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Workshop pitchen
- 2. Steve Stevens Business Coach – Durf Ondernemen Universiteit Gent
- 3. ‘The era of small ideas is over’
- 5. De UGent ondersteunt ondernemende studenten via het project ‘Durf Ondernemen’ en het bijzonder statuut van ‘student-ondernemer’
- 7. Stap in de voetsporen van ondernemers zoals Richard Branson en Marc Zuckerberg, die beiden heel vroeg startten. “Als student heb je niets te verliezen, buiten je fiets.”
- 9. ‘The era of small ideas is over’
- 10. Pitch Workshop 27/3/2013 – iMinds Gent
- 11. elevator pitch
- 12. Elevator pitch Short summary to define a product, service or organisation and its values Deliver the summary in the time span of an elevator ride (30 sec – 2 min)
- 13. Elevator pitch - purpose Often used by entrepreneurs towards venture capitalists or business angels to receive funding and during networking events Also used in job interviewing, dating and summarizing professional services.
- 14. Elevator pitch - purpose But: Don’t try to sell too hard Know who you are talking to Just tease
- 15. Pitch Technics Elevator pitch NABC AIDA Informal pitch Pecha kucha …
- 16. How to Get Rid of Nervousness Prepare yourself ! It’s all-in the mind (mind exercises) Soothe your mood with music (feel good songs) Avoid nervousness-triggering factors (coffee,…) Relax, stretch, breathe in and out
- 17. Vision board
- 18. NABC-model
- 19. My NABC Need – Approach – Benefit - Competition [Lisa Pattyn]
- 20. An important client or market need addressed by a unique approach with compelling benefits when compared against the competition or alternatives
- 21. Need What are our client's needs? A need should relate to an important and specific client or market opportunity, with market size and end customers clearly stated. The market should be large enough to merit the necessary investment and development time. Example – Video On Demand system: Movie rental is a 500 Mio Euro business. The part people dislike is to return tapes and late fees.
- 22. Approach As the approach develops through iterations, it becomes a full proposal or business plan, which can include market positioning, cost, staffing, partnering, deliverabl es, a timetable and intellectual property (IP) protection. Example: We will provide Video On Demand via the cable with access to all tittles of IMDB. The system uses existing channels and hardware. Customers need no new investments and pay the same price for a movie as in the rental shop.
- 23. Benefits What are the client benefits of our approach? Each approach to a client's need results in unique client benefits, such as low cost, high performance or quick response. (better, faster, cheaper). Success requires that the benefits be quantitative and substantially better - not just different. Why must we win? Example: – End-user: no need to return movies; no more late fees. Same functions as with a DVD player: fast forward, trailers, ..etc. – Customer: Higher revenue per movie with higher margin; 20% market share expected.
- 24. Competition / Alternatives Why are our benefits significantly better than the competition? Everyone has alternatives. We must be able to tell our client or partner why our solution represents the best value. To do this, we must clearly understand our competition and our client's alternatives. We must be able to clearly state why our approach is substantially better than that of the competition. Our answer should be short and memorable. Example: • Competition : we have patented the distribution and VCR like features for VOD. • Alternatives : on-line rentals have higher handling costs (0.75 Euro per movie). Sending the tape back is as inconvenient as returning it.
- 25. Or in other words.. I want to develop …. (a defined offering) To help …… (target audience) Solve ….. With as secret sauce ….
- 26. AIDA-model
- 27. Attention
- 28. Interest
- 29. Desire
- 30. Action
- 31. AIDA Vision board Vision statement Attention product, value en needs Interest product, value en needs Desire Afspraak maken Action
- 32. Create your own pitch
- 33. TO DO Each student writes a pitch proposal Each student presents his/her proposal to the other students Each student creates a final proposals (5 min) Each student will get feedback
Notas do Editor
- The NABC Efficiently Answers Four Fundamental QuestionsAn NABC comprises the four fundamentals that define a project's value proposition: Need: What are our client's needs? A need should relate to an important and specific client or market opportunity, with market size and end customers clearly stated. The market should be large enough to merit the necessary investment and development time. Need level: Vitamin (nice to have), Aspirin (worth paying for), Antibiotics (critical).
- Approach:What is our compelling solution and unique advantage to the specific client need? Draw it, simulate it or make a mockup to help convey your vision. As the approach develops through iterations, it becomes a full proposal or business plan, which can include market positioning, cost, staffing, partnering, deliverables, a timetable and intellectual property (IP) protection. Look for paradigm-shifting approaches that address a specific need.
- Benefits:What are the client benefits of our approach? Each approach to a client's need results in unique client benefits, such as low cost, high performance or quick response. (better, faster, cheaper). Success requires that the benefits be quantitative and substantially better - not just different. Why must we win?
- Competition/alternatives: Why are our benefits significantly better than the competition? Everyone has alternatives. We must be able to tell our client or partner why our solution represents the best value. To do this, we must clearly understand our competition and our client's alternatives. For a commercial customer, access to important IP is often a persuasive reason to work with us. But, whether to a commercial or government client, we must be able to clearly state why our approach is substantially better than that of the competition. Our answer should be short and memorable.