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Pitch Book Presentation

The document discusses the concept of a pitch book, a marketing tool for job seekers akin to an investment firm's pitch book, aimed at showcasing their achievements and suitability for specific job roles. It outlines the contents and structure of a pitch book, comparing it to resumes and portfolios while providing examples from various professions. It highlights the importance of professionalism and effective presentation in creating these documents for job interviews.

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Job Seeker’s “PITCH BOOK” Version 3.0 Career Renewal KenSepos Ruth-Ann McKellin Rick Wescott January 20, 2013 Chuck Ytzen
Agenda  What is a Pitch Book?  Comparison - Resumé / Portfolio / Pitch Book  Contents of a Professional Portfolio  Contents of a Pitch Book  Do’s and Don’ts  Pitch Book Sample of:  An Architect  A Sales Professional  Business Process Improvement Analyst  Sales / Printing Professional
What is a Pitch Book? Definition: A marketing tool created and used by an investment firm. A firm will create this book filled with information about the firm, and then use this as a tool when attracting new clients for the firm. These books will often include general information about the company, broad financial information describing their achievements, and specific stories about special events or situations the firm has encountered.1 [1] www.investorwords.com/6879/pitchbook.html
Resumé, Portfolio, Pitch Book Resumé Portfolio Pitch Book  General in scope  A book of records of  Creative approach to  Professional your ENTIRE establish the match and help Summary professional career! make the decision maker’s job  Target Position  Displays a composite easier!  Career Track in picture of your  Thorough review of Reverse education, experience, a opportunity and the target Chronological ccomplishments and skills company Order  Helps you to show who  Contains selected success you are and what factors from your career track  Education /Training potential you have that make a FIT to the target  Awards /  Used for any job position Recognition opening and multiple  Fine-tuned analysis that functional roles results in a PITCH to make a value proposition  Used for one job opening and one functional role
Contents of a Portfolio  Statement Documents  Key Accomplishments  Personal Mission Statement  Institute a new procedure  Branding Statement  Increased profits/sales  Skills  Education /Training  Core Competencies  Degrees/Diplomas  Certifications  Supplementary Skills  Licenses  Supplier/Customer feedback  Professional Recognition  Career Documents  Awards/Honors  Resume  Additional Information  Project examples  Recommendations  SARs – Situation, Action, Results  References  Authorship  Personal Contact  Published Materials / Patents information  Grant Proposals / Business Plans
What is a Pitch Book Landing a job Analyze the Pitch the Land the Seek out opportunity Fit Job Pitch Book For a Business For a Job Seeker Created and used by a business Created and used by prospective organization employees This book filled with information This book filled with information Marketing Tool / about the firm and then used by about yourself and then used them as a tool to secure more as a tool when interviewing for a business new career opportunity Includes general information about Includes specific information about the company yourself Broad financial information Specific information describing your Content / describing their achievements / professional achievements Specific stories about special events Specific stories about special events or situations they have encountered or situations you have encountered
In summary: A Pitch Book is a marketing tool created and used by prospective employees. They will create this book, filled with information about themselves, and then use this as a tool when interviewing for a new career opportunity. These books will often include general information about themselves, specific information describing their achievements, and specific stories about special events or situations they have encountered. ……an extension of your resumé, the ultimate leave behind Instead of being “out of sight, out of mind” after the interview, become……”out of sight, IN MIND”
Contents of a Pitch Book  Personal value/branding statement  Core competencies/skills that match the opportunity  Job Functional requirements  Demonstrated Success in each area  Additional skills and expertise  What would you bring to the organization  Your added value statements  Recommendations  Contact Information
Do’s and Don’ts  DO  Limit to 8-10 pages  Add information on anything that adds value in the eyes of the employer  Make it a very professional-looking document  Leave behind a copy for everyone you meet in the interview process  Do NOT  Go overboard  Include copyrighted or proprietary material
Testimonials “I spoke to my hiring manager about what it was that put me over the top. She mentioned that I and another candidate did a pitch book but that mine focused on the position and the characteristics she was looking for in the ideal candidate. “ anonymous job seeker “This is a differentiator. Why wouldn't everyone do something like this.” RR Donnelly Hiring Manager “In 23 years of interviewing candidates I have never seen anything like this. More candidates should consider something like this.” DDCA Architects Principal
Pitch Book Example Chuck Ytzen Architect
Charles Ytzen – Job Title Interview date COMPANY NAME / LOGO cmytzen@gmail.com 847-436-2336
“creating building and planning solutions to meet and exceed your project expectations” cmytzen@gmail.com 847-436-2336
 Revit 2011  Planning  AutoCAD 2011  Schematic Design  SketchUP  Design Development  Powerpoint  Construction Document preparation  Microsoft Word  Bidding & Negotiations  Microsoft Excel  Construction Administration  Microsoft Outlook  Construction Observations  Performance Testing  Building code analysis  Sustainable Design  Client Interface  Written & Oral Communications cmytzen@gmail.com 847-436-2336 Technical Skills & Core Competencies
Project Management  PMP trained, lead multiple project teams simultaneously while maintaining project budgets and schedules Project Organization  Provide thorough review of program requirements, code requirements, and project objectives to effectively allocate available resources Technical expertise  Experience in the design and development of numerous building envelope systems as well as experience in field and laboratory performance testing of curtainwall systems Leadership  Engage the strengths of each team member through a “participative” style of management to lead design teams that meet and exceed project objectives Project Oriented  Work closely with Owners, Developers, and Contractors in establishment of project goals and maintaining budgets and schedules through effective value engineering Mentoring  Believe in mentoring of junior staff in ways that that are challenging and instructive providing an environment conducive to professional development cmytzen@gmail.com 847-436-2336 Key Attributes
