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UCT Upstarts 2015: Week 13: Pitching Practice with Richard Jamieson


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UCT Upstarts is the Vice-Chancellor’s Social Innovation Challenge. It’s a joint-initiative between UCT, the Bertha Centre for Social Innovation & Entrepreneurship and Super Stage. UCT Upstarts is igniting a ‘Student Start-up Nation’ by creating a parallel university experience – one that produces a generation of both graduates and social entrepreneurs - who solve real-world problems from campus, and launch start-up realities beyond it. UCT Upstarts is building a ‘Social Innovation Culture’ that literally does make Africa work better and is helping to create an ‘Innovation Economy’ that actually does create jobs – starting from campus!

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UCT Upstarts 2015: Week 13: Pitching Practice with Richard Jamieson

  1. 1. What’s the Point? “Every presentation must be created to achieve something specific.”
  2. 2. “You can have brilliant ideas, but if you can’t get them across, your ideas won’t get you anywhere.” Lee Iacocca
  3. 3. PIR Purpose: Why am I doing it? Intention: How do I want to approach it? Result: What outcomes or results are desirable? Developed by Rooken Podesta
  4. 4. Know your audience… “It is only when the audience is certain that the presenter has focused on what they need that they will be able to focus on what the presenter needs.”
  5. 5. Exercise: Assessing the audience Think about your upcoming presentation.  Who is my audience?  What does my audience know about the topic I want to present?  How will I approach a potential difference in pre- knowledge in my presentation?  What information is important to THEM?  What are the benefits for my audience?
  6. 6. THE IMPACT TRIANGLE IMPACT HEART HEAD HANDS WHAT must I know? (Knowledge). WHY should I care? WIIFM? (Relevance; emotional investment). HOW should I do it? (Action).
  7. 7. ACTIVITY: THINKING TO COMMUNICATE Activity: Relook at your pitch in and use the following questions to guide your thinking through PIR and the Impact Triangle. PIR HEART HEAD HANDS
  8. 8. PREPARING FOR A PITCH: PIR Purpose: Why am I giving this pitch? I ntention: How do I want to approach it? (My tone; angle; my brand). R esult: What outcomes or results are desirable? What do I want to achieve with my audience, given who they are? What do I want them to say/not say during the break to each other or to me? How do I want them to feel when leaving the room?
  9. 9. PREPARING FOR A PRESENTATION: IMPACT TRIANGLE • What must they know? (Information). • How should they take action afterwards? (Action). • Why should they care? HEART HEAD HANDS
  10. 10. “The storyteller is deep within every one of us. The story-maker is always with us. Let us suppose our world is ravaged by war, by the horrors that we all of us easily imagine. Let us suppose floods wash through our cities, the seas rise. But the storyteller will be there, for it is our imaginations which shape us, keep us, create us – for good and for ill. It is our storyteller, the dream- maker, the myth-maker, that is our phoenix, that represents us at our best, and at our most creative”. Doris Lessing’s Nobel Peace prize acceptance speech 2008.
  11. 11. Steve Jobs – A great storyteller? 1 5
  12. 12. The Power of Stories … How can we craft stories that are Detailed, Relevant, Compelling & ideally, Short? To be most effective, look for ways to …  Translate … make it authentic/personal  Amplify … align to your audience’s world  Sustain … bring it to life & repeat-able  Visualize … “a picture is worth a thousand words”
  13. 13. “Wasting time is the 21st century’s biggest corporate crime. If an audience feels that it is happening to them, you will see them react physically.” Graham Davies
  14. 14. Focusing my story to create the perfect elevator pitch Use this 7 step sequence to create your elevator pitch: 1. Problem – identify a problem worth solving, e.g. “Transferring photos from mobile phones to laptops is complex and time- consuming” 2. Solution – explain your solution 3. Target Market – talk about the market segments you’re targeting, how many people are in each segment, and the total amount they spend 4. Competition – what differentiates you from the competition? 5. Team – talk about how your team has the skill set to execute your vision 6. Financial Summary – how are you going to make money and what expenses are you going to have? 7. Milestones – talk about your upcoming goals and when you plan to achieve them Source: Noah Parsons, COO of LivePlan
  15. 15. Exercise:  Think about your upcoming 1 minute pitch  Look at the 7 point plan – have you hit each of the 7 points?
  17. 17. COMPONENTS OF COMMUNICATION Body language (55%) – Eye contact, hand gestures, stance. Voice Control (38%) – Tone of voice, speed of speech. Words (7%) – It is not actually what you say, but how you say it, and the way you show up.
  19. 19. To overcome nerves: Prepare Visualise Practise Breathe Do a relaxation exercise Harness your tension into passion
  22. 22. VERBAL IMPACT: KEY REMINDERS • Breathe slow and low. • Speak articulately and clearly. • Use appropriate tone. • Align non-verbal to verbal. • Louder and slower. (Assertive people appear to control time). • Own the space; dress appropriately. • Root the posture. • Keep it short and simple. • Eye contact. • Use pauses. 7/20/2015
  23. 23. BRINGING IT BACK TO “ME” • How am I thinking differently now about my team pitch? • Please take five minutes and capture your freshest thinking.
  24. 24. “A good head and good heart are always a formidable combination. But when you add to that a literate tongue or pen, then you have something very special.” - Nelson Mandela