Social Innovation Fast Pitch Presentation Skills Workshop presented by Andy Goodman on 9/8/11 at Beverly Hills Women's Club

1. Presentation Skills Workshop

2. Agenda Why a 3-minute pitch?

3. Agenda Why a 3-minute pitch? It’s Not What You Say, It’s What They Hear

4. Agenda Why a 3-minute pitch? It’s Not What You Say, It’s What They Hear The Essentials

5. Agenda Why a 3-minute pitch? It’s Not What You Say, It’s What They Hear The Essentials Capturing Hearts and Minds Quickly

6. Agenda Why a 3-minute pitch? It’s Not What You Say, It’s What They Hear The Essentials Capturing Hearts and Minds Quickly Being You, Only Better

7. Why a 3-Minute Pitch?

8. Why a 3-Minute Pitch?

9. Why a 3-Minute Pitch?

10. Why a 3-Minute Pitch?

11. 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.”

12. Why a 3-Minute Pitch? “…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

13. Why a 3-Minute Pitch? Our default is to

14. Why a 3-Minute Pitch?

15. Why a 3-Minute Pitch?

16. Agenda Why a 3-minute pitch? It’s Not What You Say, It’s What They Hear The Essentials Capturing Hearts and Minds Quickly Being You, Only Better

17. It’s Not What You Say… What goes into here

18. It’s What They Hear How do they hear?

19. What They Hear

20. What They Hear

21. What They Hear

22. 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

23. 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.

24. 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.

25. What They Hear “Tipping Point” Study Letters & Numbers 6 A 3 D

26. What They Hear “Tipping Point” Study Letters & Numbers 6 A 3 D A card with a vowel must have an even number on the other side.

27. What They Hear “Tipping Point” Study Letters & Numbers 6 A 3 D A card with a vowel must have an even number on the other side.

28. What They Hear “Tipping Point” Study They’re the same game. REAL WORLD ABSTRACTION

29. What They Hear Problem with Abstract Language Abstractions are Obstructions

30. 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.”

31. 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…”

32. 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.”

33. What They Hear Problem with Abstract Language “We bridge communities of professional women and underserved teen girls through mentorship, networking and advancement.” “…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.”

34. What They Hear Emotion’s Role in Decision-Making fMRI

35. What They Hear Emotion’s Role in Decision-Making THE ULTIMATUM GAME

36. What They Hear Emotion’s Role in Decision-Making THE ULTIMATUM GAME (Round 1) Rule: Accept my offer, keep the money.

37. What They Hear Emotion’s Role in Decision-Making THE ULTIMATUM GAME (Round 1) Rule: Accept my offer, keep the money.

38. What They Hear Emotion’s Role in Decision-Making THE ULTIMATUM GAME (Round 1) Rule: Accept my offer, keep the money. “I’ll take it.”

39. What They Hear Emotion’s Role in Decision-Making 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.

40. What They Hear Emotion’s Role in Decision-Making 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.

41. What They Hear Emotion’s Role in Decision-Making 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.”

42. What They Hear Emotion’s Role in Decision-Making THE ULTIMATUM GAME (Round 3) Rules: I have $10 to share. Accept my offer, we each keep our shares. Reject it, neither of us keeps any.

43. What They Hear Emotion’s Role in Decision-Making THE ULTIMATUM GAME (Round 3) Rules: I have $10 to share. Accept my offer, we each keep our shares. Reject it, neither of us keeps any.

44. What They Hear Emotion’s Role in Decision-Making THE ULTIMATUM GAME (Round 3) Rules: I have $10 to share. Accept my offer, we each keep our shares. Reject it, neither of us keeps any. “Oh! Free money! I’ll…

45. What They Hear Emotion’s Role in Decision-Making THE ULTIMATUM GAME (Round 3) Rules: I have $10 to share. Accept my offer, we each keep our shares. Reject it, neither of us keeps any. “Hold on. You’re cheating me. No thanks.” “Oh! Free money! I’ll…

46. What They Hear Emotion’s Role in Decision-Making THE ULTIMATUM GAME: PUBLIC INTEREST EDITION 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.

47. What They Hear Emotion’s Role in Decision-Making THE ULTIMATUM GAME: PUBLIC INTEREST EDITION 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. There were no Iraqis involved in the 9/11 attacks.