1. 8-12 years in architectural practice  Over 12 years experience managing project design teams in a variety of project types an scopes 2. Strong AutoCAD, Revit experience,  Over 10 years hands-on AutoCAD experience, in SketchUp, MS Office, Adobe Creative Suite addition to managing project utilizing Revit and other 3D modeling programs 3. Illinois licensed architect  State of Illinois, Lic. 001.009638 Licensed expires 11/30/2014 Member of ALA 4. LEED accreditation  LEED Green Associate, GBCI Certificate 10474175 Certificate expires 12/28/2014 Member and volunteer of USGBC 5. Multi-task, team player, can-do attitude  Managed projects varying in scope and in various design phases simultaneously while assuming non-project related tasks 6. Demonstrated experience with client  Served as single point of contact for clients interaction and ability to lead team providing services that developed lasting professional relationship that foster client retention; completing multiple projects for several clients 7. Strong knowledge of building codes and  In depth knowledge in the application of model regulations building codes, standards, and regulations in ways that meet and exceed project objectives cmytzen@gmail.com 847-436-2336 Job Requirements
Crosspoint Building 1 Design firm: Heitman Architects Laborer’s Pension Fund Design firm: The Jenkins Group Dean Witter / Morgan Stanley Design firm: NWS Architects Lake Point Center 5 Design firm: Heitman Architects cmytzen@gmail.com 847-436-2336 Commercial Projects
LEED NC Certified Anixter Design firm: Heitman Architects 3M Midwest Distribution Center Design firm: Heitman Architects 2007 AIA “Distinguished Building” Award Mary Kay Midwest Distribution Center Design firm: Heitman Architects The Pampered Chef Design firm: Heitman Architects 2002 “Build-to-Suit Project Team of the Year” Award cmytzen@gmail.com 847-436-2336 Industrial Projects
Lake Point Center 5 Design firm: Heitman Architects WMS Gaming Design firm: Heitman Architects Laborer’s Pension Fund K & M Printing Design firm: Heitman Architects Design firm: The Jenkins Group cmytzen@gmail.com 847-436-2336 Interiors
Health Care Design firm: Heitman Architects Manufacturing Design firm: Heitman Architects Blackrock Medical Office Building K & M Printing Retail Design firm: The Jenkins Group Adaptive Reuse Design firm: Heitman Architects Woodgrove Festival Felsomat cmytzen@gmail.com 847-436-2336 Miscellaneous Projects
Crosspoint Building 1 – Revit Interior Rendering Crosspoint Building 1 – Revit Exterior Rendering Crosspoint Building 1 – Revit Detail Crosspoint Building 1 – Revit Exterior 3D cmytzen@gmail.com 847-436-2336 Revit
Crosspoint Building 1 – SketchUp Rendering Crosspoint Building 1 – SketchUp Rendering cmytzen@gmail.com 847-436-2336 SketchUp
Commercial Industrial Manufacturing Corporate Interiors Crosspoint Building 1 Kellogg's Mazak Blue Cross Blue Shield Fishers, IN West Jefferson, OH Elgin, IL Itasca, IL 115, 300 s.f. 1,142,000 s.f. 55,560 s.f. 36,000 s.f. Meadows Business Park 7 Pampered Chef K & M Printing Kraft Foods Addison, IL Addison, IL Schaumburg, IL Addison, IL 104,800 s.f. 780,900 s.f. 36,500 s.f. 75,100 s.f. Arboretum Lakes 2 Anixter DS Containers Plante Moran Lisle, IL Alsip, IL Geneva, IL Elgin, IL 153,000 s.f. 457,500s.f. 236,200 s.f. 62,000 s.f. Esplanade at Locust Point 3M MDC Blue Cross Blue Shield Retail Downers Grove, IL DeKalb, IL Chicago, IL 900,000 s.f. 410,000 s.f. 138,000 s.f. Woodgrove Festival Downers Grove, IL Dean Witter / Morgan Stanley Ray-O-Vac Fetco 135,000 s.f. West Valley City, UT Dixon, IL Lake Zurich, IL 400,000 s.f. 562,600 s.f. 139,950 s.f. Chase Plaza Buffalo Grove, IL Lake Pointe Center 5 Pier One Imports Health Care 95,000 s.f. Indianapolis, IN St. Charles, IL 158,000 s.f 300,000 s.f Blackrock Medical Office Bidg Adaptive Reuse Darien, IL Lake Pointe Center 3 Mary Kay MDC 103,000 s.f Felsomat Indianapolis, IN Hoffman Estates, IL 93,900 s.f. 135,900 s.f. Schaumburg, IL Christ Hospital 34,700 s.f. Oak Lawn, IL Laborer’s Pension Fund Butterfield 550 Various renovations & addition Rauland Borg Westchester, IL Aurora, IL 36,000 s.f. 550,000 s.f. Mt. Prospect, IL Good Samaritan Hospital 210,100 s.f. Downers Grove, IL Various renovations & addition cmytzen@gmail.com 847-436-2336 Partial Project List
John Edgeworth – President, Edgeworth Laskey Properties LLC……… “Chuck has worked on a number of projects for our development company and I would not hesitate to hire him again. He has been lead architect on several office buildings and received many positive comments from contractors, subcontractors and other team members. He is very skilled, personable, and a pleasure to work with. I can recommend him highly.” October 7, 2009 Steve Neil – Vice President, NWS Architects, Inc……….. “Charles was an extremely proficient detailer whom we entrusted to assemble the overall project, manage the technical staff and over see construction for what turned out to be the single largest project the company has completed while maintaining schedule and budget. We would strongly recommend Charles and welcome him back if the opportunity arose.” October 7, 2009 John Weis - Project Architect, Harris Architects, Inc.……… “Chuck was my immediate supervisor at Heitman Architects where he was the manager of many projects that I was involved with. He is a good leader and mentor, an expert building envelope designer and detailer, as well as highly organized and a proficient AutoCAD user. He has the ability to assemble and manage productive project teams. He is skilled at addressing and resolving issues related to complex building detailing. In my experiences with Chuck, I learned a great amount of information and problem solving skills which furthered my knowledge and confidence as a young Architect. I would enjoy working with him again and highly recommend him.” October 12, 2009 Robert van het Hof - Project Manager, Ware Malcomb......... “I recently crossed paths again with Chuck after having worked with him at my previous firm. Chuck has made great strides in modeling with Revit Architecture. He has taken college courses and has completely modeled previous CAD projects in Revit on his own time. The models were very detailed and complete. I was pleasantly surprised to see he embraced this industry-changing software so well.” March 3, 2012 cmytzen@gmail.com 847-436-2336 Recommendations
