CAPTIVATING INVESTORS THROUGH STORIES

1,013 views

Published on

Masterclass on enterprise storytelling on Bath Management School Executive MBA, 2012

0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total views
1,013
On SlideShare
0
From Embeds
0
Number of Embeds
32
Actions
Shares
0
Downloads
40
Comments
0
Likes
1
Embeds 0
No embeds

No notes for slide

CAPTIVATING INVESTORS THROUGH STORIES

  1. 1. @NICKWECREATECAPTIVATINGINVESTORSNICK JANKEL, WECREATEBATH EXEC MBAFEB 2012
  2. 2. SWITCHED ON PEOPLE | PROJECTS | PLANETPURPOSE-DRIVEN INNOVATION, COLLABORATION &LEADERSHIP
  3. 3. INVESTORSGUAGE RISK
  4. 4. WHAT ARE TOP 3 NEEDS OF AN INVESTOR?
  5. 5. “Your idea is not theinvestor’s biggestconcern.”TECHSTARS LESSONS TO ACCELERATE YOURSTART-UP
  6. 6. RISKMARKETPRODUCTPEOPLE
  7. 7. “Investors back thejockey not the horse.”PROVERB
  8. 8. PITCHMARKET: BIG & READYPRODUCT: RIGHT & DEFENDABLEPEOPLE: CAPABLE & INTENTIONAL
  9. 9. “Power is the capacityto translate intentioninto reality andsustain it.”WARREN BENNIS
  10. 10. MINUTESTO SELL YOUR IDEA, YOURSELF & YOURINTENTIONS
  11. 11. “When you’re conversing withcoworkers, customers, orinvestors, the richness andmeaning of your story is whatpeople really buy. Everybodythinks it’s the return oninvestment that you’re selling...butit’s really the story about ROI thatan investor takes away.”TOM DUREL FORMER CIO/SVP, BLUE CROSSBLUE SHIELD, FORMER CEO, OCEANIA
  12. 12. STORIESENGAGE, INVOLVE, CREATE ACTION
  13. 13. “A good story, well told,makes you realise you wereyearning for something youhad no name for, somethingyou didn’t even know youwanted.”F.S. MICHAELS
  14. 14. HUMANCONSCIOUSNESS IS EMBEDDED & ENACTED INSTORY
  15. 15. BRAINIS A SCRIPT-WRITING MACHINE
  16. 16. 70%OF WHAT WE LEARN IS THROUGH STORIES
  17. 17. “You can’t ordercommitment. You can’tbribe people into passion.And you can’t force avision. ”FUTURE NAVIGATORS
  18. 18. STORIESDEFINE OUR SOCIETY AND OUR WORLD
  19. 19. STORIESENGAGE PEOPLE AND ENCOURAGE THEM TOCHANGE
  20. 20. “It is easy to forget howmysterious and mighty storiesare. They do their work insilence, invisibility. They workwith all the internal materialsof the mind and self. Theybecome part of you whilechanging you... they arealtering your world.”BEN OKRI
  21. 21. CHANGETHE WORLD? THE MARKET?FIRST YOU MUST CHANGE THE STORY
  22. 22. “I must create a systemor be enslavd byanother mans”WILLIAM BLAKE
  23. 23. WHAT IS THE STORY OF THE EXISTINGMARKET?
  24. 24. BALANCEOLD STORY WITH A NEW ONERESONATE AND TAKE HIGHER
  25. 25. “Stories create the emotionalcontext people need to locatethemselves in a largerexperience.”SCOTT BEDBURY
  26. 26. CONTEXTCREATING NEW ONES
