on pitching - an open talk on selling business ideas [March, 2013]


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This is the speech I'll give at MIP business school (international MBA class) on Tuesday the 19th 2013

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on pitching - an open talk on selling business ideas [March, 2013]

  1. 1.         InnoVits  Workshop   March  19th  2013       on  pitching  OPEN TALK ON SELLING BUSINESS IDEAS
  2. 2. what  is  a  pitch?  In baseball a pitch is the act of throwing a baseball toward home plate to start a play.A pitch is one of the most important tools you have to convince investors about the value of your business ideas
  3. 3. How?    A  pitch  in  a  elevator   You never know when you’ll have the right chance You are in a elevator, with the right people “coincidentally” agaist the to share you ideas person that you always want to meet. so if it happens The elevator button lights up to You must be prepared and ready!the eight floor so you have thirthy seconds to tell your story: your elevator pitch. Does this situation happen often? Maybe not. The elevator is too full or your partner must already get off at the third floor.
  4. 4. anything  but  a  perfect  science!   But it’s not the case to improviseTraining this competence will help you get themost out of any chance you might have … to pitch 4
  5. 5. a  good  pitch  needs  “design”   context
  6. 6. be  comfortable  with  the  context  …   … not just the environment Know your audience: is there any particular subject they pay attention to? What situation are you in? How much available time? 6
  7. 7. which  ingredients  for  your  recipe?   OBJECTIVES What do you want out of the conversation/speech CONSTRAINTS Short available time Uncomfortable location How much attention by your interlocutor? FOCUS What problems of your customers help you solve? PASSION It’s contagious Be positive and look comfortable 7 http://en.wikipedia.org/wiki/Pitch_baseball
  8. 8. get  straight  to  the  point   Start with an attention grabber sum up your proposition in one line e.g.: You never actually own a Patek Philippe. You merely look after it for the next generation. A kind of justification to spend a tremendous amount of money on one time piece that could have bought you half a dozen other Swiss quality watches 8
  9. 9. stairway  to  heaven:  a  logical  path  [1] The PAIN explain theneeds of a potentialcustomer base. Here youdefine the nature of the [2] The SOLUTION – Valuedemand. Identify the target. Proposition Describe how you will solve the pain from a user viewpoint (users first)[3] The BUSINESS MODELYou have to explain your business model, thatis he way you think you create create value.This is related to partners, activities,resources, customer relationships, distribution [4] The TEAMchannels, customer segments, cost structure, The set of competencerevenue streams. needs to be balanced 9
  10. 10. be  impressive:  a  matter  of  style  Be direct, persuasive andenthusiasticIrony works and is for free!Do not use overly languageClearly express yourdifferentiating valueWhat is in it for me?That is … why should the listenerspend his time listening to you? 10
  11. 11. perfection  is  not  of  this  world  The perfect pitch … simply does not exist. You have to adapt to any potential situation the get the result. Being prepared will make the difference.The main real value of a business plan is in making your business proposition believable to a potential investor. The BP is useful to prepare you. Never miss a chance to pitch and gather feedbacks. This will prepare you for the next pitch. 11
  12. 12. Daniele Pesdaniele.pes@gmail.comhttp://www.linkedin.com/in/danpes 12