You can have the greatest idea in the world, but it you can’t get other people excited about your idea it won’t go far.
A perfect pitch takes time to prepare. yYu'll learn about the 5Ps of any good pitch (problem, promise, proof, profit and passion) and 7 easy ways to make your next pitch better...
Deliverable: A pitch that people will understand and will inspire them to take action
2. You can do a
lot in 5 minutes
In the US, John Gottman has found a way to measure
in 5 minutes if people are likely to be married in 5
years with 90% accuracy
How:
A Positive-to-Negative Ratio of 0.8 or Less
Moderation / humor / openness / real listening
Criticism/ Contempt / Defensiveness /
Stonewalling…
New business ideas are
even easier to access !
4. THE 5PS ARE THE CONTENT OF
ANY GOOD PITCH
Problem
Is there a real
problem
Promise
Is there a real
solution
Proof
Why would I
believe you
Payoff
What is the
real value
Profit
Where is the
money
Something meaningfully unique and capturing value
5. WARNING SIGNS !
Everything is perfect
all they need to do is say yes
If you can’t explain
your idea to an 8 year old it
is too complicated
You need more space
than HALF A PAGE to explain
how you will make money
7. Checklist (1)
My company: ( company name )
Is developing ( a defined offering )
To help ( a target audience )
( solve a problem )
( with secret sauce )
8. Putting the idea in
practice
________________( business name ) is the first to offer
________________( Overt Benefit) that’s because of
________________( Real Reason to Believe) or what makes
________________( business name) dramatically different is that it’s
only company to offer______________________ ( Dramatic Difference )
17. The Golden Rule of Clarity
Let someone say No because what you
offer doesn’t apply to them.
But never let someone say No because they
don’t understand what you’re offering
20. IMAGINE YOU RECEIVE
THIS LETTER FROM LUCY.
What does she want to tell you?
Dear Shirley,
Remember last Saturday afternoon when I was playing
in the park with my boyfriend and you came over, and
he told me that when my back was turned, you kissed
him?
And also, on Sunday when you came to my house and
my Mom made you a tuna fish salad for lunch and you
said: “Yech! That’s the worst salad I ever ate!”?
And yesterday, when my cat brushed against your leg,
you kicked her and threatened to sic your dog
“Monster” on her?
Well, for all of these reasons, I hate you, and I no longer
want to be your friend.
Lucy
21. WOULDN‘T THE MESSAGE
BE FAR CLEARER…
Main statement or
“governing thought”
Reasons
supporting the
governing thought
23. If you want people to get it,
tell a story
Craft the beginning to
shine the light on your
challenge or problem.
Shape the middle
around the struggle to
meet that challenge.
End with a resolution
that ignites in the listener
your call to action.
Successful stories help to realign your interest.
You are not done until they say, “Ahha! I got it!”
29. Last words of advice
If you’re not passionate, your audience won’t be…
Be passionate, have fun, enjoy making your pitch…
30. Your pitch / demo later today
(max 5 minutes/ 8 slides)
Your challenge / sprint objectives
What you learned
Your solution (4P)
Evidence of innovation (value * Value capture)
Your reco (shoot, continue with change, go) + next step
Why – 3 reasons
31. resources
How to make a 1 sentence pitch
http://techcrunch.com/2012/04/21/one-sentence-pitch-founder-institute/
How to talk about profits.. Here is an elevator pitch winner with
tons of numbers made simple
http://lnkd.in/dKC_5z9
Entrepreneur Pitch Workbook “... Essentially a Dummies
guide to pitching venture capitalists.”