  27. 27. “Leadership exists whenpeople are no longer victims ofcircumstances but participatein creating new circumstances.Ultimately, leadership is aboutcreating new realities.”PETER SENGE, MIT
  28. 28. POSSIBLEADJACENT
  29. 29. “It turns out stories are a - ifnot the - leadership answer.”TOM PETERS
  30. 30. WHAT IS THE STORY OF THE NEW MARKET?
  31. 31. STORY-TELLINGTHE ART & SCIENCE OF POSSIBILITY
  32. 32. STORYPROBLEMSTRUGGLE(RE)SOLUTION
  33. 33. TURN THE FOLLOWING INTO A STORY
  34. 34. STARTFINISH
  35. 35. WIIFMDESIRED RESPONSE
  36. 36. WIIFYDESIRED BENEFIT
  37. 37. RHETORICARISTOTLE
  38. 38. ETHOS TRUST, VALUES & CRED ENGAGEMENT PATHOS LOGOS EMOTIONS, LOGIC & INCLUSION,COHERENCE IMAGINATION
  39. 39. BQETHOS - WHAT MAKES ME CREDIBLE? HOWCAN I MODEL THAT IN SPEECH & DEED?PATHOS - HOW DO THEY FEEL AND WHAT CANI DO TO RESONATE / EXCITE?LOGOS - WHAT DO THEY NEED TO HEAR TOJUSTIFY CHOICES?
  40. 40. EMOTIONBEFORE REASON
  41. 41. JOIN DOTSHOW?ORDER IS IMPORTANT!
  42. 42. WHAT ORDER SHOULD IT BE IN?
  43. 43. STORY ENGINE Morecertainty / order Breakthrough Impact Major CONCRETE Need / IMPACT Problem CONNECTION CONVICTION CONTEXT CONCEPT CONVENTIONS CONSCIOUSNESS More SHIFTcreativity / disorder
  44. 44. CONNECTIONTHE ISSUE IN REAL, HUMAN TERMSTHE PROBLEM, NEED OR DESIREWHERE IS THE PAIN?WHY LISTEN TO YOU ABOUT IT?
  45. 45. CONTEXTHOW THE PREVIOUS SOLUTIONS HAVE TRIEDTO SOLVE THE PROBLEM BUT FAILED
  46. 46. CONVENTIONSTHE CONVENTIONS OF THE SECTORTHE MYTHS THAT NEED CHALLENGING
  47. 47. CONSCIOUSNESSSHIFTTHE INSIGHTTHE CREATIVE LEAPTHE NEW WAY OF THINKING
  48. 48. “Problems cannot besolved by the samelevel of thinking thatcreated them.”ALBERT EINSTEIN
  49. 49. CONCEPTTHE IDEA, THE SOLUTION
  50. 50. CONVICTIONTHE VISION, OPPORTUNITY, COMMITMENT(SOMETHING BIGGER THAN YOURSELF)
  51. 51. “Entrepreneurs whoare committed to amission beyondprofits are more likelyto succeed.”TARANG SHAH, VENTURE CAPITALISTS ATWORK
  52. 52. CONCRETEIMPACT IN THE REAL-WORLDWHAT IS THE NEW BEHAVIOUR?WHAT IS IN IT FOR US / CONSUMERS / THEWORLD?
  53. 53. IMPACTPROFITPEOPLEPLANETPLAY
  54. 54. CALLTO ACTION
  55. 55. USE THE WECREATE STORY ENGINE
  56. 56. INEVITABLESTORY WILL HAPPEN WITH OR WITHOUT YOU
  57. 57. MOMENTUMTHE SENSE THAT YOUR STORY HAS BEGUN!
  58. 58. “If you’re going to havea story, have a big story,or none at all.”JOSEPH CAMPBELL
  59. 59. “Those who do not havepower over their story —the power to retell it,rethink it, deconstruct it,joke about it, and change itas times change -truly are powerless, becausethey cannot think newthoughts.”SALMAN RUSHDIE
  60. 60. CONNECTWECREATE.CC (SWITCHED ON PEOPLE & PROJECTS)NICKJANKEL.COM (LIFE SWITCHED ON)ULTIMATETRIP.TV (SWITCHED ON TRAVEL)

×