48. What They Hear Emotion’s Role in Decision-Making THE ULTIMATUM GAME: PUBLIC INTEREST EDITION 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. There were no Iraqis involved in the 9/11 attacks. “New information. Hmmm…”

49. What They Hear Emotion’s Role in Decision-Making THE ULTIMATUM GAME: PUBLIC INTEREST EDITION 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. There were no Iraqis involved in the 9/11 attacks. “Hold on. You’re a liberal and I support President Bush. I don’t believe you.” (69% in 2003) “New information. Hmmm…”

50. What They Hear Narrative vs. Data Richard Nisbett, et al. “Insensitivity to Sample Bias: Generalizing from Atypical Cases” Journal of Personality & Social Psychology, 1980

51. WELFARE MOTHERS What They Hear Narrative vs. Data Richard Nisbett, et al. “Insensitivity to Sample Bias: Generalizing from Atypical Cases” Journal of Personality & Social Psychology, 1980

52. WELFARE MOTHERS What They Hear Narrative vs. Data Richard Nisbett, et al. “Insensitivity to Sample Bias: Generalizing from Atypical Cases” Journal of Personality & Social Psychology, 1980 STORY 43-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.

53. WELFARE MOTHERS What They Hear Narrative vs. Data Richard Nisbett, et al. “Insensitivity to Sample Bias: Generalizing from Atypical Cases” Journal of Personality & Social Psychology, 1980 STATISTICS Test 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.

54. WELFARE MOTHERS What They Hear Narrative vs. Data Richard Nisbett, et al. “Insensitivity to Sample Bias: Generalizing from Atypical Cases” Journal of Personality & Social Psychology, 1980 QUESTIONNAIRE After 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?”

55. WELFARE MOTHERS What They Hear Narrative vs. Data Richard Nisbett, et al. “Insensitivity to Sample Bias: Generalizing from Atypical Cases” Journal of Personality & Social Psychology, 1980 STORY DATA

56. PRISON GUARDS WELFARE MOTHERS What They Hear Narrative vs. Data Richard Nisbett, et al. “Insensitivity to Sample Bias: Generalizing from Atypical Cases” Journal of Personality & Social Psychology, 1980 STORY DATA

57. PRISON GUARDS WELFARE MOTHERS What They Hear Narrative vs. Data Richard Nisbett, et al. “Insensitivity to Sample Bias: Generalizing from Atypical Cases” Journal of Personality & Social Psychology, 1980 STORY DATA STORY DATA

58. It’s What They Hear Summary Abstract language can cause confusion and disconnects.

59. It’s What They Hear Summary Abstract language can cause confusion and disconnects. What people choose to hear often depends on how they feel.

60. It’s What They Hear Summary Abstract language can cause confusion and disconnects. What people choose to hear often depends on how they feel. Stories influence which data we accept and which we reject.

61. Agenda Why a 3-minute pitch? It’s Not What You Say, It’s What They Hear The Essentials Capturing Hearts and Minds Quickly Being You, Only Better

62. The Essentials Who are you?

63. Essentials Who Are You? John Sullivan BTS Communications

64. Essentials Who Are You?

65. 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. John Sullivan BTS Communications

66. The Essentials Who are you? What problem does your organization solve?

67. The Essentials Who are you? What problem does your organization solve? Whom do you serve? If you didn’t exist, what would happen? Do you need to elaborate?

68. Essentials What Problem Do You Solve? Rick Nahmias Food Forward

69. Essentials What Problem Do You Solve?

70. 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 Nahmias Food Forward

71. The Essentials Who are you? What problem does your organization solve? What is distinctive and/or innovative about your solution?

72. The Essentials Who are you? What problem does your organization solve? What is distinctive and/or innovative about your solution? Competition? Extent of overlap?

73. Essentials What is Distinctive or Innovative? Jill Bauman Imagine LA

74. Essentials What is Distinctive or Innovative?

75. 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 Bauman Imagine LA

76. The Essentials Who are you? What problem does your organization solve? What is distinctive and/or innovative about your solution? What evidence can you offer of impact and sustainability?

77. The Essentials Who are you? What problem does your organization solve? What is distinctive and/or innovative about your solution? What evidence can you offer of impact and sustainability? How do you measure? Can it scale?

78. Essentials Evidence of Impact? Dawn Brown Girls and Gangs

79. Essentials Evidence of Impact?

80. 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 Brown Girls and Gangs

81. Essentials Evidence of Impact? 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.

82. Essentials Evidence of Impact? OUTPUTS 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. OUTCOMES The experts say if you can keep one-third of the girls out, you’re doing well. Last year, we kept two-thirds out.

83. Essentials Evidence of Impact? Meredith Curry South Central Scholars

84. Essentials Evidence of Impact?

85. Essentials Evidence of Impact? 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 Curry South Central Scholars

86. Essentials Evidence of Impact? Sharon Yazowski Levitt Pavilions

87. Essentials Evidence of Impact?

88. Essentials Evidence of Impact? Music is a force for social cohesion. Consistent programming in parks reduces crime. Sharon Yazowski Levitt Pavilions

89. Essentials Evidence of Impact? necessary nice

90. Essentials Evidence of Sustainability? Cathy Salser A Window Between Worlds

91. Essentials Evidence of Sustainability?

92. 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 Salser A Window Between Worlds

93. The Essentials Who are you? What problem does your organization solve? What is distinctive and/or innovative about your solution? What evidence can you offer of impact and sustainability? What do you need now and how will it help?

