Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get...
Transcript of Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get...
![Page 1: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/1.jpg)
Teaching Entrepreneurial Airmen How to Pitch Their Innovative Ideas Successfully
Heidi Schultz, Ph.D.
Clinical Professor, Management
and Corporate Communication
Kenan-Flagler Business School
UNC-Chapel Hill
© Heidi Schultz
![Page 2: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/2.jpg)
2
Innovative ideas Implementation
Effective Communication
GAP
![Page 3: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/3.jpg)
Cultivate Confidence and Polish Professional Presence
Structure a successful pitch
Our Route
Application with Deliverables
![Page 4: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/4.jpg)
Pitching Best Practices: Brainstorm
4
![Page 5: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/5.jpg)
Prime the Pump
• Know Your audience
• Know Your Purpose
5
![Page 6: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/6.jpg)
Know Your Audience
6
![Page 7: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/7.jpg)
Know Your Purpose
• The purpose for ALL pitches
• As a result of this pitch, I want my audience to:• Understand the problem I’ve identified• Understand my solution for fixing/addressing the problem• Give me the green light to implement my idea
7
![Page 8: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/8.jpg)
![Page 9: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/9.jpg)
Pitch Map
Opening
• Purpose: short statement that embodies the problem and solution
• Importance: To the audience; the hook
• [Agenda: A roadmap]
• [Clarification: Background]
Closing
• Next Steps: Call to action
Problem•Specific and focused
Solution•What's your fix?
Market•Who is this solution for?
Compet-ition
•Who else is in this space?
Team•Who are the essential people involved with design and implementation?
Financial Summary
•What's it going to cost? What money is already in it?
Mile-stones
•What goals have you achieved? What goals do you plan to achieve? And when?
![Page 10: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/10.jpg)
10
Opening
• Purpose: Twitter Headline that embodies the problem and solution
• Importance: To the audience; the hook
• Agenda: A roadmap• Clarification: Background
![Page 11: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/11.jpg)
11https://www.dvidshub.net/video/644351/spark-tank-video
Question for you: What is the problem that Cadet Bamieh is trying to solve?
![Page 12: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/12.jpg)
12
https://www.dvidshub.net/video/659456/spark-tank-winner
Question for you: Why is the innovative idea in Master Sgt. Neighbor’s pitch important? Why might the intended audience care?
![Page 13: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/13.jpg)
PIRC
![Page 14: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/14.jpg)
Your Turn
• Task 1: Write a short purpose statement that embodies the problem and solution for this scenario:• Problem: my fingers get messy dipping oreo cookies in milk.• Solution: use a fork stuck in between the cookies.
• Task 2: Based on our examples and discussion of ‘best practices’ for opening a successful pitch, capture some notes about how and what you plan to communicate to the entrepreneurial airmen whom you’ll be training on the topic of
How to Launch a Pitch
![Page 15: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/15.jpg)
Pitch Map
Opening
• Purpose: Short statement that embodies the problem and solution
• Importance: To the audience; the hook
• [Agenda: A roadmap]
• [Clarification: Background]
Closing
• Next steps: Call to Action
Problem•Specific and focused
Solution•What's your fix?
Market•Who is this solution for?
Compet-ition
•Who else is in this space?
Team•Who are the essential people involved with design and implementation?
Financial Summary
•What's it going to cost? What money is already in it?
Mile-stones
•What goals have you achieved? What goals do you plan to achieve? And when?
![Page 16: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/16.jpg)
Explain the Problem
16Problem Solution Market Competition Team Financial Summary Milestones
We experience a 2% failure rate for air drops
![Page 17: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/17.jpg)
Explain the Solution
17Problem Solution Market Competition Team Financial Summary Milestones
https://www.youtube.com/watch?v=WUVtA9lGl_s
![Page 18: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/18.jpg)
Explain the Market
18Problem Solution Market Competition Team Financial Summary Milestones
https://www.dvidshub.net/video/645420/adaptive-basing
![Page 19: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/19.jpg)
Address the Competition
• Question for you: who or what might be the competition for innovative ideas put forth in a pitch?