References Lee Anderson AIA LEED/AP CSI XYZ ARCHITECTS, INC. Standards Director/Specification Writer 630-555-5555 224-555-5555(Cell) lee@XYZarchitects.com John Edgeworth ABC+CDE PROPERTIES President 317-555-5555 john@ABC+CDE.com Chuck Reising MNO ENGINEERING President 847-555-1555 creising@mnoengineeringltd.com cmytzen@gmail.com 847-436-2336
Pitch Book Example Rich Wescott Sales / Marketing
Increasing Sales Growing The Business How Can Rick Wescott Contribute? t rick.wescott@att.net 847-337-7921 Sell By Process
Agenda Background information Accomplishments Key Competencies Career & Personal Goals Value Add Planning Execution Next Steps rick.wescott@att.net 847-337-7921 Sell By Process
Background Information - Rick Wescott Personal Additional Information Training • BS - Indiana University • Xerox Professional Selling • Management Skills • North Hoffman Estates • Strategic Selling • Married 31 Years • Microsoft Office 2007 • 1 Daughter at Purdue • National Accounts • Financially Stable • Sales Management • Valid Drivers License • Negotiation Seminars • Well Traveled • Interviewing • Fit and Healthy • Management by Objectives • Toastmasters rick.wescott@att.net 847-337-7921 Sell By Process
Background Information - Rick Wescott Positions Held • Director of Strategic Sales (ID Label Inc.) • Vice President Sales (SATO Labeling Solutions America, Inc. • Director of Sales (Checkpoint Systems, Inc.) • Value Added Reseller Manager (Checkpoint Systems, Inc.) • Major Account Manager, Mobile Printing Systems (Zebra) • Key Account Manager (Zebra Technologies Corp.) • Regional Sales Manager (Graphic Technology Inc.) • Account Executive (Graphic Technology Inc.) rick.wescott@att.net 847-337-7921 Sell By Process
Background Information - Rick Wescott Accomplishments • Grew First Sales Territory from $650 Thousand to $4 Million • Grew First Region from $20 Million to $42 Million • Secured a $5.3 Million order for in store RF portable printers at SEARS – Total Account Sales @ $10 Million with Labels • Closed/Facilitated Thermal Printer Sales @ $10 Million at General Motors, Delphi and Motorola • Grew Sales at the Checkpoint Bar Code Solutions group from $18 Million to $25 Million in less than three years • Started at 3 Companies in Sales and was ultimately promoted to Management roles rick.wescott@att.net 847-337-7921 Sell By Process
Background Information - Rick Wescott Key Competencies • Basic Sales  Approach/Finding the Business  Survey/Qualification  Presentations  Proposals  Close • Large account Sales  Call Planning  Excellent Presentation Skills  Strategic Selling  LAMP – Value Added Business Reviews  Rallying the Resources  CRM rick.wescott@att.net 847-337-7921 Sell By Process
Career & Personal Goals – Rick Wescott Missions and Objectives • Utilize my skills, experience and network to make a difference at a company. • Contribute to the growth at that company in a big way • Be a good fit with the culture and chemistry at a can do company with a motivated supportive management team • Maximize my income by gaining extensive new business rick.wescott@att.net 847-337-7921 Sell By Process
Value Add - Sales Methodology Call Planning Call Execution Sales Sales Strategic Selling Time LAMP rick.wescott@att.net 847-337-7921 Sell By Process
Effective Call Planning CALL PLAN/ACTIVITY REPORT Date: • Industry Account: Direct/Indirect: Opportunity Name: Business Partner (if Indirect): Opportunity Description: Country/Region: • Amount: Target Accounts Account Manager: Close Date: Opportunity Status (Open/Won/Lost): Consumables: • Printer Model: Pre-call Research Labels/Keypad Membranes Printer Quantity: Services: Service Contract/Printer Installation Call Attendee Name(s), Title(s): • The Message Purpose of Call: • Single Calls On Prospects Objectives: • Define The Opportunity Outcome of Call/Action Items 1. Resource • 2. Purpose 3. 4. 5. • Objectives – Min & Max 6. Concerns 1. • Tools used 2. 3. Position in Funnel (Before Call): Contact Qualify Develop Close Complete • Outcome Position in Funnel (After Call): Tools Used: Quality: Contact Qualify PPT Pres: Develop Close Video: Complete • Next Steps Literature: Samples: Hardware: Other: rick.wescott@att.net 847-337-7921 Sell By Process
Proficient Call Execution • Your Story • Qualification (Finding the Pain) • Listen, Listen, Listen! • Presentation • Rallying the Company Resources – Right People – Right time rick.wescott@att.net 847-337-7921 Sell By Process
Value Add Strategic Selling Blue_Sheet 11232010.xlsx 1.Single Objective 2.Ideal Customer 3.Adequacy of Position 4.Competition 5.Buyers • Economic • Technical • User • Coach 6.Wins 7.Base Covered 8.Strengths and Weaknesses 9.Possible Actions 10.Action Plan rick.wescott@att.net 847-337-7921 Sell By Process
Value Add - Large Account Management Program Periodic Business Reviews 1. Current Business Status 2. Accomplishments 3. Current Projects 4. Account Support 5.What is new at our Company? 6. What’s New at XYZ Company? 7. XYZ Company Goals for Next Year 8. What Can We Do Better? 9. Summary 10. Action Items rick.wescott@att.net 847-337-7921 Sell By Process
Value Add Summary 1. Increase Sales through Effective Call Planning • Opportunity Identification • Objectives within Call • Next Steps 2. Call Execution • Qualification Finding The Pain • Listen, Listen, Listen! • Presentation • Rallying the Company Resources (Right People, Right time) 3. Execute winning Business Strategies • Business Planning • Strategic Selling 4. Build Long term Business Relationships • LAMP • Value Added Business Reviews rick.wescott@att.net 847-337-7921 Sell By Process
Sales PLAN Highlights Target Areas of Growth Goals Objectives Sales Plan highlights Strategies Execution rick.wescott@att.net 847-337-7921 Sell By Process
Increasing Sales Growing The Business Next Steps? t rick.wescott@att.net 847-337-7921 Sell By Process
Pitch Book Example Ruth-Ann McKellin Quality Assurance Management
Ruth-Ann McKellin February 13, 2012 Ruth-Ann McKellin 847.702.7707 ram@mckellin.net 1/31/2013 43
Who I Am… I am a business process expert recognized for my passion for efficiency and effectiveness. Ruth-Ann McKellin 847.702.7707 ram@mckellin.net 1/31/2013 44
What I Do… I partner with internal and external stakeholders to create the business process transformation necessary to increase profit, reduce cost, and improve quality. Ruth-Ann McKellin 847.702.7707 ram@mckellin.net 1/31/2013 45
How I Accomplish This… I accomplish this by • providing breakthrough Business Process improvements within strategic projects • incorporating Performance Measures to support the ongoing processes • implementing Change Management to prepare the workforce for change and to make the new environment “stick.” Ruth-Ann McKellin 847.702.7707 ram@mckellin.net 1/31/2013 46
Successful Quality Improvement Requires All Three Elements Process Improvement Organizational Performance Change Measurement
