www.GrowthManagement.co.nz

SharpeningYour Pitch

Mark Robothammark@nowstrategy.com

Mark Robothammark@Escalator.co.nzwww.Escalator.co.nz

“How can you tell if an entrepreneur is pitching?

His lips are moving?”Guy Kawasaki

© Growth Management Consulting Ltd 2007www.Escalator.co.nz

TodayAgenda• Pitch must have – must have not• Craft vs Business, Pain, Value• Structure & templates• “Your Story”• Delivery

Goal: To be able to concisely communicate “Your Story”In less than 3 mins

Your Story

Talent

Investors

Customers

© Growth Management Consulting Ltd 2007www.Escalator.co.nz

One Minute Test – guinea pig

What is your Pitch?

© Growth Management Consulting Ltd 2007www.Escalator.co.nz

Different Types of Pitch• Audience

– Sales Pitch– Investor– Potential Partner– Securing Talent – staff,

advisors…– Securing a government

grant– Bank manager– Networking Function– Random any bodies

• Length– 1 – 3 min, 20 min max– <50% allocated time

“can never be to short”

• Pass the “one minute test”

Product Story

Investment Story

© Growth Management Consulting Ltd 2007www.Escalator.co.nz

Pitches That Don’t Work !

• Alienated the audience– Not matched to audience or purpose

• Left asking what do they do?

• Boring

• Too much and / or wrong detail

• Autobiography

• Unbelievable …

© Growth Management Consulting Ltd 2007www.Escalator.co.nz

One Minute Test

1. What is our product or service ?

2. How do we make money ?

3. Why believe me ?

4. What’s in it for you (investor)?

5. What is unique ?

6. How big is this ?

© Growth Management Consulting Ltd 2007www.Escalator.co.nz

More Fishing…

• What do you want them to remember?

• What impression do you want to leave?

• Would my grandma or son understand?

• What’s the Risk vs Payback?

Don’t forget:

“Passion, confidence and fun”

© Growth Management Consulting Ltd 2007www.Escalator.co.nz

Pitch Preparation

• The Story– Craft vs Business– Pain– Value

© Growth Management Consulting Ltd 2007www.Escalator.co.nz

Craft vs Product vs Business

• Manufacture Power Tools

• Manufacturer

• Software Developer

• Watch Manufacturer

• Motor Cycle manufacture

• Making Holes

• Mice Problem

• Increasing sales -Customer Satisfaction

• Fashion Statement

• Escape

• Electric Drills

• Mouse Trap

• CRM (software)

• Swatches

• Harley Davidson

Product Craft Business

© Growth Management Consulting Ltd 2007www.Escalator.co.nz

Pitch Preparation

“The Story”Unique SP

CustomersTalent

Investors

Inputs

What Business are you in ?Who are your customers & end users?

What is the compelling need ?Financial, Strategic, Personal Pain?How do you make money for them?

How do you make money for you?What gets you excited and passionate?

What is Unique?Tools:Proof :- Customer Case

- Demo - Data- VisionProvoke thoughtsMemory Hook – propReason to Act NOW!

Audience

© Growth Management Consulting Ltd 2007www.Escalator.co.nz

Geoffrey’s approach ?• For (target customers – beachhead segment only)

• Who are Dissatisfied with (the current market alternative)

• Our product is a (new product Category)

• That provides (key problem solving capability)

• Unlike (the product alternative)

• We have Assembled (key whole product features for your specific application)

Crossing the Chasm – Geoffrey A MooreP 154 – define the battle – The claim

© Growth Management Consulting Ltd 2007www.Escalator.co.nz

Delivery - Good to Great Presentations

• Great opening and closing• Composition

– An attention seeker – WOW!– 3 supporting messages – What– 1 key Big Picture – How

• 15 – 20 min• Power point – Graphs, diagrams & other pictures

• Memory Hooks – props• Entertain

© Growth Management Consulting Ltd 2007www.Escalator.co.nz

Pitch - Preparation

“The Story”Unique SP

CustomersTalent

Investors

Inputs

What Business are you in ?Who are your customers & end users?

What is the compelling need ?Financial, Strategic, Personal Pain?How do you make money for them?

How do you make money for you?What gets you excited and passionate?

What is Unique?Tools:Proof :- Customer Case

- Demo - Data- VisionProvoke thoughtsMemory Hook – propReason to Act NOW!

Audience

© Growth Management Consulting Ltd 2007www.Escalator.co.nz

Guy Kawasaki - Pitch1. Title2. Problem3. Solution4. Business Model5. Underlying magic6. Marketing and Sales7. Competition8. Management Team9. Financial projections and key metrics10.Current Status: Accomplishments to date, timeline and use of funds

© Growth Management Consulting Ltd 2007www.Escalator.co.nz

Rob Adams - Pitch

1. Company overview2. Customer pain problem3. Solution4. Competition5. Team6. Business Model7. Financials

www.GrowthManagement.co.nz

Pitching

Mark Robothammark@nowstrategy.com

+64 21 61 8850Growth Management Consulting Ltd

© Growth Management Consulting 2007

www.Escalator.co.nz