1. The Art & Science of Pitching

2. Agenda
•
•
•
•
•
•
•
What is pitching?
Company Name
History of pitching in business
Pitching as story telling
Photo
Elevator Pitch
Art or Science (How vs. What)
The Art
The Science

3. Origin and Analogy

4. Why Pitch ?

5. “A person can have the greatest idea in the world. But if that
person can’t convince enough other people, it doesn’t matter.”
Gregory Burns

6. Pitching as Storytelling !!!

7. The Art of Storytelling

8. The Art of Storytelling

9. The Theme of Storytelling

10. Create the Story

11. Deliver the Experience

12. Refine & Rehearse

13. Every Story has a CORE Message

14. MacBook Air. The world’s thinnest notebook.
iPod. One thousand songs in your pocket.
Every Story has a CORE Message

15. The Villain & The Hero

16. Deliver the EXPERIENCE?

17. Act 2: Deliver the Experience
People will forget what you said,
People will forget what you did,
BUT people will never forget how you made them feel.
–Maya Angelou

18. Act 2: Deliver the Experience
.
–
Simplicitythe ultimate sophistication
Simplicity is is the ultimate sophistication
LeonardoSteveVinci
Da Jobs

19. .
Act 2: Deliver the Experience
BIRD
10%
The Power of Visuals
65%

20. A Mediocre Approach

21. No words
Picture
Meaningful
Simple to remember
What’s the difference?

22. What to do with Numbers?

23. Act 2: Deliver the Experience
5 GB
The Case for the IPOD
1,000 songs

24. “ACE” the essence of communication

25. “A” is for Authority

26. “C” is for Confidence

27. “E” is for Energy

28. What’s the secret?

29. Practice, Practice, Practice, …

30. Provide Useful Information

31. Act 3: Refine and Rehearse
Entertain The Audience

32. Art or Science?

33. How you walk the room

34. Convey your enthusiasm

35. Show your skills

36. Science is in the format of the presentation

37. Components of the Art

38. 55% -90% of our message is communicated through
body language; 7-10% through words.

39. It’s not about WORDS

40. Tone

41. Words

42. The Elevator Pitch ?!!!

43. The Pitch: Think like an Investor
Good Pitch vs. Bad Pitch

44. Hello, I am Stacy from XYZ
We are a website that allows you to watch your favorite movies and TV series on a paid
subscription scheme.
We are better than movie theatres and pirated DVDs because we are convenient, cheaper, and
better quality.
You pay a subscription fee on a monthly basis, and then watch movies. You can also use the
website to connect with you friends and family using social media. You can also review, rate, and
suggest movies as well as talk to other members on our blog and through our chat forum.
Our team is made of myself Stacy Joe I have a Bachelor degree in telecom engineering from ABC
University, our CEO Jane Doe who has an MBA XYZ University Our CTO who has a degree in I.T.
from the GHI University, and our Marketing Manager who has a Bachelor marketing from ABC.
We are currently in County Q, and we hope to be the number one website for viewing movies in
Q and the region in the future. We know we have a big market out there and we will do
whatever it takes to capture it and grow it.
I would like to meet you at your earliest convenience to discuss more, here is my card.
Call me… Wink ;)

45. Hi, I'm Stacy Joe, the VP of business development at XYZ.com
We are an Online Portal that allows you to watch your favorite movies and TV series on a paid
subscription scheme. Essentially, we are the NETFLEX of the MENA region.
If you want to watch new movie releases you either go to the movies which are expensive, with
fixed time slots, and can be uncomfortable sometimes. Your other cheaper and more convenient
option is the pirated copies from TANGO DVD, but you save money at the expense of quality.
This is where we come in, for 10USD s a month; you can watch theater quality releases from the
comfort of your home, at your own convenient time. We have a fully dedicated team with
exceptional blend of skill sets and back grounds enabling us to deliver on our goals and set new
entertainment quality standards in the region.
We currently have 450,000 subscribers or 26% of the potential market in COUNTRY Q alone. The
potential for the region however is 29 MM viewers. We want to expand our offering to the
remaining viewers in the Q market and the rest of the region over the next 3 years.
Thank you for your time, we're very interested in talking to you about this exciting opportunity
and we'd like to schedule a meeting with you to expand upon this conversation and discuss it in
greater detail.

46. Elements of a good pitch

47. 1. Brief

48. 2. Attractive

49. 3. Well Organized

50. 4. Market Oriented…Not Product Oriented

51. 5. Proof of customer Acceptance

52. Science of the Pitch (The What?)

53. Think like an Investor !!!!!

54. A question of Perspective

55. Investors are pessimists… WHY?

56. The Pitch: Think like an Investor
Market
Attractiveness
Product
Differentiation
Managerial
Capabilities
Resistance to
Threats
It’s all about the flow
Expected
Return
+
Decision to
Invest
Perceived
Risk
-

57. “S/he who fails to plan,
PLANS TO FAIL”,
Winston Churchill
Starting with the PLAN

58. •10 Slides
•20 Minutes
•30 Font
General Rules

59. The Customer Pain

60. Your UNIQUE Solution (Pain Killer)

61. Demo / Video

62. Team Skills / Success Factors

63. The Opportunity (Target customers)?

64. Competitive landscape
Product
Customer
Scope Service /Speed
Price
Customization
Accessibility/
Reach
Leaders
Target
Printing
Digital
Printing
Xeroz
Proline
ABC
Competitive landscape and your advantage
Quality

65. Barriers to entry and how sticky is your business?

66. Business Model (How do you make money?)

67. Quarter 1
Quarter 2
Quarter 3
Quarter 4
Year 1
Year 2
Revenues
COGS/Cost of
sales
Gross Profit
Gross Profit
Margin
Overhead (S,A,
& G)
Net Profit
Net Profit
Margin
Financials to date and Projections for the next 3
years
Year 3

68. Funding Required

69. What will it be used for?

70. Current Status Review
Product Development
(Pilot) Customers
Suppliers
Team
Financials
Current Status

71. Milestones
(1) Completion of concept and product testing
(2) Completion of prototype
(3) First financing
(4) Completion of initial plant tests (pilot or beta test)
(5) Market testing
(6) Production start-up
(7) Bellwether sale (first substantial sale)
(8) First competitive action
(9) First redesign or redirection
(10) First significant price change
Milestones
71

72. Risks & How You Will Manage Them
Risk Factors
Market
Competition
Technology and operations
Finances
People
Laws and regulations
Risks & Mitigation Plan
How to manage them

73. ONE MORE THING

74. WWW.EQ.GOV.QA