Responsibilities and My Approach  Responsibilities  My Approach ◦ Identify opportunities to ◦ I work with stakeholders improve existing processes to identify and prioritize and/or create new opportunities to reach processes to progress quality, efficiency, and toward established goals. effectiveness goals. ◦ Serve as a liaison between ◦ I compose teams of all stakeholders to stakeholders, who are implement desired changes involved in – by fostering developing, implementing, a communications, coordinati nd sustaining changes. ng efforts and facilitating These representatives are progress. informed and integrated. Ruth-Ann McKellin 847.702.7707 ram@mckellin.net 1/31/2013 48
1) My Interpersonal Style  Inquisitive mindset ◦ I am naturally curious, always asking “How?” and “Why?”  Servant-Leader management style ◦ I remove blocks so my team can excel.  Excellent verbal and written communication skills ◦ I have these skills in both German and English  Ability to interact with all levels within the organization ◦ I communicate and work effectively with staff level to Board members.  Expert facilitation skills.  Excellent customer service, negotiating, and team building skills. Ruth-Ann McKellin 847.702.7707 ram@mckellin.net 1/31/2013 49
2) My Working Style  Strong analytical, organizational, and planning skills  High attention to detail  Excellent problem-solving skills ◦ I apply data analysis and creative insights to develop solutions to complex issues.  Ability to work efficiently and set priorities under time constraints Ruth-Ann McKellin 847.702.7707 ram@mckellin.net 1/31/2013 50
3) My Technical Expertise  Project management skills ◦ I have extensive experience in project management and am also formalizing this experience by getting the PMP certification (in process).  Knowledge of industry recognized business process improvement methodologies ◦ I keep current with Lean Six Sigma, TQM, BPI, Kaizen, etc. and am a Certified Six Sigma Green Belt.  Strong business process modeling and analysis skills; ability to analyze and document complex business processes ◦ I have expertise in business process modeling and use quantitative and qualitative methods of analysis. I am Chair of Business Process Improvement for the local American Society of Quality (ASQ) chapter. Ruth-Ann McKellin 847.702.7707 ram@mckellin.net 1/31/2013 51
3) My Technical Expertise  Solid knowledge of business process fundamentals, assessment and redesign methodology, Business Process Management concepts and practices ◦ I have used standard BPR and BPM methodologies for many years.  Knowledge of organizational and/or business change management principles and methods. ◦ I teach Organizational Behavior and Change Management at the MBA level and have applied the principles and methods in all my projects. Ruth-Ann McKellin 847.702.7707 ram@mckellin.net 1/31/2013 52
References “Ruth-Ann McKellin is truly one of the smartest people I know! She possesses the patience and process expertise to quickly ramp up to SME-level knowledge of the various parts of an organization, exactingly hone in on root issues, and thus construct optimal solutions for successful resolution. Her approach is both warm and professional, and at the same time, direct and without sugar coating. If you value integrity, tenacity and the wit of someone who “gets it”, Ruth-Ann McKellin is someone you want on your team.” April 15, 2009 Christine Resko, Senior Corporate Recruiter - IT, DeVry Inc “Ruth-Ann is an outstanding leader and business management consultant with both a strategic perspective and the ability to execute well at the required level of detail. With her excellent process skills, technical vision and business acumen, she has earned the respect of all those around her. Ruth-Ann is one of the most impressive, forward- thinking, and visionary people I have had the pleasure to work alongside. Ruth-Ann is very knowledgeable, extremely competent, and provides new insights on "old data". She has an in-depth knowledge of the tools and methodologies available to her. Ruth-Ann is the type of leader that would tell you how it was and not skate around issues. She is a great asset to any organization and I would work with her again, given the opportunity.” November 2, 2007 Marci Rakestraw Business Advisor (Relationship Manager), DeVry Inc. Ruth-Ann McKellin 847.702.7707 ram@mckellin.net 1/31/2013 53
References, continued “Ruth-Ann is one of the most logical and rational people that I have had the pleasure to work with. Her abilities to think in an intellectual capacity provided great benefit to the organization. She is very professional and her output of work was exceptional. I could always count on her to provide strategic thought for the business. Her interactions with her customers were superb in that she was able to provide solutions for the challenges they faced on a daily basis. I really enjoyed working with Ruth-Ann and would do so again if the opportunity arose. She is definitely someone you would want to have on your team.” November 1, 2007 Christopher Meyer, Manager-IT PMO, DeVry Inc. “Ruth-Ann and I are both members of the Chicago Area Lean Six Sigma Leadership Network. Ruth-Ann is continuously adding new insights to our meeting discussions and is very articulate expressing her ideas. Her positive attitude and her striving for improvement motivate everyone in the meeting to match her efforts. I strongly feel that she would be of value to any company or group that has her as a member.” January 26, 2012 Tom Newton, Manufacturing Project Engineer, Trainer,Writer, Rauland-Borg Ruth-Ann McKellin 847.702.7707 ram@mckellin.net 1/31/2013 54
Pitch Book Example Ken Sepos Sales / Printing Professional
Power Statement! COMP NAME Logo-they love flattery! Use an image they COMP LOGO relate to!
Restate the Job Description! COMP NAME
What can I do for them to make them successful? COMP NAME Successes: how did I do it for prior companies!
Check Marks say, “yes, I have that! COMP NAME
Keep your brand on every page!
What else do you have that they should know about? Keep it to things THEY need!
Strut your Stuff! CLIENT NAME NOT DISCLOSED
Based on the job description, wh at qualities do you bring to the job?
How would you start doing what they need?
Bring it all together! Graphics help convey ideas!
Questions create discussion! COMP NAME COMP NAME COMP NAME COMP NAME COMP NAME
EMAIL Address Phone contacts Make it easy for them to call now! COMP LOGO

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Pitch Book Presentation

  • 1.
    Job Seeker’s “PITCHBOOK” Version 3.0 Career Renewal KenSepos Ruth-Ann McKellin Rick Wescott January 20, 2013 Chuck Ytzen
  • 2.
    Agenda  What is a Pitch Book?  Comparison - Resumé / Portfolio / Pitch Book  Contents of a Professional Portfolio  Contents of a Pitch Book  Do’s and Don’ts  Pitch Book Sample of:  An Architect  A Sales Professional  Business Process Improvement Analyst  Sales / Printing Professional
  • 3.
