Social Innovation Fast Pitch Presentation Workshop

Presentation Skills Workshop

Why a 3-minute pitch?

Agenda


It’s Not What You Say, It’s What They Hear

Agenda



The Essentials

Agenda



The Essentials

Capturing Hearts and Minds Quickly

Agenda



The Essentials


Being You, Only Better

Agenda

Why a 3-Minute Pitch?

“Yankelovich…estimates that a person living in [New York] city 30 years ago saw up to 2,000 ad messages a day, compared with up to 5,000 today.”


“…50 million American households signed up for the Do-Not-Call Registry when it was launched in 2003 – 10 million of them in the first 3 days.”

Lucas Conley Obsessive Branding Disorder


Our default is to




The Essentials



Agenda

It’s Not What You Say…

What goes into here

It’s What They Hear

How do they hear?

What They Hear

Four at the Bar

17 yr. old male

Female with a Coke

Male with a beer

23 yr. old female

What They Hear “Tipping Point” Study

Four at the Bar

17 yr. old male

Female with a Coke

Male with a beer

23 yr. old female

Everyone has a beverage. Drinking age is 21.


3

6A

D

Letters & Numbers


3

6A

DA card with a vowel must have an even

number on the other side.

Letters & Numbers


They’re the same game.

REAL WORLD ABSTRACTION


Abstractions are Obstructions

What They Hear Problem with Abstract Language


“…we work collaboratively with communities and local

organizations to identify specific needs and to develop renewable

energy solutions that are environmentally, socially and economically sustainable.”


“…we believe in preventing illness through education, self-

empowerment, access, appropriate treatments and

interventions, blending solutions that work for us…”








“[Our work] levels the ‘learning field’ across socio-economic

boundaries, improves student retention and reduces the

achievement gap.”





“We bridge communities of professional women and

underserved teen girls through mentorship, networking and

advancement.”




“[Our work] levels the ‘learning field’ across socio-economic

boundaries, improves student retention and reduces the

achievement gap.”




fMRI

What They Hear Emotion’s Role in Decision-Making

THE ULTIMATUM GAME


Rule: Accept my offer, keep the money.

THE ULTIMATUM GAME (Round 1)


Rule: Accept my offer, keep the money.

“I’ll take it.”

THE ULTIMATUM GAME (Round 1)


THE ULTIMATUM GAME (Round 2)Rules: I have $10 to share. Accept my offer, we each keep our shares. Reject it, neither of us keeps any.



“That’s fair. I’ll take it.”



“Oh! Free money! I’ll…



“Oh! Free money! I’ll…

“Hold on. You’re cheating me. No thanks.”


Rules: We have information to share. We assume everyone wants it. We don’t think about the emotional context in which they’ll view it.

THE ULTIMATUM GAME: PUBLIC INTEREST EDITION




There were no Iraqis involved in the 9/11 attacks.





“New information. Hmmm…”





“New information. Hmmm…”“Hold on. You’re a liberal and I support President Bush. I don’t believe you.” (69% in 2003)


“Insensitivity to Sample Bias: Generalizing from Atypical Cases” Journal of Personality & Social Psychology, 1980

Richard Nisbett, et al.

What They Hear Narrative vs. Data


WELFARE MOTHERS




WELFARE MOTHERS


STORY43-year old Puerto Rican émigré who had “an endless succession of common-law husbands and children at roughly 18-month intervals,” spent 13 years on welfare.



WELFARE MOTHERS


STATISTICSTest subjects were shown data indicating that most welfare mothers in NYC spend an average of 2 years on welfare, and that the preceding story was not a typical case.



WELFARE MOTHERS


QUESTIONNAIREAfter hearing story and seeing stats, respondents answered questions to measure their attitude towards welfare mothers, e.g., “How hard do people on welfare work to improve their situations?”



WELFARE MOTHERS


STORY DATA



WELFARE MOTHERS PRISON GUARDS


STORY DATA



WELFARE MOTHERS PRISON GUARDS


STORY DATASTORY DATA


It’s What They Hear Summary

Abstract language can cause confusion and disconnects.



What people choose to hear often depends on how they feel.



What people choose to hear often depends on how they feel.

Stories influence which data we accept and which we reject.



The Essentials



Agenda

The Essentials

Who are you?

John SullivanBTS Communications

Essentials Who Are You?

My name is John Sullivan. I’m an Eagle Scout, an ex-convict, a recovering heroin addict, and the founder and creative director of BTS Communications.



The Essentials

Who are you?

What problem does your organization solve?

The Essentials

Who are you?


1. Whom do you serve?

2. If you didn’t exist, what would happen?

3. Do you need to elaborate?

Rick NahmiasFood Forward

Essentials What Problem Do You Solve?

In January 2009, while walking my dog Scout around the neighborhood, I’d see pound after pound of citrus fruit rotting in driveways or carried off by squirrels. My neighbor’s tangerine tree was full, food pantries were empty, I got an idea. With a single volunteer recruited from Craigslist, from 20 feet up, I saw yard after yard of fruit unpicked. Three months later, Food Forward was born. Our motto: harvest food, fight hunger, build community. (40 seconds)

Rick NahmiasFood Forward


The Essentials

Who are you?


What is distinctive and/or innovative about your solution?

The Essentials

Who are you?



1. Competition?

2. Extent of overlap?

Jill BaumanImagine LA

Essentials What is Distinctive or Innovative?

