A pro-active workshop I gave for the EDI-program in Barcelona of Fundacio Catalana per la Recerca on pitching. The slides focus on building blocks for a pitch (conditions, content, storytelling, body language, make it stick), the different types of pitches and features various movies to learn from. An important part of the workshop were the exercises, supported by tailor made worksheets.

1.  engage, move others and connect

2. Today’s Objectives
- Building blocks for a pitc
- Different types of pitches
- Practicing

3. The 5 Steps To Build Your Pitch
Objective &
Conditions
Content Storytelling
Make it
stick
Practice

4. AUDIENCE
Understanding the audiences perspective, see the world through their eyes
- What do you want them to know?
- What do you want them to feel?
- What do you want them to do?
DIFFERENT OBJECTIVES:
> INVESTORS
> SALES PITCH
> KNOWLEDGE SHARING

5. CONDITIONS
• One-to-one ‘elevator pitch’
• Small group ‘investors pitch / dragons den’
• Theatre/ Workshop setting
• Visual aid versus no visual aid
• Available time (1 min, 3 min, 10 min)

6. PROBLEM = SOLUTION

7. Pixar Storytelling
More info: Pixar´s 22 rules of storytelling

8. STORYTELLING TRAVELS FURTHER
• Pick the right approach:
- personal
- service/ product
- history
• Make sure the audience can identify
AND INSPIRES ACTION

9. PERSONAL

10. INTRODUCING THE PRODUCT
PEBBLE

11. HISTORY

12. EXERCISE KISS

13. PRACTICE

14. Engagement ENGAGEMENT WITH THE AUDIENCE

15. Source: Body language

16. Body language
source

21. EMPHASIZE THE WHY
• Passion & Compassion
• Make curious & involved
• Show personal commitment
The meaning is central, not what the product is

22. Simon Sinek: Start with Why & The Golden Circle

23. WE ARE BETTER…
COMPARED TO WHAT?

25. EXERCISE
Make your
Twit Pitch

26. Sell me this coffee cup

27. Pitch a coffee cup: Put your brand in their hand

28. How to start?
What is the name of the presenter?

30. Pitching for investors
- Problem
Don’t overload investors with information, just make sure they feel how terrible this
problem is and how no one is currently addressing it in an effective manner?
- Solution
Make them understand why your product solves the problem far better than anything
else.
- Market size
Investors are looking for a sizable return on their investment so show them the potential!
- Business model
How will you make money
- Competition
How are you solving the problem differently?
- Market Strategy
What is your model for growth?
- Team
Who will execute and why is this a winning team?
- Traction/ projection
What have you achieved so far? Are you generating revenue?
- Needs – Call to action
What do you need that you don’t currently have and why?
Source: Barcinno

31. Pitch Evaluation
Pitches will be evaluated on four, equally-weighted categories:
Presentation
Body Language/Charisma, Clarity, Articulation, Passion
Opportunity
Market identification, Size and attractiveness, Target customer identification
Solution
Value proposition, Differentiation, Financial viability/profitability
The Big Question
Do you want another meeting?

32. Sales Pitch
1. Convinces, the “target person” (potential customer, business
partner, investor), to schedule a longer meeting with the presenter,
and be receptive to doing business with his/her company.
2. Empowers and enables the “target person” to convince other
appropriate people to become interested in the presenter’s
company.
3. Resonates. Demonstrates sincerity.
4. Communicates a sense of value, empathy, and urgency. Quantifies
the value proposition clearly.
5. Combines thorough Sales and Market Research.
6. Requires no more than 1-2 minutes (55 seconds is best).
Source: Esade/ Kenneth P. Morse

33. “By failing to prepare, you are preparing
to fail.”
Benjamin Franklin

34. Pitch Canvas

35. Last thought
"A #pitch at an event has 1 goal: to get 10 more mins to pitch- in private afterwards!”
@BombeSollich