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Starting point case studies

case study

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Starting point case studies

  1. 1. The Path to Persuasion: Starting Point Case studies
  2. 2. Meet Jason What’s his starting point?
  3. 3. Jason is the CEO of a company that provides analytics to Health Care insurance companies. Until recently he was bootstrapping his business. Now he has a chunk of funding to build out his platform.
  4. 4. Jason is the CEO of a company that provides analytics to Health Care insurance companies. Until recently he was bootstrapping his business. Now he has a chunk of funding to build out his platform. Jason has been struggling to explain his value proposition. His process is first-of-its-kind, and complicated to explain. Most prospective clients don’t understand how his software can help and prefer to keep using their in house solution.
  5. 5. Jason is the CEO of a company that provides analytics to Health Care insurance companies. Until recently he was bootstrapping his business. Now he has a chunk of funding to build out his platform. Jason has been struggling to explain his value proposition. His process is first-of-its-kind, and complicated to explain. Most prospective clients don’t understand how his software can help and prefer to keep using their in house solution. I met Jason at a networking event through a friend of mine. When I tell Jason that I help startups pitch more persuasively, he tells me that he’s unique and that a complicated startup like his is an exception. He shows no interest in understanding what I do.
  6. 6. What’s Jason’s start point?
  7. 7. Jason is the CEO of a company that provides analytics to Health Care insurance companies. Until recently he was bootstrapping his business. Now he has a chunk of funding to build out his platform. Jason has been struggling to explain his value proposition. His process is first-of-its-kind, and complicated to explain. Most prospective clients don’t understand how his software can help and prefer to keep using their in house solution. I met Jason at a networking event through a friend of mine. When I tell Jason that I help startups pitch more persuasively, he tells me that he’s unique and that a complicated startup like his is an exception. He shows no interest in understanding what I do. Problem aware
  8. 8. Jason is the CEO of a company that provides analytics to Health Care insurance companies. Until recently he was bootstrapping his business. Now he has a chunk of funding to build out his platform. Jason has been struggling to explain his value proposition. His process is first-of-its-kind, and complicated to explain. Most prospective clients don’t understand how his software can help and prefer to keep using their in house solution. I met Jason at a networking event through a friend of mine. When I tell Jason that I help startups pitch more persuasively, he tells me that he’s unique and that a complicated startup like his is an exception. He shows no interest in understanding what I do. Problem aware Doesn’t see a need for my solu4on
  9. 9. If I want to pitch to Jason, what would interest him?
  10. 10. If I want to pitch to Jason, what would interest him? “ I help startups to turn complicated ideas into easy to understand concepts”
  11. 11. Meet Annie What’s her starting point?
  12. 12. Annie is the founder of a company with a new to the world industrial organic cleaner. It’s 75% faster than traditional chemical cleaners, uses less water, and is sustainable and environmentally safe.
  13. 13. Annie is the founder of a company with a new to the world industrial organic cleaner. It’s 75% faster than traditional chemical cleaners, uses less water, and is sustainable and environmentally safe. Her company has just run a few proof of concept tests in small companies. They only have small batch test equipment and need a partner to help them scale up. It’s a tough sell.
  14. 14. Annie is the founder of a company with a new to the world industrial organic cleaner. It’s 75% faster than traditional chemical cleaners, uses less water, and is sustainable and environmentally safe. Her company has just run a few proof of concept tests in small companies. They only have small batch test equipment and need a partner to help them scale up. It’s a tough sell. Potential customer love the idea, but don’t want to invest to build out the platform. It’s too risky to build a plant and then find problems getting to full scale production.
  15. 15. Annie is the founder of a company with a new to the world industrial organic cleaner. It’s 75% faster than traditional chemical cleaners, uses less water, and is sustainable and environmentally safe. Her company has just run a few proof of concept tests in small companies. They only have small batch test equipment and need a partner to help them scale up. It’s a tough sell. Potential customer love the idea, but don’t want to invest to build out the platform. It’s too risky to build a plant and then find problems getting to full scale production. Annie needs help with strategy, pitching and introductions to grow her business. A colleague of Annie’s recently worked with me and gave an enthusiastic endorsement. Based on my background I can help with all 3 of Annie’s problems. When I talk to Annie, she already knows what I do, and we hit it off. But she seems concerned about my rates.
  16. 16. Annie is the founder of a company with a new to the world industrial organic cleaner. It’s 75% faster than traditional chemical cleaners, uses less water, and is sustainable and environmentally safe. Her company has just run a few proof of concept tests in small companies. They only have small batch test equipment and need a partner to help them scale up. It’s a tough sell. Potential customer love the idea, but don’t want to invest to build out the platform. It’s too risky to build a plant and then find problems getting to full scale production. Annie needs help with strategy, pitching and introductions to grow her business. A colleague of Annie’s recently worked with me and gave an enthusiastic endorsement. Based on my background I can help with all 3 of Annie’s problems. When I talk to Annie, she already knows what I do, and we hit it off. But she seems concerned about my rates. Aware my solu4on solves her need
  17. 17. Annie is the founder of a company with a new to the world industrial organic cleaner. It’s 75% faster than traditional chemical cleaners, uses less water, and is sustainable and environmentally safe. Her company has just run a few proof of concept tests in small companies. They only have small batch test equipment and need a partner to help them scale up. It’s a tough sell. Potential customer love the idea, but don’t want to invest to build out the platform. It’s too risky to build a plant and then find problems getting to full scale production. Annie needs help with strategy, pitching and introductions to grow her business. A colleague of Annie’s recently worked with me and gave an enthusiastic endorsement. Based on my background I can help with all 3 of Annie’s problems. When I talk to Annie, she already knows what I do, and we hit it off. But she seems concerned about my rates. Aware my solu4on solves her need Wondering if we can make a deal work with my rates
  18. 18. If I want to pitch to Annie, what would interest her?
  19. 19. If I want to pitch to Annie, what would interest her? “I help businesses accelerate. I offer a variety of services for pitching, strategy development and business development, and have flexible rates for startups.”

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  • williammdavis

    Jan. 7, 2017

case study

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