    What is aPitch Book? Definition: A marketing tool created and used by an investment firm. A firm will create this book filled with information about the firm, and then use this as a tool when attracting new clients for the firm. These books will often include general information about the company, broad financial information describing their achievements, and specific stories about special events or situations the firm has encountered.1 [1] www.investorwords.com/6879/pitchbook.html
  • 4.
    Resumé, Portfolio, PitchBook Resumé Portfolio Pitch Book  General in scope  A book of records of  Creative approach to  Professional your ENTIRE establish the match and help Summary professional career! make the decision maker’s job  Target Position  Displays a composite easier!  Career Track in picture of your  Thorough review of Reverse education, experience, a opportunity and the target Chronological ccomplishments and skills company Order  Helps you to show who  Contains selected success you are and what factors from your career track  Education /Training potential you have that make a FIT to the target  Awards /  Used for any job position Recognition opening and multiple  Fine-tuned analysis that functional roles results in a PITCH to make a value proposition  Used for one job opening and one functional role
  • 5.
    Contents of aPortfolio  Statement Documents  Key Accomplishments  Personal Mission Statement  Institute a new procedure  Branding Statement  Increased profits/sales  Skills  Education /Training  Core Competencies  Degrees/Diplomas  Certifications  Supplementary Skills  Licenses  Supplier/Customer feedback  Professional Recognition  Career Documents  Awards/Honors  Resume  Additional Information  Project examples  Recommendations  SARs – Situation, Action, Results  References  Authorship  Personal Contact  Published Materials / Patents information  Grant Proposals / Business Plans
  • 6.
    What is aPitch Book Landing a job Analyze the Pitch the Land the Seek out opportunity Fit Job Pitch Book For a Business For a Job Seeker Created and used by a business Created and used by prospective organization employees This book filled with information This book filled with information Marketing Tool / about the firm and then used by about yourself and then used them as a tool to secure more as a tool when interviewing for a business new career opportunity Includes general information about Includes specific information about the company yourself Broad financial information Specific information describing your Content / describing their achievements / professional achievements Specific stories about special events Specific stories about special events or situations they have encountered or situations you have encountered
  • 7.
    In summary: A PitchBook is a marketing tool created and used by prospective employees. They will create this book, filled with information about themselves, and then use this as a tool when interviewing for a new career opportunity. These books will often include general information about themselves, specific information describing their achievements, and specific stories about special events or situations they have encountered. ……an extension of your resumé, the ultimate leave behind Instead of being “out of sight, out of mind” after the interview, become……”out of sight, IN MIND”
  • 8.
    Contents of aPitch Book  Personal value/branding statement  Core competencies/skills that match the opportunity  Job Functional requirements  Demonstrated Success in each area  Additional skills and expertise  What would you bring to the organization  Your added value statements  Recommendations  Contact Information
  • 9.
    Do’s and Don’ts DO  Limit to 8-10 pages  Add information on anything that adds value in the eyes of the employer  Make it a very professional-looking document  Leave behind a copy for everyone you meet in the interview process  Do NOT  Go overboard  Include copyrighted or proprietary material
  • 10.
    Testimonials “I spoke tomy hiring manager about what it was that put me over the top. She mentioned that I and another candidate did a pitch book but that mine focused on the position and the characteristics she was looking for in the ideal candidate. “ anonymous job seeker “This is a differentiator. Why wouldn't everyone do something like this.” RR Donnelly Hiring Manager “In 23 years of interviewing candidates I have never seen anything like this. More candidates should consider something like this.” DDCA Architects Principal
  • 11.
    Pitch Book Example Chuck Ytzen Architect
  • 12.
    Charles Ytzen –Job Title Interview date COMPANY NAME / LOGO cmytzen@gmail.com 847-436-2336
  • 13.
    “creating building andplanning solutions to meet and exceed your project expectations” cmytzen@gmail.com 847-436-2336
  • 14.
     Revit 2011  Planning  AutoCAD 2011  Schematic Design  SketchUP  Design Development  Powerpoint  Construction Document preparation  Microsoft Word  Bidding & Negotiations  Microsoft Excel  Construction Administration  Microsoft Outlook  Construction Observations  Performance Testing  Building code analysis  Sustainable Design  Client Interface  Written & Oral Communications cmytzen@gmail.com 847-436-2336 Technical Skills & Core Competencies
  • 15.
    Project Management  PMP trained, lead multiple project teams simultaneously while maintaining project budgets and schedules Project Organization  Provide thorough review of program requirements, code requirements, and project objectives to effectively allocate available resources Technical expertise  Experience in the design and development of numerous building envelope systems as well as experience in field and laboratory performance testing of curtainwall systems Leadership  Engage the strengths of each team member through a “participative” style of management to lead design teams that meet and exceed project objectives Project Oriented  Work closely with Owners, Developers, and Contractors in establishment of project goals and maintaining budgets and schedules through effective value engineering Mentoring  Believe in mentoring of junior staff in ways that that are challenging and instructive providing an environment conducive to professional development cmytzen@gmail.com 847-436-2336 Key Attributes
  • 16.
    1. 8-12 years in architectural practice  Over 12 years experience managing project design teams in a variety of project types an scopes 2. Strong AutoCAD, Revit experience,  Over 10 years hands-on AutoCAD experience, in SketchUp, MS Office, Adobe Creative Suite addition to managing project utilizing Revit and other 3D modeling programs 3. Illinois licensed architect  State of Illinois, Lic. 001.009638 Licensed expires 11/30/2014 Member of ALA 4. LEED accreditation  LEED Green Associate, GBCI Certificate 10474175 Certificate expires 12/28/2014 Member and volunteer of USGBC 5. Multi-task, team player, can-do attitude  Managed projects varying in scope and in various design phases simultaneously while assuming non-project related tasks 6. Demonstrated experience with client  Served as single point of contact for clients interaction and ability to lead team providing services that developed lasting professional relationship that foster client retention; completing multiple projects for several clients 7. Strong knowledge of building codes and  In depth knowledge in the application of model regulations building codes, standards, and regulations in ways that meet and exceed project objectives cmytzen@gmail.com 847-436-2336 Job Requirements
  • 17.
    Crosspoint Building 1 Design firm: Heitman Architects Laborer’s Pension Fund Design firm: The Jenkins Group Dean Witter / Morgan Stanley Design firm: NWS Architects Lake Point Center 5 Design firm: Heitman Architects cmytzen@gmail.com 847-436-2336 Commercial Projects
  • 18.