19Problem Solution Market Competition Team Financial Summary Milestones
![Page 20: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/20.jpg)
Include the Team
Tech. Sgt. Matthew Steht and Tech. Sgt. Cory Snyder, 144th Maintenance GroupFresno Air National Guard Base, California, Air National Guard
[From Airforce Website – www.af.mil]
20Problem Solution Market Competition TeamFinancial Summary Milestones
![Page 21: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/21.jpg)
Explain the money part
21Problem Solution Market Competition Team Financial Summary
Milestones
![Page 22: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/22.jpg)
Understanding the Milestones
22Problem Solution Market Competition Team Financial Summary Milestones
![Page 23: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/23.jpg)
Remember . . .
An effective conclusion propels your audience to action in a way that furthers your goals.
![Page 24: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/24.jpg)
Pitch Map
Opening
• Purpose: Short statement that embodies the problem and solution
• Importance: To the audience; the hook
• [Agenda: A roadmap]
• [Clarification: Background]
Closing
• Next Steps: Call to action
Problem•Specific and focused
Solution•What's your fix?
Market•Who is this solution for?
Compet-ition
•Who else is in this space?
Team•Who are the essential people involved with design and implementation?
Financial Summary
•What's it going to cost? What money is already in it?
Mile-stones
•What goals have you achieved? What goals do you plan to achieve? And when?
![Page 25: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/25.jpg)
![Page 26: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/26.jpg)
Your Turn
• Keeping ”conclusion” best practices in mind, what content will you use to teach entrepreneurial airmen
How to end a successful pitch?
• Capture your notes
26
![Page 27: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/27.jpg)
Opening
• Purpose: Short statement that embodies the problem and solution
• Importance: To the audience; the hook
• [Agenda: A roadmap]
• [Clarification: Background]
![Page 28: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/28.jpg)
![Page 30: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/30.jpg)
![Page 31: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/31.jpg)
![Page 32: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/32.jpg)
Your Turn
•Based on our MOST RECENT examples and discussion of ‘best practices’ for opening a successful pitch, how will you refine ‘how and what’ you plan to communicate to the entrepreneurial airmen whom you’ll be training on the following topic:
How to launch a pitch that people want to hear
•Write down your thoughts. Be specific.
![Page 33: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/33.jpg)
![Page 34: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/34.jpg)
![Page 35: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/35.jpg)
Let’s Talk some more about audiences ‘engagement’ and ‘re-engagement’ strategies
• Storytelling
• Showing Concepts and Ideas
• Drawing
35
![Page 36: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/36.jpg)
![Page 37: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/37.jpg)
Considerations and Best Practices
• ‘One’ represents something bigger• Micro to Macro
![Page 38: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/38.jpg)
Micro to Macro/Me to You
![Page 39: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/39.jpg)
Ric Elias
![Page 40: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/40.jpg)
Considerations and Best Practices
• ‘One’ represents something bigger• Micro to Macro
• Story length and element length
![Page 41: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/41.jpg)
Element Length Informs Story Length
• _________________• _________________• _________________• _________________
• _________________
30 to 90 seconds
![Page 42: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/42.jpg)
Considerations and Best Practices
• ‘One’ represents something bigger• Micro to Macro
• Story length and element length
• Conviction
![Page 43: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/43.jpg)
Considerations and Best Practices
• �One� represents something bigger• Micro to Macro
• Story length and element length
• Conviction
• Getting stories
![Page 44: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/44.jpg)
![Page 45: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/45.jpg)
Corporate Story Framework
§Overarching point.
§Situation about a specific person, place, thing, or event.
§Challenge to the situation. That is, what rocked the �status quo�?
§Results. That is, what happened?
§So what? So how does this story relate back to your overarching business point?
![Page 46: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/46.jpg)
My third story is about death.
When I was 17, I read a quote that went something like: "If you live each day as if it was your last, someday you'll most certainly be right." It made an impression on me, and since then, for the past 33 years, I have looked in the mirror every morning and asked myself: "If today were the last day of my life, would I want to do what I am about to do today?" And whenever the answer has been "No" for too many days in a row, I know I need to change something. Remembering that I'll be dead soon is the most important tool I've ever encountered to help me make the big choices in life. Because almost everything — all external expectations, all pride, all fear of embarrassment or failure - these things just fall away in the face of death, leaving only what is truly important. Remembering that you are going to die is the best way I know to avoid the trap of thinking you have something to lose. You are already naked. There is no reason not to follow your heart.