94. Essentials What Do You Need? John Sullivan BTS Communications

95. Essentials What Do You Need?

96. 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…” John Sullivan BTS Communications

97. The Essentials Who are you? What problem does your organization solve? What is distinctive and/or innovative about your solution? What evidence can you offer of impact and sustainability? What do you need now and how will it help?

98. Agenda Why a 3-minute pitch? It’s Not What You Say, It’s What They Hear The Essentials Capturing Hearts and Minds Quickly Being You, Only Better

99. Capturing Hearts & Minds Quickly “Intuitive Primacy”

100. Capturing Hearts & Minds Quickly What snap decision are they going to make about you?

101. Capturing Hearts & Minds Quickly Ask a question.

102. Capturing Hearts & Minds Quickly Raise your hand if you’ve ever written a business plan. Estelle Reyes Network for Teaching Entrepreneurship

103. Capturing Hearts & Minds Quickly 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

104. Capturing Hearts & Minds Quickly Ask a question. Use social math.

105. Capturing Hearts & Minds Quickly Ask a question. Use social math. 83,000places in America that sell guns.

106. Capturing Hearts & Minds Quickly Ask a question. Use social math. For every McDonald’s franchise, there are 3 places to buy guns.

107. Capturing Hearts & Minds Quickly Ask a question. Use social math (but use data sparingly). Mayisha Akbar Compton Junior Posse

108. Capturing Hearts & Minds Quickly 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…. Mayisha Akbar Compton Junior Posse

109. Capturing Hearts & Minds Quickly Ask a question. Use social math. Avoid jargon.

110. Capturing Hearts & Minds Quickly Tony ProscioAuthor, Speaker, Enemy of Jargon

111. Capturing Hearts & Minds Quickly Tony ProscioAuthor, Speaker, Enemy of Jargon

112. Capturing Hearts & Minds Quickly Tony ProscioAuthor, Speaker, Enemy of Jargon

113. Capturing Hearts & Minds Quickly www.emcf.org/publications/other-resources Tony ProscioAuthor, Speaker, Enemy of Jargon

114. Capturing Hearts & Minds Quickly Ask a question. Use social math. Avoid jargon. Tell a story.

115. Capturing Hearts & Minds Quickly Margaret Martin The Harmony Project

116. Capturing Hearts & Minds Quickly

117. Capturing Hearts & Minds Quickly 7 sentences (0:45) Margaret Martin The Harmony Project

118. Capturing Hearts & Minds Quickly Ask a question. Use social math. Avoid jargon. Tell a story.

119. Agenda Why a 3-minute pitch? It’s Not What You Say, It’s What They Hear The Essentials Capturing Hearts and Minds Quickly Being You, Only Better

121. The Scenic Overlook

122. Sir Glance-a-Lot

123. The Lawn Sprinkler

125. Being You Eye Contact

126. Being You Eye Contact

127. Being You Eye Contact

128. Being You Eye Contact

129. Being You Eye Contact

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

131. Being You Vocal Control

132. S Being You Vocal Control SPEED faster = ? slower = ?

133. Being You Vocal Control “The right word may be effective, but no word was ever as effective as a rightly timed pause.” Mark Twain

134. S V Being You Vocal Control VOLUME louder = ? softer = ?

135. S V T Being You Vocal Control TONE

136. Being You Vocal Control Now there’s a good idea.

137. Review You Be the Judge

138. Review You Be the Judge

139. Review You Be the Judge

140. Recommended Reading

141. Recommended Reading Please contact LASVP to obtain a free PDF copy.

142. Recommended Resource http://speaking.alltop.com

143. Questions & Comments Raise Your Hand

144. Final Thoughts Marshall Ganz Lecturer in Public Policy Harvard Kennedy School

145. Final Thoughts The Story of Self Why am I called to do this work? Marshall Ganz

146. Final Thoughts The Story of Self Why am I called to do this work? The Story of Us Why is my cause your cause, too? Marshall Ganz

147. Final Thoughts The Story of Self Why am I called to do this work? The Story of Us Why is my cause your cause, too? The Story of Now Why is inaction no longer an option? Marshall Ganz

148. Final Thoughts The Story of Self Why am I called to do this work? If I am not for myself, then who will be for me? And if I am only for myself, then what am I? The Story of Us Why is my cause your cause, too? The Story of Now Why is inaction no longer an option? And if not now, when? Hillel