 7-10% through words.
  39. 39. It’s not about WORDS
  40. 40. Tone
  41. 41. Words
  42. 42. The Elevator Pitch ?!!!
  43. 43. The Pitch: Think like an Investor Good Pitch vs. Bad Pitch
  44. 44. 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 ;)
  45. 45. Hi, I'm Stacy Joe, the VP of business development at 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.
  46. 46. Elements of a good pitch
  47. 47. 1. Brief
  48. 48. 2. Attractive
  49. 49. 3. Well Organized
  50. 50. 4. Market Oriented…Not Product Oriented
  51. 51. 5. Proof of customer Acceptance
  52. 52. Science of the Pitch (The What?)
  53. 53. Think like an Investor !!!!!
  54. 54. A question of Perspective
  55. 55. Investors are pessimists… WHY?
  56. 56. The Pitch: Think like an Investor Market Attractiveness Product Differentiation Managerial Capabilities Resistance to Threats It’s all about the flow Expected Return + Decision to Invest Perceived Risk -
  57. 57. “S/he who fails to plan, PLANS TO FAIL”, Winston Churchill Starting with the PLAN
  58. 58. •10 Slides •20 Minutes •30 Font General Rules
  59. 59. The Customer Pain
  60. 60. Your UNIQUE Solution (Pain Killer)
  61. 61. Demo / Video
  62. 62. Team Skills / Success Factors
  63. 63. The Opportunity (Target customers)?
  64. 64. Competitive landscape Product Customer Scope Service /Speed Price Customization Accessibility/ Reach Leaders Target Printing Digital Printing Xeroz Proline ABC Competitive landscape and your advantage Quality
  65. 65. Barriers to entry and how sticky is your business?
  66. 66. Business Model (How do you make money?)
  67. 67. Quarter 1 Quarter 2 Quarter 3 Quarter 4 Year 1 Year 2 Revenues COGS/Cost of sales Gross Profit Gross Profit Margin Overhead (S,A, & G) Net Profit Net Profit Margin Financials to date and Projections for the next 3 years Year 3
  68. 68. Funding Required
  69. 69. What will it be used for?
  70. 70. Current Status Review Product Development (Pilot) Customers Suppliers Team Financials Current Status
  71. 71. Milestones (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
  72. 72. Risks & How You Will Manage Them Risk Factors Market Competition Technology and operations Finances People Laws and regulations Risks & Mitigation Plan How to manage them
  73. 73. ONE MORE THING
  74. 74. WWW.EQ.GOV.QA