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Elevator Pitch Workshop Slides

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A brief presentation I gave to companies participating in the DFAIT AIM Bootcamp here in Calgary. Focused on the "elevator pitch" but includes some info on how to deliver a solid 10 minute pitch.

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Elevator Pitch Workshop Slides

  1. 1. Tell Me Your Story<br />Pitching like a pro.<br />Kevin Dahl – kdahl@calgarytechnologies.com<br />
  2. 2. The most important part of a speech pitch is the opening line. <br />When time is not a factor I like to try out three or four different ones.<br />~ Michael Scott<br />
  3. 3. Today’s Agenda<br />Telling your story<br />The first 30 seconds… <br />Tips for success<br />Then what?<br />10 minutes of glory<br />
  4. 4. Telling Your Story… When?<br />Every meeting is an opportunity:<br />Arranged – you already know what you want to accomplish from the meeting. Time constraints may or may not apply.<br />Random – you need to find out if there is any fit and/or opportunity. Likely no slides.<br />
  5. 5. Telling Your Story… Why?<br />
  6. 6. Telling Your Story… Who?<br />Getting ready for an arranged presentation with AIM Delegates:<br />Potential Technology Partner?<br />Potential Channel Partner?<br />Government Agent?<br />Advisor/Mentor?<br />Investor?*<br />
  7. 7. Telling Your Story… How? <br />You need to do your homework:<br />Who are you pitching to? -- Are they a potential partner, advisor, or are they a government representative?<br />What do you know about the person, the company, and the industry?<br />How do you know what to ask for? <br />Why should they be interested? <br />
  8. 8. General Tools<br />Company, Contact, News…<br />Social Networking – It’s not just for your kids anymore.<br />www.alberta.ca<br />www.usa.gov or www.fbo.gov if US<br />www.canada.gc.ca if CA <br />
  9. 9. AIM Tools<br />www.thec100.org<br />www.tradecommissioner.gc.ca<br />www.twitter.com<br />
  10. 10. You have 30 seconds…maybe.<br />(To get someone’s attention.)<br />Explain to them…<br />Who you are<br />What you have to offer<br />What value there is in talking further <br />This is what’s commonly referred to as<br />“The Elevator Pitch”<br />
  11. 11. Elevator Pitch Basics<br />Concise<br />Key message(s)<br />Targeted <br />Specific to your audience and your goal <br />Compelling <br />Engaging the audience to let them identify the value in learning more<br />
  12. 12. Elevator Pitch <br />There are two main parts to your elevator pitch:<br />Part A – The CORE This part is general enough that it should not need to change much based on your audience.<br />Part B – The ASK Here is where you tailor your pitch based on your audience.<br />
  13. 13. Part A – The Core<br />It a concise summary of basic information in a conversational tone…<br />“Hi, I’m (name)…, <br />the business we are in is…/our product is…/ the problem we solve is…<br />and we are unique (in this way)…” <br />
  14. 14. Part B – The Ask <br />Is the specific message that fits the situation:<br />For Partners<br />“We have established a partner program with… (similar vendors, manufacturers ….) <br />For Governments<br />“We are planning to expand into (x) new markets…<br />For Advisors/Mentors<br />“We have a great team, but are lacking expertise in (x) area…”<br />
  15. 15. The ASK - Pitching Partners<br />Explain your needs, but also what you bring to the table. <br />Understand their needs:<br />Accelerate growth?<br />Build competitive advantage?<br />Create customer value? <br />What value is there in working together?<br />
  16. 16. The ASK - Pitching Government<br />Understand their needs<br />Economic rationale for supporting companies<br />Geo-political rationale <br />Focus on developing a ‘go to’ person relationship to help you navigate the system<br />Funding<br />Market Access<br />R&D<br />
  17. 17. The ASK - Pitching Advisors<br />Know what you are looking for<br />Understand their expertise<br />What sector do they have experience in?<br />What roles have the held previously?<br />What companies have the been involved with in the past?<br />What companies are they currently involved in?<br />
  18. 18. An Example...<br />My name is Kevin and my Calgary-based company builds mobile music gaming technology <br />Our dev team has built an iPhone app that lets fans remix songs, in real time, while they purchase and download music<br />I understand you work with the Trade Com. network based in Los Angeles, and I was wondering if you can help us develop connections with LA based labels? <br />
  19. 19. Then what?<br />Now you have their attention (hopefully) you can deliver your presentation<br />There are a million different presentation formats<br />Different audiences prefer different formats<br />The following slides are based on feedback we have received from advisors and mentors*<br />
  20. 20. 10 minutes of glory<br />What is the pain your business solves?<br />What is your solution? (not technology)<br />What is your value proposition?<br />What is the market?<br />What is your technology that addresses this market?<br />What is your business model?<br />Who are the competitors<br />
  21. 21. 10 minutes of glory<br />What are your marketing & sales strategies?<br />What are the milestones in your plan?<br />What do your financials look like?*<br />What’s the deal?*<br />What do you want from the audience?*<br />Where are the gaps in your team?*<br />What do you need to tackle your target market?<br />
  22. 22. Questions?<br />

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