Presentation by Inderjit Singh, Commercial Programme Manager, Innovation Agency at Excel in Health: developing your innovation for business on Tuesday 12 March 2019 at the Innovation Centre, Daresbury.

1. Indi Singh
Commercial Programme Manager
Cheshire & Warrington

2. Task
What makes a good pitch?

3. Delivery and Content

4. Delivery
• Show your Passion and Connect with your
Audience - engage
• Focus on your Audience’s Needs & Priorities
• Keep it Simple: Concentrate on your Core
Message
• Smile and Make Eye Contact with your
Audience
• Start Strongly

5. Delivery
• Tell Stories
• Avoid the hard sell – understand what is in it
for the NHS, Patients, Citizens
• Use your Voice Effectively
• Use your Body Too – non verbal
communication
• Relax, Breathe and Enjoy – slow it down

6. Task
In a Pitch Less is More !!!

7. Content - Slide topics - Task
1. Vision
2. Problem
3. Solution
4. Demo
5. Team
6. Traction & Roadmap
7. Business Model
8. Finance and Funding
9. Competition
10. Summary
11. Call to action

8. Slide 1: The Vision
• Why did you start the business?
• What is the value proposition?
Tips
• State it in lay terms
– No assumptions
– No acronyms
– Aim it at your Parents/Grandparents
• Refer to Value Proposition

9. Slide 2: The Problem
• If you’re not solving a real world problem why do
you exist?
• How are you going to make a difference?
Tips
• State who is the target market and what their
problem is
• Say it as a story
• Refer to Pains in the system

10. Slide 3: Solution
• How do you solve the problem?
• How do people use your service/product?
• Think about barriers try to identify those?
• How do you come to the rescue?
• Tips
• Focus on the people not the tech
• Again, tell a story
• Refer to Gain and Pain

11. Slide 4: Demo
• People love a demo! (but be careful)
• It shows that there is substance to your claims
Tips
• Use screen shots or hand outs
• Walk through the solution

12. Slide 5: The Team
• What relevant experience do you have?
• Show the positions you want to fill
• Why are you and your team the best people to deliver
this solution and grow the company?
• Tips
• Highlight the key team members and their expertise
• Highlight their previous roles and relevant successes
• People buy from people (they Like or Trust – discuss!)

13. Slide 5a: Partnerships
• Who have you partnered with?
• Why did you partner?
• Tips
• Support provided
• Duration
• Intellectual property

14. Slide 6: Traction
• What is the impact and evidence?
• What are your successes to date?
• What have you achieved?
• Who are the early adopters?
Tips
• Talk about the journey to date
• Promote your successes, partnerships, case
studies
• Next major steps?

15. Slide 6a: Roadmap
• What are your milestones?
• Where do you want to be?
• Any barriers to achievement?
Tips
• Your journey going forward
• Set out future plans
• Building on achievements to date

16. Slide 7: Business Model
• How do you make money?
• What are the charges, how often, who pays?
• Are you a premium product (why/why not?)
• Consumables?
Tips
• Consider your revenue
• Consider you costs
• Compare to competitors
• Refer to the Business Model Canvas

17. Slide 8: Finance & Funding
• How much money have you made?
• What is the profitability?
• How much do you need now and future?
Tips
• Consider your revenue
• Consider you costs
• Compare to competitors
• Refer to the Business Model Canvas

18. Slide 9: Competition
• Who else is out there doing this?
• There is always someone!
• Can you quantify why you are better?
Tips
• Show you understand the market and your place
in it
• Why choose you?
• Don’t “slag off” the competition

19. Slide 10: Summary
• Your KEY messages!
• Exit plan
Tips
• Summarise your vision, successes and what
you will deliver for them
• Don’t mention the pricing or the competition
• Be upbeat and positive

20. Slide 11: Call to action
• What is your ask?
• What do you want to happen next?
• Who else do you need to speak to?
Tips
• Don’t fade at this point!
• Ask for the money (or at least ask about it)
• Be 100% clear
• Get a date in the diary

21. Go create and pitch!