    LEED NC Certified Anixter Design firm: Heitman Architects 3M Midwest Distribution Center Design firm: Heitman Architects 2007 AIA “Distinguished Building” Award Mary Kay Midwest Distribution Center Design firm: Heitman Architects The Pampered Chef Design firm: Heitman Architects 2002 “Build-to-Suit Project Team of the Year” Award cmytzen@gmail.com 847-436-2336 Industrial Projects
  • 19.
    Lake Point Center5 Design firm: Heitman Architects WMS Gaming Design firm: Heitman Architects Laborer’s Pension Fund K & M Printing Design firm: Heitman Architects Design firm: The Jenkins Group cmytzen@gmail.com 847-436-2336 Interiors
  • 20.
    Health Care Design firm: Heitman Architects Manufacturing Design firm: Heitman Architects Blackrock Medical Office Building K & M Printing Retail Design firm: The Jenkins Group Adaptive Reuse Design firm: Heitman Architects Woodgrove Festival Felsomat cmytzen@gmail.com 847-436-2336 Miscellaneous Projects
  • 21.
    Crosspoint Building 1– Revit Interior Rendering Crosspoint Building 1 – Revit Exterior Rendering Crosspoint Building 1 – Revit Detail Crosspoint Building 1 – Revit Exterior 3D cmytzen@gmail.com 847-436-2336 Revit
  • 22.
    Crosspoint Building 1– SketchUp Rendering Crosspoint Building 1 – SketchUp Rendering cmytzen@gmail.com 847-436-2336 SketchUp
  • 23.
    Commercial Industrial Manufacturing Corporate Interiors Crosspoint Building 1 Kellogg's Mazak Blue Cross Blue Shield Fishers, IN West Jefferson, OH Elgin, IL Itasca, IL 115, 300 s.f. 1,142,000 s.f. 55,560 s.f. 36,000 s.f. Meadows Business Park 7 Pampered Chef K & M Printing Kraft Foods Addison, IL Addison, IL Schaumburg, IL Addison, IL 104,800 s.f. 780,900 s.f. 36,500 s.f. 75,100 s.f. Arboretum Lakes 2 Anixter DS Containers Plante Moran Lisle, IL Alsip, IL Geneva, IL Elgin, IL 153,000 s.f. 457,500s.f. 236,200 s.f. 62,000 s.f. Esplanade at Locust Point 3M MDC Blue Cross Blue Shield Retail Downers Grove, IL DeKalb, IL Chicago, IL 900,000 s.f. 410,000 s.f. 138,000 s.f. Woodgrove Festival Downers Grove, IL Dean Witter / Morgan Stanley Ray-O-Vac Fetco 135,000 s.f. West Valley City, UT Dixon, IL Lake Zurich, IL 400,000 s.f. 562,600 s.f. 139,950 s.f. Chase Plaza Buffalo Grove, IL Lake Pointe Center 5 Pier One Imports Health Care 95,000 s.f. Indianapolis, IN St. Charles, IL 158,000 s.f 300,000 s.f Blackrock Medical Office Bidg Adaptive Reuse Darien, IL Lake Pointe Center 3 Mary Kay MDC 103,000 s.f Felsomat Indianapolis, IN Hoffman Estates, IL 93,900 s.f. 135,900 s.f. Schaumburg, IL Christ Hospital 34,700 s.f. Oak Lawn, IL Laborer’s Pension Fund Butterfield 550 Various renovations & addition Rauland Borg Westchester, IL Aurora, IL 36,000 s.f. 550,000 s.f. Mt. Prospect, IL Good Samaritan Hospital 210,100 s.f. Downers Grove, IL Various renovations & addition cmytzen@gmail.com 847-436-2336 Partial Project List
  • 24.
    John Edgeworth –President, Edgeworth Laskey Properties LLC……… “Chuck has worked on a number of projects for our development company and I would not hesitate to hire him again. He has been lead architect on several office buildings and received many positive comments from contractors, subcontractors and other team members. He is very skilled, personable, and a pleasure to work with. I can recommend him highly.” October 7, 2009 Steve Neil – Vice President, NWS Architects, Inc……….. “Charles was an extremely proficient detailer whom we entrusted to assemble the overall project, manage the technical staff and over see construction for what turned out to be the single largest project the company has completed while maintaining schedule and budget. We would strongly recommend Charles and welcome him back if the opportunity arose.” October 7, 2009 John Weis - Project Architect, Harris Architects, Inc.……… “Chuck was my immediate supervisor at Heitman Architects where he was the manager of many projects that I was involved with. He is a good leader and mentor, an expert building envelope designer and detailer, as well as highly organized and a proficient AutoCAD user. He has the ability to assemble and manage productive project teams. He is skilled at addressing and resolving issues related to complex building detailing. In my experiences with Chuck, I learned a great amount of information and problem solving skills which furthered my knowledge and confidence as a young Architect. I would enjoy working with him again and highly recommend him.” October 12, 2009 Robert van het Hof - Project Manager, Ware Malcomb......... “I recently crossed paths again with Chuck after having worked with him at my previous firm. Chuck has made great strides in modeling with Revit Architecture. He has taken college courses and has completely modeled previous CAD projects in Revit on his own time. The models were very detailed and complete. I was pleasantly surprised to see he embraced this industry-changing software so well.” March 3, 2012 cmytzen@gmail.com 847-436-2336 Recommendations
  • 25.
    References Lee Anderson AIA LEED/AP CSI XYZ ARCHITECTS, INC. Standards Director/Specification Writer 630-555-5555 224-555-5555(Cell) lee@XYZarchitects.com John Edgeworth ABC+CDE PROPERTIES President 317-555-5555 john@ABC+CDE.com Chuck Reising MNO ENGINEERING President 847-555-1555 creising@mnoengineeringltd.com cmytzen@gmail.com 847-436-2336
  • 26.
    Pitch Book Example Rich Wescott Sales / Marketing
  • 27.
    Increasing Sales Growing TheBusiness How Can Rick Wescott Contribute? t rick.wescott@att.net 847-337-7921 Sell By Process
  • 28.
    Agenda Background information Accomplishments Key Competencies Career & Personal Goals Value Add Planning Execution Next Steps rick.wescott@att.net 847-337-7921 Sell By Process
  • 29.
