This document discusses pitching and provides tips for developing an effective pitch. It notes that pitching is about influencing and persuading an audience, not just providing information. It emphasizes the importance of structure, including clearly stating what will be discussed, developing the idea, and summarizing. Other key tips include focusing on the core message, researching the audience, keeping the product or service description brief, highlighting any competitive advantages, and maintaining simplicity. The overall message is that an effective pitch tells a compelling story that engages the audience's emotions and makes them want to support the idea.

1. Policy into Practice:
EURAXESS Researcher Career Skills for Career Development
PIPERS
This project has received funding from the European Union’s Seventh Framework
Programme for research, technological development and demonstration under grant
agreement No 643330
Helping researchers to pursue their professional ambitions:
A workshop for researchers
15-16 FEBRUARY 2016
MADRID, SPAIN
Pitching

2. This project has received funding from the European Union’s Seventh Framework Programme for
research, technological development and demonstration under grant agreement No 643330
Why Pitching?
• Test your idea – generate interest
• Winning people over – persuading and
influencing
• Business decisions
• Interviews
• University presentations

3. This project has received funding from the European Union’s Seventh Framework Programme for
research, technological development and demonstration under grant agreement No 643330
It’s drama, not information
• Not just information
• Influencing people
• You are asking your audience to judge the
future and be involved
• Judgement based on emotional factors: trust,
confidence, hope, ambition, desire

4. This project has received funding from the European Union’s Seventh Framework Programme for
research, technological development and demonstration under grant agreement No 643330
Pitch Formula
Functional Emotional
Information
Structure
Content
Quality
Integrity
Ambition
Enthusiasm
Persuasion

5. This project has received funding from the European Union’s Seventh Framework Programme for
research, technological development and demonstration under grant agreement No 643330
Think playwright, not actor!
Content is King
Write a great script
Acting will follow
Research
Plan your time

6. This project has received funding from the European Union’s Seventh Framework Programme for
research, technological development and demonstration under grant agreement No 643330
Planning your pitch
Information gathering
Discuss your ideas
Creative time
Preparation
Rehearsal

7. This project has received funding from the European Union’s Seventh Framework Programme for
research, technological development and demonstration under grant agreement No 643330
Understanding structure
Say what you are going to say
Say it (set out your idea)
Say it again (development)
Shape your argument
(summarise)

8. This project has received funding from the European Union’s Seventh Framework Programme for
research, technological development and demonstration under grant agreement No 643330
The CORE message
“If you only remember
one thing from today's
pitch, let it be this…”

9. This project has received funding from the European Union’s Seventh Framework Programme for
research, technological development and demonstration under grant agreement No 643330
Who are the audience?
NEVER Assume!!!
Research!

10. This project has received funding from the European Union’s Seventh Framework Programme for
research, technological development and demonstration under grant agreement No 643330
What is your product or service?
Briefly describe what it is you sell.
Do not go into excruciating detail –
less is more
Give enough information to engage
curiosity, stimulate questions

11. This project has received funding from the European Union’s Seventh Framework Programme for
research, technological development and demonstration under grant agreement No 643330
Who is behind the idea?
Tell them a little about you and
your background and achievements.
If you have others involved, say who
they are and what they have
accomplished.

12. This project has received funding from the European Union’s Seventh Framework Programme for
research, technological development and demonstration under grant agreement No 643330
Who is your competition?
Don't have any? Think again.
Briefly discuss who they are and what
they have accomplished.
Successful competitors are proof your
business model and/or concept work.

13. This project has received funding from the European Union’s Seventh Framework Programme for
research, technological development and demonstration under grant agreement No 643330
What is your competitive
advantage?
How is your idea different?
What is your USP?
Why do you have an advantage
over the competition?

14. This project has received funding from the European Union’s Seventh Framework Programme for
research, technological development and demonstration under grant agreement No 643330
Simplicity is Key
Behave like a winner
Focus on a few things that
matter
Simple idea
Simple presentation

15. This project has received funding from the European Union’s Seventh Framework Programme for
research, technological development and demonstration under grant agreement No 643330
Life’s a Pitch
Seize the moment.
Capture the imagination.
Sell your product - CAUTION! – there may
be laymen listening!
How much money will you make?
How long will it take to make the money?
What you want from the listener?
What are your next steps?

16. This project has received funding from the European Union’s Seventh Framework Programme for
research, technological development and demonstration under grant agreement No 643330
Top Tips
A "hook"
Passion, energy and dedication
A call to action
Close
Give them something!

17. This project has received funding from the European Union’s Seventh Framework Programme for
research, technological development and demonstration under grant agreement No 643330
Dragon’s Den
‘Can you explain your investment
opportunity and sell the business idea to
a venture capitalist investor in only five
minutes?’

18. This project has received funding from the European Union’s Seventh Framework Programme for
research, technological development and demonstration under grant agreement No 643330
Questions?