https://dl.dropboxusercontent.com/u/704747/canaanpitch
workbook-131016203921-phpapp02.pdf
34. Make your pitch a story, make it
simple and cover the key content
Your challenge / sprint objectives
What you learned
Your solution (4P)
Evidence of innovation (value * Value capture)
Your reco (shoot, continue with change, go) + next step
Why – 3 reasons
38. Speed Dating
• Objective: Everyone Gets Feedback
• You will be sent randomly to breakout rooms 4 times
• Each room will have 3 people
• It is possible (but unlikely), that you end up in a room with
only your team/ go with the flow
• Your goal is to get feedback to improve your pitch
39. Process
• Everyone opens the Mural Link:
http://mural.link/cycles_speed
• Each person gets 3 minutes to present their idea
• Listeners add comments using post-it notes on that person’s
Mural board (2 minutes )
• A time keeper makes sure things stay on time
40. 2 Ways to navigate : Go to a spot in the big picture or use the menu on the right
41. Post Speed dating
• Copy the Post its to another board
• Review the comments
• Categorize if needed
• Vote and go
42. How your pitch/ demo will be
evaluated
Clarity
Fit objectives with solution
Evidence of Innovation (Value + Value Capture)
43. What is evidence of Innovation ?
Value = Are you meaningfully unique
A good cut-off score is the following
Your meaningful score *,6 + Unique score *,4
A score lower than 6 = little value
7 and above is good
Value Capture
= Will people pay/ will capture value
Do you have evidence people of WTP
(willingness to pay)
OR
Is there another clear way you are capturing value
45. Pitch / Demo Schedule
Group Start End Eval
4 13:30 13:38 13:40
2 13:40 13:48 13:50
5 13:50 13:58 14:00
7 14:00 14:08 14:10
11 14:10 14:18 14:20
3 14:20 14:28 14:30
Break 14:30 14:45
6 14:45 14:53 14:55
1 14:55 15:03 15:05
10 15:05 15:13 15:15
8 15:15 15:23 15:25
9 15:25 15:33 15:35
Target 5 minutes
Then 2 minutes for feedback
09:00 if you want to join the speed dating
LINK = Lecture LINK
https://us02web.zoom.us/j/2797451385?pwd=TWllUzh
LYkZkU3dYQzBWM0lDZDljUT09
Optional 11:00 CET
Meet with your team to review feedback
Team ready 13:30 CET
LINK = Lecture LINK
https://us02web.zoom.us/j/2797451385?pwd=TWllUzh
LYkZkU3dYQzBWM0lDZDljUT09
Recap / ideas next week
47. As simple as 1,2,3
1. Open the group evaluation form:
http://tiny.cc/rimpresentations
2. Listen to people while they are doing their presentations
(and keep your cameras on so they don’t feel alone )
3. Relax and enjoy things
54. Targets / Certification
Targets
Ready to work on a company Sprint
A certificate
A personal recommendation
Certification
Group work OK
A simple multiple choice test
A reflection document
No one will pass without a successful
group work
56. Summary of the ABCs
Be Clear, be honest,
be open, be candid,
be inspirational
Alignment
Build Ideas
Get people involved
(diversity) , get
stimulus
Communicate
& Check
Clarify the idea, so
anyone can understand
Then test the ideas
Systems
Build learning cycles
and get going (FAST !)
Repeat and repeat to remove risks / build your ideas
57. Keys to success
• What first
• Look for stimulus / diversity to build your ideas
• Get real and ongoing feedback
• Use systems thinking (holistic, iterative, learning focused) to
increase your odds of success
59. You can not do just parts
CO M M UN ICATE
ALIG N BUILD CH ECK SYSTEM S
Bigger Ideas, faster at lower risk
X Chaos, wasted energy
X Weak Ideas, small improvement
X Resources wasted on bad ideas
X Small wins, no big improvements
RESULTS
62. Next Steps
Certification
• A test with questions and some points of reflection, due 31/7 (no exceptions)
• This will be sent by email and the link posted on Slack on Monday
• Results August 3
Internships (For people that get a certification)
• If you’d like to be considered for an internship, please submit a short 30-1 minute video.
Suggested content
• What you learned in the Sprintz program
• Why you’d be a good choice for an internship
Suggestion: Read the readings provided. They might be more useful than you think.