Did you know that in Los Angeles there are 8,000 homeless families? Remarkably, also in Los Angeles, there are 8,000 faith communities: churches, synagogues and mosques. Imagine LA’s vision is to match each family with one faith community in such a way that the family permanently exits homelessness and the children thrive. Eight thousand plus eight thousand equals zero, a simple yet powerful equation.

Jill BaumanImagine LA


The Essentials

Who are you?



What evidence can you offer of impact and sustainability?

The Essentials

Who are you?




1. How do you measure?

2. Can it scale?

Dawn BrownGirls and Gangs

Essentials Evidence of Impact?

Hello, my name is Dawn L. Brown and I’m executive director of Girls and Gangs. A decade after it began, Girls and Gangs continues to be the only nonprofit organization in LA County solely dedicated to serving girls in the juvenile justice system. Through support from private foundations and the LA Department of Probation, last year we served 340 girls ages 12-18 with only 3 staff members. We do this at an average yearly cost of $1,000 per child. It costs the county $45,000 to incarcerate that same one child. Nationally, girls are the fastest growing population in the juvenile justice system, and in LA County, girls account for 1 out of 4 juveniles arrested, yet the correctional system is designed for boys.

Dawn BrownGirls and Gangs


The experts say if you can keep one-third of the girls out, you’re doing well. Last year, we kept two-thirds out.


Last year we served 340 girls ages 12-18 with only 3 staff members. We do this at an average yearly cost of $1,000 per child. It costs the county $45,000 to incarcerate that same one child.

The experts say if you can keep one-third of the girls out, you’re doing well. Last year, we kept two-thirds out.


Last year we served 340 girls ages 12-18 with only 3 staff members. We do this at an average yearly cost of $1,000 per child. It costs the county $45,000 to incarcerate that same one child.

OUTPUTS

OUTCOMES

Meredith CurrySouth Central Scholars



These kids are motivated, intelligent and dedicated to education, but because of inadequate preparation, resources and support from home,the college graduation rate for them is still less than 50%.

Our scholars graduate from college at a rate of 96%.

Meredith CurrySouth Central Scholars

Sharon YazowskiLevitt Pavilions



Music is a force for social cohesion. Consistent programming in parks reduces crime.

Sharon YazowskiLevitt Pavilions


nice

necessary

Cathy SalserA Window Between Worlds

Essentials Evidence of Sustainability?


Over the last 7 years, we’ve grown from reaching just 7 shelters outside California to over 70 through word of mouth alone.

Already this year in LA, our programs have grown by 28%. It costs just $1,000 to support the weekly program at one site for an entire year.

Cathy SalserA Window Between Worlds

The Essentials

Who are you?




What do you need now and how will it help?


Essentials What Do You Need?

To reach this vision, we need money. But I’m not here today to ask you for donations. I’m here to ask you to help us find twenty new nonprofit clients. We’re offering innovative and effective services that can help them spread their message, reach more donors and magnify their impact – all at rates roughly 50% less than a for profit agency. And in addition to that discount, we’re giving them…the bonus of knowing they’ve helped our clients move forward in their lives…”



The Essentials

Who are you?




What do you need now and how will it help?



The Essentials



Agenda

“Intuitive Primacy”

Capturing Hearts & Minds Quickly

What snap decision are they going to make about you?


Ask a question.


Estelle Reyes Network for Teaching Entrepreneurship


Raise your hand if you’ve ever written a business plan.

Raise your hand if you’ve ever written a business plan.

Now keep that hand up if you wrote that plan before the age of 18.

Estelle Reyes Network for Teaching Entrepreneurship


Ask a question.

Use social math.


Ask a question.

Use social math.

83,000

places in America that sell guns.


Ask a question.

Use social math.

For every McDonald’s

franchise, there are 3 places to buy

guns.


Ask a question.

Use social math (but use data sparingly).

Mayisha Akbar Compton Junior Posse


Mayisha Akbar Compton Junior Posse

Since 1988, 1,000 kids have received….

Of those, 400 have remained in our program for 4 years or more…

And of those, we can boast a 90% graduation rate.

Quite phenomenal when compared to Compton Unified’s 18%.

We need $1.3 million over the next 3 years to hire 3 directors….

[We] will build local capacity to 2,500 kids at a cost of $57 per kid per year.

Equestrians are an $80 billion industry annually….


Ask a question.

Use social math.

Avoid jargon.


Tony Proscio Author, Speaker, Enemy of Jargon


www.emcf.org/publications/other-resources

Tony Proscio Author, Speaker, Enemy of Jargon


Ask a question.

Use social math.

Avoid jargon.

Tell a story.



Margaret MartinThe Harmony Project

Margaret Martin The Harmony Project

7 sentences (0:45)


Ask a question.

Use social math.

Avoid jargon.

Tell a story.




The Essentials



Agenda

Being You Eye Contact

• I’m Studying My Shoes

• The Scenic Overlook

• Sir Glance-a-Lot

• The Lawn Sprinkler

• One for One

“The more you look at the audience, the greater the pressure is on them to pay attention.”Max Atkinson


Being You Vocal Control

S

SPEED

faster = ?slower = ?


“The right word may be effective, but no word was ever as effective as a rightly timed pause.”

Mark Twain


V

S

VOLUME

louder = ?softer = ?


V

S

T

TONE


Now there’s a good idea.


Review You Be the Judge

Social Innovation Fast Pitch Presentation Workshop

Education

Transcript of Social Innovation Fast Pitch Presentation Workshop