About a year ago I was diagnosed with cancer. I had a scan at 7:30 in the morning, and it clearly showed a tumor on my pancreas. I didn't even know what a pancreas was. The doctors told me this was almost certainly a type of cancer that is incurable, and thatI should expect to live no longer than three to six months. My doctor advised me to go home and get my affairs in order, which is doctor's code for prepare to die. It means to try to tell your kids everything you thought you'd have the next 10 years to tell them in just a few months. It means to make sure everything is buttoned up so that it will be as easy as possible for your family. It means to say your goodbyes. I lived with that diagnosis all day. Later that evening I had a biopsy, where they stuck an endoscope down my throat, through my stomach and into my intestines, put a needle into my pancreas and got a few cells from the tumor.
I was sedated, but my wife, who was there, told me that when they viewed the cells under a microscope the doctors started cryingbecause it turned out to be a very rare form of pancreatic cancer that is curable with surgery.
I had the surgery and I'm fine now.
This was the closest I've been to facing death, and I hope it's the closest I get for a few more decades. Having lived through it, I can now say this to you with a bit more certainty than when death was a useful but purely intellectual concept: No one wants to die. Even people who want to go to heaven don't want to die to get there. And yet death is the destination we all share. No one has ever escaped it. And that is as it should be, because Death is very likely the single best invention of Life. It is Life's change agent. It clears out the old to make way for the new. Right now the new is you, but someday not too long from now, you will gradually become the old and be cleared away. Sorry to be so dramatic, but it is quite true. Your time is limited, so don't waste it living someone else's life. Don't be trapped by dogma — which is living with the results of other people's thinking. Don't let the noise of others' opinions drown out your own inner voice. And most important, have the courage to follow your heart and intuition. They somehow already know what you truly want to become. Everything else is secondary.
Steve JobsCommencement
AddressStanford University
12 June 2005
![Page 47: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/47.jpg)
47
https://www.dvidshub.net/video/637118/msgt-maas-spark-tank-2019-submission
![Page 48: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/48.jpg)
Your Turn
• Keeping storytelling best practices in mind, what content will you use to teach young airmen
How to tell a compelling story as part of a pitch?
• Capture your notes
![Page 49: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/49.jpg)
Show … Don’t Just Tell
49
![Page 50: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/50.jpg)
Show … Don’t Just Tell
50
![Page 51: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/51.jpg)
Show … Don’t Just Tell
51
https://www.dvidshub.net/video/659456/spark-tank-winner
![Page 52: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/52.jpg)
Show … Don’t Just Tell
52
![Page 53: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/53.jpg)
Your Turn
• Keeping “show … don’t just tell” best practices in mind, what content will you use to teach entrepreneurial airmen
How to show their innovative ideas as part of a pitch?
• Capture your notes
53
![Page 54: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/54.jpg)
Communicating with whiteboards: 8 Best practices
54
![Page 55: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/55.jpg)
Best Practice #1
• Write legibly
• Exercise 1: print the upper-case and lower-case letters of the alphabet
• Exercise 2: Print this sentence: • Silence is golden, but duck tape is silver.
![Page 56: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/56.jpg)
![Page 57: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/57.jpg)
Best Practice #2
• Know how to draw basic shapes
• Exercise 3: Draw as many simple basic shapes as you can think of … shapes like ‘squares’ and ‘circles’
• Exercise 4: draw the shapes again with confidence and fluidity
![Page 58: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/58.jpg)
Best Practice #3
• Know how to mash up basic shapes to create everyday things
• Exercise 5. Using some basic shapes, create three everyday things
• Exercise 6. Draw the objects again with confidence and fluidity
![Page 59: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/59.jpg)
Best Practice #4
• Know how to draw general concepts important to business. These include• Time• Organization
• Goals• Challenges or Obstacles
• Options• Growth
• Internet
• Network• Bright Ideas
• Visions
• Exercise 7. draw three of the concepts on the list
• Exercise 8. Draw these concepts again with confidence and fluidity
![Page 60: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/60.jpg)
Best Practice #5
• Know the key ‘nouns’ in your industry and how to draw them. For example, you might list ”diversification” and “asset allocation” in finance; you might list “products” and “services” in marketing.