    Background Information -Rick Wescott Personal Additional Information Training • BS - Indiana University • Xerox Professional Selling • Management Skills • North Hoffman Estates • Strategic Selling • Married 31 Years • Microsoft Office 2007 • 1 Daughter at Purdue • National Accounts • Financially Stable • Sales Management • Valid Drivers License • Negotiation Seminars • Well Traveled • Interviewing • Fit and Healthy • Management by Objectives • Toastmasters rick.wescott@att.net 847-337-7921 Sell By Process
  • 30.
    Background Information -Rick Wescott Positions Held • Director of Strategic Sales (ID Label Inc.) • Vice President Sales (SATO Labeling Solutions America, Inc. • Director of Sales (Checkpoint Systems, Inc.) • Value Added Reseller Manager (Checkpoint Systems, Inc.) • Major Account Manager, Mobile Printing Systems (Zebra) • Key Account Manager (Zebra Technologies Corp.) • Regional Sales Manager (Graphic Technology Inc.) • Account Executive (Graphic Technology Inc.) rick.wescott@att.net 847-337-7921 Sell By Process
  • 31.
    Background Information -Rick Wescott Accomplishments • Grew First Sales Territory from $650 Thousand to $4 Million • Grew First Region from $20 Million to $42 Million • Secured a $5.3 Million order for in store RF portable printers at SEARS – Total Account Sales @ $10 Million with Labels • Closed/Facilitated Thermal Printer Sales @ $10 Million at General Motors, Delphi and Motorola • Grew Sales at the Checkpoint Bar Code Solutions group from $18 Million to $25 Million in less than three years • Started at 3 Companies in Sales and was ultimately promoted to Management roles rick.wescott@att.net 847-337-7921 Sell By Process
  • 32.
    Background Information -Rick Wescott Key Competencies • Basic Sales  Approach/Finding the Business  Survey/Qualification  Presentations  Proposals  Close • Large account Sales  Call Planning  Excellent Presentation Skills  Strategic Selling  LAMP – Value Added Business Reviews  Rallying the Resources  CRM rick.wescott@att.net 847-337-7921 Sell By Process
  • 33.
    Career & PersonalGoals – Rick Wescott Missions and Objectives • Utilize my skills, experience and network to make a difference at a company. • Contribute to the growth at that company in a big way • Be a good fit with the culture and chemistry at a can do company with a motivated supportive management team • Maximize my income by gaining extensive new business rick.wescott@att.net 847-337-7921 Sell By Process
  • 34.
    Value Add -Sales Methodology Call Planning Call Execution Sales Sales Strategic Selling Time LAMP rick.wescott@att.net 847-337-7921 Sell By Process
  • 35.
    Effective Call Planning CALL PLAN/ACTIVITY REPORT Date: • Industry Account: Direct/Indirect: Opportunity Name: Business Partner (if Indirect): Opportunity Description: Country/Region: • Amount: Target Accounts Account Manager: Close Date: Opportunity Status (Open/Won/Lost): Consumables: • Printer Model: Pre-call Research Labels/Keypad Membranes Printer Quantity: Services: Service Contract/Printer Installation Call Attendee Name(s), Title(s): • The Message Purpose of Call: • Single Calls On Prospects Objectives: • Define The Opportunity Outcome of Call/Action Items 1. Resource • 2. Purpose 3. 4. 5. • Objectives – Min & Max 6. Concerns 1. • Tools used 2. 3. Position in Funnel (Before Call): Contact Qualify Develop Close Complete • Outcome Position in Funnel (After Call): Tools Used: Quality: Contact Qualify PPT Pres: Develop Close Video: Complete • Next Steps Literature: Samples: Hardware: Other: rick.wescott@att.net 847-337-7921 Sell By Process
  • 36.
    Proficient Call Execution • Your Story • Qualification (Finding the Pain) • Listen, Listen, Listen! • Presentation • Rallying the Company Resources – Right People – Right time rick.wescott@att.net 847-337-7921 Sell By Process
  • 37.
    Value Add StrategicSelling Blue_Sheet 11232010.xlsx 1.Single Objective 2.Ideal Customer 3.Adequacy of Position 4.Competition 5.Buyers • Economic • Technical • User • Coach 6.Wins 7.Base Covered 8.Strengths and Weaknesses 9.Possible Actions 10.Action Plan rick.wescott@att.net 847-337-7921 Sell By Process
  • 38.
    Value Add -Large Account Management Program Periodic Business Reviews 1. Current Business Status 2. Accomplishments 3. Current Projects 4. Account Support 5.What is new at our Company? 6. What’s New at XYZ Company? 7. XYZ Company Goals for Next Year 8. What Can We Do Better? 9. Summary 10. Action Items rick.wescott@att.net 847-337-7921 Sell By Process
  • 39.
    Value Add Summary 1. Increase Sales through Effective Call Planning • Opportunity Identification • Objectives within Call • Next Steps 2. Call Execution • Qualification Finding The Pain • Listen, Listen, Listen! • Presentation • Rallying the Company Resources (Right People, Right time) 3. Execute winning Business Strategies • Business Planning • Strategic Selling 4. Build Long term Business Relationships • LAMP • Value Added Business Reviews rick.wescott@att.net 847-337-7921 Sell By Process
  • 40.
    Sales PLAN Highlights Target Areas of Growth Goals Objectives Sales Plan highlights Strategies Execution rick.wescott@att.net 847-337-7921 Sell By Process
  • 41.
    Increasing Sales Growing TheBusiness Next Steps? t rick.wescott@att.net 847-337-7921 Sell By Process
  • 42.
    Pitch Book Example Ruth-Ann McKellin Quality Assurance Management
  • 43.
    Ruth-Ann McKellin February 13, 2012 Ruth-Ann McKellin 847.702.7707 ram@mckellin.net 1/31/2013 43
  • 44.
    Who I Am… Iam a business process expert recognized for my passion for efficiency and effectiveness. Ruth-Ann McKellin 847.702.7707 ram@mckellin.net 1/31/2013 44
  • 45.
    What I Do… Ipartner with internal and external stakeholders to create the business process transformation necessary to increase profit, reduce cost, and improve quality. Ruth-Ann McKellin 847.702.7707 ram@mckellin.net 1/31/2013 45
  • 46.
    How I AccomplishThis… I accomplish this by • providing breakthrough Business Process improvements within strategic projects • incorporating Performance Measures to support the ongoing processes • implementing Change Management to prepare the workforce for change and to make the new environment “stick.” Ruth-Ann McKellin 847.702.7707 ram@mckellin.net 1/31/2013 46
  • 47.
