The document discusses the importance and technique of developing an effective elevator pitch. It recommends capturing accomplishments using the STAR (situation, task, action, result) framework and "and, but, therefore" model. An elevator pitch should tell less but spark interest in knowing more by demonstrating expertise through mastery and synthesis rather than trying to convey all information. It should be practiced and refined based on feedback.

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TELL LESS, KNOW MORE:
THE ART OF THE ELEVATOR PITCH
HARRIET W. HOPF, MD, FUHM, FASA
PROFESSOR OF ANESTHESIOLOGY & BIOMEDICAL ENGINEERING
SPECIAL ASSISTANT IN THE OFFICE OF THE PROVOST
CO-DIRECTOR, UTAH COACHING AND ADVANCEMENT NETWORK
UNIVERSITY OF UTAH
@HARRIETHOPFMD
WIA Snap Talks February 2021

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LEARNING OBJECTIVES
• Capture your accomplishments using the STAR
framework & “and, but, therefore” model
• Develop an elevator pitch, replacing deductive
reasoning (“know everything”) with inductive
reasoning (“mastery and synthesis”)
• Refine your elevator pitch with practice & feedback
• Own your expertise & accomplishments

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A brief, persuasive speech that sparks interest
WHAT IS AN ELEVATOR PITCH?

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WHY DO YOU NEED AN ELEVATOR PITCH?
• To introduce yourself with impact
• To create connections & invite conversation
• To ask for resources
• To demonstrate your expertise
• So you are never caught speechless

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WHEN DO YOU NEED AN ELEVATOR PITCH?
• Introducing yourself
• Networking
• Asking for resources
• Claiming credit for your accomplishments
• Any presentation
• You need a lot of elevator pitches!

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HOW DO YOU DEMONSTRATE EXPERTISE?

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EXPERTISE
Adapted from Leo Hopf
Tell all that you did and
what you achieved
Talk fast to fit in
allotted time
Prepare for
arrows
Lead w
key message
Add limited
detail
Direct discussion and
welcome questions
Know Everything Mastery & Synthesis

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MASTERY AND SYNTHESIS
• Know the purpose
• Know the audience
• Collect all information
• Distill essential information
• Construct an inductive
message tied to the purpose
• Practice
©Edouard Gruwez

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GOOD PITCHES TAKE WORK-
AND SPARK INTEREST
Hmm. I’d like to
know more.

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DOCUMENTING: STARS
• Create a STAR for each
accomplishment
• Now you have an
elevator pitch for every
occasion

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AND, BUT, THEREFORE
• “And” is information mode
– Scientists often get stuck in information mode
• Replace “and” with “but”
– Adds interest, tension
• Synthesize with “therefore”
– Resolve the conflict

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PUTTING IT TOGETHER
As Chair of the FAER Board of Directors, I am passionate about
developing the next generation of physician scientists in anesthesiology,
AND
Medical students are our future,
BUT
Because of COVID-19, FAER canceled the MSARF program in 2020,
THEREFORE
I developed an 8-week virtual MSARF program,
funded by grants from industry. V-MSARF was so successful, we will
incorporate elements going forward to build long-lasting connections
with the medical students we fund.

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SUMMARY
• Tell Less, Know More
• Be prepared
– Collect information
– Distill key insights
– Practice and hone
– Design it to encourage double clicks
• Capture accomplishments with STARs
– “And, But, Therefore” is a powerful format for STARs
Hmm. I’d like to
know more.