• Exercise 9. List 3 ‘nouns’ in your industry
• Exercise 10: go to the internet and look at how others have created SIMPLE drawings of those nouns. Draw 1
• Exercise 11: Draw the noun again with confidence and fluidity
![Page 61: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/61.jpg)
Best Practice #6
• Storyboard the thing• Know the specific outcome you want• Use sticky notes to prepare the flow of content and visuals
• Pick your images/practice them• Organize the whiteboard space into ‘photo-ready’ panes
based on your storyboard
![Page 62: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/62.jpg)
Best Practice #7
• Mechanics
![Page 63: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/63.jpg)
Best Practice #8
• Before you begin• Pre-write limited text or Pre-draw elements (For example,
you might create a simple timeline or divide the whiteboard space into grids)
• Tell participants the outcome you want• Do it
![Page 64: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/64.jpg)
Your Turn
• Keeping “Drawing” best practices in mind, what content will you use to teach entrepreneurial airmen
How, when, and why to draw their
innovative ideas as part of a pitch?
• Capture your notes
64
![Page 65: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/65.jpg)
Why Talk about Slide Design?
“PowerPoint presentations have become as essential as coffee and Post-It Notes. They help lay out thoughts in a coherent manner, but they breed a dependency the likes of which I've only seen in heroin users and Starbucks coffee drinkers.”
Mike Campbell USA Today
![Page 66: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/66.jpg)
Agenda
• Topic 1
• Topic 2
• Topic 3
• And so on …
![Page 67: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/67.jpg)
![Page 68: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/68.jpg)
![Page 69: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/69.jpg)
![Page 70: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/70.jpg)
![Page 71: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/71.jpg)
Glance-Worthy Slides
Two concepts
![Page 72: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/72.jpg)
Slide Make-Over: Circle Key Words and Revise
Source: http://blogs.hbr.org/2012/10/do-your-slides-pass-the-glance-test/
![Page 73: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/73.jpg)
Slide Make-Over: Extract Limited Content and Revise
http://blogs-images.forbes.com/carminegallo/files/2012/09/MEDICAL-SAMPLE-BEFORE1.jpg
Falling seniors
$7,168in average hospital costs
![Page 74: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/74.jpg)
The Slide Tracker
74
Glance-WorthinessAgendas Data Viz
Glance-WorthinessAgendas Data Viz
![Page 75: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/75.jpg)
General Slide Design Best Practices
75
![Page 76: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/76.jpg)
Your Turn
• Keeping ”slide design” best practices in mind, what content will you use to teach entrepreneurial airmen
How to incorporate effective slides into
a successful pitch?
• Capture your notes
76
![Page 77: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/77.jpg)
Exercise
• In teams, mock up a Spark Tank/Shark Tank pitch for this innovative idea:
THE CHILD SAFETY CONE
Problem: children get hurt
Solution: a wearable safety cone
NOTE: make up any useful content
77
![Page 78: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/78.jpg)
Cultivate Confidence and Polish Professional Presence
Grab Listeners and Keep Them Engaged
Our Route
Application with Deliverables
![Page 79: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/79.jpg)
7%
38%55%
Contribution to Believability
Mehrabian, Albert, “Silent Messages – A Wealth of Information About Nonverbal Communication (Body Language).” Personality & Emotion Tests & Software:
Psychological Books & Articles of Popular Interest. Los Angeles, CA: self-published. http://www.kaaj.com/psych/smorder.html.
![Page 80: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/80.jpg)
Likability Provides a Short Path to Believability
1
2
3
4
5
6
7
8
9
10
Belie
vabil
ity
Likability
![Page 81: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/81.jpg)
![Page 82: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/82.jpg)
![Page 83: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/83.jpg)
Confidence Boosters Before a Presentation
![Page 84: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/84.jpg)
![Page 85: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/85.jpg)
Source: Hanna, J. “Power Posing: Fake it Until You Make it” Harvard Business Review, 20 September 2010.
