LU INNOVATION SVEN OLSSON 2016-03-30bme.lth.se › fileadmin › biomedicalengineering › Courses...
Transcript of LU INNOVATION SVEN OLSSON 2016-03-30bme.lth.se › fileadmin › biomedicalengineering › Courses...
16-04-13
1
Value Creation LU INNOVATION SVEN OLSSON 2016-03-30
Agenda 2016-03-30 CLINNOVATION
1. Intro / Repetition 2. The Value Creation Forum 3. Schedules 4. Surprise
Pitching the idea » Before you write a Business plan
» … or a Project plan
» You need to pitch you idea to others
» … partners, investors, customers ….
© LU Innovation 2016, SOL
16-04-13
2
The decision process » First an emotional decision… » …then ”Cognitive motivation”
» Nano robots that clean blood vessels
» Car tires that never wear out
» Powder that eliminates contaminations and salt from water
» Activated nano particles that eliminates virus
» Bacteria that produce snow
» The Elevator Pitch © LU Innovation 2016, SOL
The elevator pitch » Limited amount of time
» Seize the opportunity when it comes
» Create interest
» Communicate the essentials
» Give an easy-to-remember summary
© LU Innovation 2016, SOL
The Elevator Pitch
The Elevator Pitch – three parts
Hook
Close
Core
© LU Innovation 2016, SOL
16-04-13
3
The Elevator Pitch The Core - your Value Proposition
Hook
Close
Core N B C A
© LU Innovation 2016, SOL
NABC
» Important Need
– What problem do we solve ?
– Define the playing ground, state of the art
– Provide facts, scientific background
» Our unique Approach
– How do we solve the problem ?
– What is our approach for addressing the need
© LU Innovation 2016, SOL
NABC
» Benefit per cost
– What is the user benefit ?
– What is the superior customer value ?
– How does it compare to the cost ?
» Competition and alternatives
– Who are the competitors ?
– What alternatives or substitutes are available ?
– Now ? In the future?
© LU Innovation 2016, SOL
16-04-13
4
Pitfalls » Do not concentrate on the approach
– nAbc
– NabC
» Do not just say “faster”, “cheaper”, “better”
– Be specific and quantitative
– If you don’t know, guess - take a “SWAG”
» Do not forget the Close
– What do you want to achieve ? Next step ?
» Iterate, iterate, iterate …
© LU Innovation 2016, SOL
The Value Creation Forum 2016-03-30 CLINNOVATION
Creating value
» You define you project (what not to do)
» You learn how to present
– What is essential and not
– What works and not
» You will be prepared for ”odd” questions
» You learn how people react
16-04-13
5
A process for training
» Pitch 4 minutes, NABC
» Feedback – a gift
– Positive, Improvements
– Different perspectives
– Only listen (No defense)
– Take notes of feedback
» Do it again
Is 4 min enough ?
Is 4 min enough?
Is 1 min enough?
16-04-13
6
Different perspectives
» Green hat Positive feedback
» Red hat Suggestions for improvement (no criticism!)
» Glasses Eye of the customer
» White hat Investors view
Giving or Taking Energy
» There are persons that make you lose all energy
» … others that give you energy
» How do I become a person that gives energy ?
Hints
» Mention the positive things – there is always something
» Bring it home to you
» Don’t use “but”
– Use “and” but
16-04-13
7
Questions ?
Good Luck !