Cooperathon 2019Developing an effective pitch

October 26, 2019

5 min

Welcomeand launch

5 min

Presentationof the cheat sheet

for your pitch

10 min

Structure ofa good pitch

20 min

Dry runof your pitch

5 min

Conclusion

AgendaSupport for developing an effective pitch

Welcome and Launch YOU

ARE

HERE!

Structure of a good pitch

5 | Coopérathon. Développer un pitch efficace.

Bringing the elements together

Understand

• Empathy Map

Design

• Value Proposition

• Social Business Model Canvas

Build

• Prototype

• Validation Test

Pitch

• Key Message

• Cheat Sheet

6 | Cooperathon. Developing an effective pitch.

7 | Cooperathon. Developing an effective pitch.

Explanations

Key message

What’s often done

Teaser

What should be done

Explanations

Keymessage

GOAL

Structure of a good pitch

8 | Cooperathon. Developing an effective pitch.

Explanations

Keymessage

GOAL

Structure of a good pitch

Teaser

The Teaser

• The word “you” (everyone’s favourite subject!)

• A thought-provoking statistic

• A confession

• A question (“Have you ever…”)

• A visualization (“Picture yourself...”)

• A surprising statement

Hit the ground running. Start with…

9 | Cooperathon. Developing an effective pitch.

Teaser

Explanations

Keymessage

Structure of a good pitch

1. Needs

• What are the clients’ needs?

• What challenges do they face?

2. Offer• What are the key elements of your solution?

3. Benefits

• What are the tangible benefits of your offer?

4. Credibility• Why should they believe in you and

your solution?

The Key Message and your Goal

GOAL

10 | Cooperathon. Developing an effective pitch.

Teaser

Explanations

Keymessage

Structure of a good pitchThe Explanations

GOAL

Your Support Material

1. The Market

2. The Competitors

3. The Marketing plan

4. The Financial projections

5. The Financing

6. The Team

7. Other Critical Content

Cheat sheet for your pitch

12 | Cooperathon. Developing an effective pitch.

Key elements Description

The problem• Think of your story, and briefly explain how you identified the problem• Show your knowledge of your clients’ problems

The solutionand your value proposition

• The heart of the explanation of your product/service• How does your solution alleviate consumers’ problems? What are the main features?• Where are you along the development stage? What are the next steps?

The business model• Present the features of your model by focusing on how it stands out from the competition• Do you already have clients? A proof of concept?

The market• What is the estimated size of your market? What market share do you hope to obtain?• Are you targeting a specific segment? A specific region?• How did you validate your knowledge of the market? Show that you did your due diligence, that you know the trends

The competitors• On which points does your value proposition stand out from those of your competitors? • How will your competitors react once you go to market?

The marketing plan• Who are your partners? What are your points of sale? • What is your strategy to acquire clients? • What is your pricing strategy?

The financialprojections

• Represent your revenues and costs using a simple graph• Explain the logic behind your hypotheses and the facts that support them

The financing • What kind of financing is needed? How will the financing be used?

The team• Who are the team members and what are their roles? Why are they the right people? • Which team members are you missing?

Cheat Sheet to build your pitch

13 | Cooperathon. Developing an effective pitch.

Key elements Description

The problem

The solution and yourvalue proposition

The business model

The market

The competitors

The marketing plan

The financialprojections

The financing

The team

Cheat Sheet – To be completed

Dry run of your pitch

15 | Cooperathon. Developing an effective pitch.

Individually (5 min.)

1. Prepare your pitch using the cheat sheet

As a Team (2 participants – 10 min.)

1. Presenter: Do a dry run of your pitch to your partner. Limit yourself to 3 minutes.

2. Commentator: Play devil’s advocate by:

1. Taking an objective position, i.e., neitherfor nor against

2. Asking questions to debate on the various pointsof view and perceptions

3. Playing the role of a potential neutral investor, setting aside your personal views

Instructions

5 minutes

Individual

Team

Dry run of your pitchWorkshop

10 minutes

16 | Cooperathon. Developing an effective pitch.

ConclusionKey points to remember for your pitch

Emotional connection with your audience

Narration: Tell a story

Simplicity: No technical jargon

Confidence: Body language, tone of voice

THANK YOU!