    Successful Quality Improvement RequiresAll Three Elements Process Improvement Organizational Performance Change Measurement
  • 48.
    Responsibilities and MyApproach  Responsibilities  My Approach ◦ Identify opportunities to ◦ I work with stakeholders improve existing processes to identify and prioritize and/or create new opportunities to reach processes to progress quality, efficiency, and toward established goals. effectiveness goals. ◦ Serve as a liaison between ◦ I compose teams of all stakeholders to stakeholders, who are implement desired changes involved in – by fostering developing, implementing, a communications, coordinati nd sustaining changes. ng efforts and facilitating These representatives are progress. informed and integrated. Ruth-Ann McKellin 847.702.7707 ram@mckellin.net 1/31/2013 48
  • 49.
    1) My InterpersonalStyle  Inquisitive mindset ◦ I am naturally curious, always asking “How?” and “Why?”  Servant-Leader management style ◦ I remove blocks so my team can excel.  Excellent verbal and written communication skills ◦ I have these skills in both German and English  Ability to interact with all levels within the organization ◦ I communicate and work effectively with staff level to Board members.  Expert facilitation skills.  Excellent customer service, negotiating, and team building skills. Ruth-Ann McKellin 847.702.7707 ram@mckellin.net 1/31/2013 49
  • 50.
    2) My WorkingStyle  Strong analytical, organizational, and planning skills  High attention to detail  Excellent problem-solving skills ◦ I apply data analysis and creative insights to develop solutions to complex issues.  Ability to work efficiently and set priorities under time constraints Ruth-Ann McKellin 847.702.7707 ram@mckellin.net 1/31/2013 50
  • 51.
    3) My TechnicalExpertise  Project management skills ◦ I have extensive experience in project management and am also formalizing this experience by getting the PMP certification (in process).  Knowledge of industry recognized business process improvement methodologies ◦ I keep current with Lean Six Sigma, TQM, BPI, Kaizen, etc. and am a Certified Six Sigma Green Belt.  Strong business process modeling and analysis skills; ability to analyze and document complex business processes ◦ I have expertise in business process modeling and use quantitative and qualitative methods of analysis. I am Chair of Business Process Improvement for the local American Society of Quality (ASQ) chapter. Ruth-Ann McKellin 847.702.7707 ram@mckellin.net 1/31/2013 51
  • 52.
    3) My TechnicalExpertise  Solid knowledge of business process fundamentals, assessment and redesign methodology, Business Process Management concepts and practices ◦ I have used standard BPR and BPM methodologies for many years.  Knowledge of organizational and/or business change management principles and methods. ◦ I teach Organizational Behavior and Change Management at the MBA level and have applied the principles and methods in all my projects. Ruth-Ann McKellin 847.702.7707 ram@mckellin.net 1/31/2013 52
  • 53.
    References “Ruth-Ann McKellin istruly one of the smartest people I know! She possesses the patience and process expertise to quickly ramp up to SME-level knowledge of the various parts of an organization, exactingly hone in on root issues, and thus construct optimal solutions for successful resolution. Her approach is both warm and professional, and at the same time, direct and without sugar coating. If you value integrity, tenacity and the wit of someone who “gets it”, Ruth-Ann McKellin is someone you want on your team.” April 15, 2009 Christine Resko, Senior Corporate Recruiter - IT, DeVry Inc “Ruth-Ann is an outstanding leader and business management consultant with both a strategic perspective and the ability to execute well at the required level of detail. With her excellent process skills, technical vision and business acumen, she has earned the respect of all those around her. Ruth-Ann is one of the most impressive, forward- thinking, and visionary people I have had the pleasure to work alongside. Ruth-Ann is very knowledgeable, extremely competent, and provides new insights on "old data". She has an in-depth knowledge of the tools and methodologies available to her. Ruth-Ann is the type of leader that would tell you how it was and not skate around issues. She is a great asset to any organization and I would work with her again, given the opportunity.” November 2, 2007 Marci Rakestraw Business Advisor (Relationship Manager), DeVry Inc. Ruth-Ann McKellin 847.702.7707 ram@mckellin.net 1/31/2013 53
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    References, continued “Ruth-Ann isone of the most logical and rational people that I have had the pleasure to work with. Her abilities to think in an intellectual capacity provided great benefit to the organization. She is very professional and her output of work was exceptional. I could always count on her to provide strategic thought for the business. Her interactions with her customers were superb in that she was able to provide solutions for the challenges they faced on a daily basis. I really enjoyed working with Ruth-Ann and would do so again if the opportunity arose. She is definitely someone you would want to have on your team.” November 1, 2007 Christopher Meyer, Manager-IT PMO, DeVry Inc. “Ruth-Ann and I are both members of the Chicago Area Lean Six Sigma Leadership Network. Ruth-Ann is continuously adding new insights to our meeting discussions and is very articulate expressing her ideas. Her positive attitude and her striving for improvement motivate everyone in the meeting to match her efforts. I strongly feel that she would be of value to any company or group that has her as a member.” January 26, 2012 Tom Newton, Manufacturing Project Engineer, Trainer,Writer, Rauland-Borg Ruth-Ann McKellin 847.702.7707 ram@mckellin.net 1/31/2013 54
  • 55.
    Pitch Book Example Ken Sepos Sales / Printing Professional
  • 56.
    Power Statement! COMP NAME Logo-they love flattery! Use an image they COMP LOGO relate to!
  • 57.
    Restate the Job Description! COMP NAME
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    What can Ido for them to make them successful? COMP NAME Successes: how did I do it for prior companies!
  • 59.
    Check Marks say, “yes,I have that! COMP NAME
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    Keep your brandon every page!
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    What else do youhave that they should know about? Keep it to things THEY need!
  • 62.
    Strut your Stuff! CLIENT NAME NOT DISCLOSED
  • 63.
    Based on the job description, wh at qualities do you bring to the job?
  • 64.
    How would you start doing what they need?
  • 65.
    Bring it alltogether! Graphics help convey ideas!
  • 66.
    Questions create discussion! COMP NAME COMP NAME COMP NAME COMP NAME COMP NAME
  • 67.
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Editor's Notes

  • #29 Content Background informationSummaryPersonal resources and goalsThe product or serviceThe marketSale and marketing planManagement & organisationDevelopment of the businessBudgetsFinancial requirementsAppendices