Transcript The Elevator Pitch

Altana Workshop:
Special Communication and Presentation Skills for Entrepreneurship
“Business Plan Pitching”
Pitching in
10 Minutes or
30 – 120 Seconds
Instructors: Tabea Steffke (KIT: HoC), Wolfgang Runge
HoC: House of Competence
Prerequisites
• Persons who have attended the
“Technology Entrepreneurship” course and
qualified for an “Attendance Confirmation”
• Any person who has authentically
attended a course, seminar or workshop
(outside KIT) dedicated to “how to write a
business plan”
• Any person who is just about to write a
business plan
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Workshop Purpose
• Reinforce and extend knowledge about
preparing a business plan for a new technologybased firm (NTBF)
• Grasp and practice the essentials of
presentation skills
• Learn how to pitch through an “elevator pitch”
and short “business plan” presentation
• Specifically, learn how to create and present an
elevator pitch using structural models
• Practice presenting yourself, (parts of) a
business plan or related company presentation
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Pitching (in Minutes)
• The meaning (in the context of firm
foundation or growth):
raising financial backing or other
kinds of support
• The approach: seeking agreement
• The purpose: go to the next stage –
due diligence (of a business plan,
entering negotiations)
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Workshop Agenda: Morning - 1
Time
Who
8:15 –
8:25
Instructor; Welcome
HoC
Know workshop goals
and program
8:25 –
8:55
HoC, All
Partner interview
Introduce participants;
build groups of 2
(“tandem”)
8:55 –
10:40
HoC
Non-verbal
communication
Key Note Speech
(Impulsreferat); discuss
10:40 –
10:55
All
Coffee Break
10:55 –
11:20
HoC
Comprehension;
AIDA, MISLA
(Strukturmodelle)
Key Note Speech
(Impulsreferat);
structural models
11:20 –
12:00
Instructor
Elevator Pitch –
Intro, Approach
All know what it is,
how to create it
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What
Desired Outcome
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Workshop Agenda: Afternoon - 1
Time
Who
What
Desired Outcome
12:00 –
13:00
All
Lunch Break
Recreation;
“Networking”
13:00 –
15:20
All,
Instructor,
HoC
Elevator Pitch –
Practice creating a
Exercises - practicing pitch (group work);
presenting the pitch;
evaluations, discussion
15:20 –
15:35
All
Coffee Break
15:35 –
16:00
HoC
Rhetoric
effectiveness and
impact
Key Note Speech
(Impulsreferat);
discussion
16:00 –
16:30
Instructor
NTBF Business Plan
Specifics
Some key aspects are
reinforced
16:30 –
17:00
All
Discussion; finalizing Feedback
Day 1 and looking
forward to Day 2
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Workshop Agenda: Morning - 2
Time
Who
8:15 –
8:25
Instructor; Welcome;
HoC
remarks on Day 1
All know what is ahead
8:25 –
8:55
HoC
Johari window;
positions in
interpersonal
communication
Key Note Speech;
discussion; understand
own strengths and
weaknesses
8:55 –
9:40
All,
instructor
Karaoke-type slide
presentation
(2 slides)
Introductory practice of
a presentation (“Entry”)
using slides
9:40 –
9:55
All
Coffee Break
9:55 –
11:30
All;
instructor
Create a business
plan presentation
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What
Desired Outcome
“Tandem” uses given
text for slides
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Workshop Agenda: Afternoon - 2
Time
Who
What
11:30 –
12:30
All
Lunch Break
12:30 –
15:45
All,
HoC,
instructor
Presenting the short Practicing, feedback,
business plan
discussions
(feedback
questionnaire)
15:45 –
16:15
HoC,
instructor
Wrap-up,
call to action
16:15 –
16:30
All
Filling questionnaire Assessing course and
instructors
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Desired Outcome
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Appendix: Material on the Web *)
Workshops and Seminars
1.
2.
3.
4.
5.
6.
7.
8.
Introduction
Meta-Presentation
Opening
Elevator Pitch
Business Plan Specifics
Präsentationstechniken
Nichtverbale Kommunikation
Feedback geben und nehmen
*) http://www.ce.ioc.uni-karlsruhe.de/
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Business Plan Evolution
Concept Summary Elements:
1. Explain the problem or need and
identify the customer
2. Explain the proposed solution
and the uniqueness of
the solution
3. Tell why a customer
will pay for the solution
Elevator Pitch
(30-120 Sec.)
(“Written”)
(“Spoken”)
Business Plan
(10 Min. Presentation)
Concept Summary
Business Plan
(20 - 45 Min. Presentation)
Concept Summary:
• A short description of
the new business
(“Narrative”)
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Business Plan
Executive Summary
Business Plan
(Full Document)
(cf. Module 11 of Technology Entrepreneurship course)
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Business Plans and Structural Models
• A business plan is a highly structured
document
• Hence,
– a business plan may be created on the
basis of a template reflecting the
structural model
– A presentation of a business plan can
be composed of a business plan
template and a purposive structural
model for speaking in the public
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Some Pitching Scenarios
• “Cold Call” (in German “Kaltakquise”)
– rarely successful
• One-On-One Talk/Discussion
• Elevator Pitch
• Upfront Presentation
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