![Page 86: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/86.jpg)
Results
![Page 87: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/87.jpg)
Confidence Boosters During a Presentation
![Page 88: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/88.jpg)
Body Language
![Page 89: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/89.jpg)
![Page 90: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/90.jpg)
Voice
![Page 91: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/91.jpg)
Cultivate Confidence and Polish Professional Presence
Grab Listeners and Keep Them Engaged
Our Route
Application with Deliverables
![Page 92: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/92.jpg)
Your Turn
• What best practices will you teach related to professional presence? Why does professional presence matter when pitching?
92
![Page 93: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/93.jpg)
application and deliverables information
• In your team as “Innovation Coaches,” you will develop a specific and implemental coaching plan targeted to airmen with entrepreneurial ideas that teaches those airmen how to develop and deliver successful pitches to senior leaders for resourcing decisions.
• On the last day of class, you will present the details of this coaching plan to a team of content and communication experts for feedback. As you put together your coaching plan and the ensuing presentation about that plan, consider the following questions.
1. How will you teach airmen to deliver compelling, persuasive content in a 2-minute presentation? That is, what does your coaching program look like? Will it include best practices related to message structure? If so, what are those best practices? Will it include best practices related to delivery? If so, what are those best practices? Will it include best practices related to slide design? Is so, what are those best practices? Will it include best practices related to ‘showing’ concepts? If so, what are those best practices. In other words, what will your coaching program look like and include?
2. What materials will you develop (include prototype slides, handouts, framework, exercises) to support your coaching program?
• Audience: Your audience will be made up of content and communication experts who will be listening to your teaching materials through this filter: will this team’s coaching plan result in successful pitches after airmen go through it?
• Deliverables: Up to you. You might include a slide deck, frameworks, handouts, and other supplemental materials
• Time limit: 10 minutes plus 10 minutes for debrief.
93
![Page 94: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/94.jpg)
Work in Your Groups
• Using your notes and insights from today’s class, create your coaching process/plan that details how you’ll teach airmen to develop and deliver successful entrepreneurial pitches to senior leaders for resourcing decisions.
• Your team will brief us tomorrow morning.
94
![Page 95: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/95.jpg)
Wrap Up
Questions, Comments, and Observations
Heidi Schultz, Ph.D.
Professor, Management and Corporate Communication
Kenan-Flagler Business School
UNC-Chapel Hill
Chapel Hill, NC 27517
MARKET DIRECTOR DEVELOPMENT
![Page 96: Schultz Teaching Entrepreneurial Airmen How to Pitch their ...€¦ · • Problem: my fingers get messy dipping oreo cookies in milk. • Solution: use a fork stuck in between the](https://reader033.fdocuments.net/reader033/viewer/2022051913/6003db445cdfe71812177013/html5/thumbnails/96.jpg)
ResourcesBarry, D ., & Elmes, M . (1997). �Strategy Retold: Toward a Narrative View of Strategic D iscourse.� Academy of
M anagement Review , 22(2), 429-452.
Boyce , M .E. (1996). �Organizational story and storytelling: A critical review . � Journal of Organizational Change M anagement, 9(5). 5 -26).
Clark, Evelyn. Around the Corporate Campfire. How Great Leaders Use Stories to Inspire Success. Sevierville, TN : Insight Publishing. © 2004
Dell, M ichael. D irect from Dell. Strategies that Revolutionized an Industry. New York: HarperCollins. ©1999.
Denning, Stephen. The Leader �s Guide to Storytelling. M astering the Art and D iscipline of Business Narrative. San Francisco: John W iley & Sons. © 2005.
Fryer, Bronwyn. �Happy Tales: The CEO as Storyteller. A Conversation w ith Screenwriting Coach Robert M cKee.�Harvard Business Review . 7 July 2003.
Gallo, Carm ine. �How C isco �s CEO W orks the Crowd.� BusinessW eek Online. October 11, 2006.
Gorry, G . A ., and R . A . W estbrook. �Can you hear me now? Learning from customer stories.� Business Horizons (2011) 54, 575-584.
Guber, Peter. �The Four Truths of the Storyteller.� Harvard Business Review . December 2007. Reprint R0712C .
Grant, Adam . �How Customers can Rally Your Troops,� June 2011, Harvard Business Review , pp. 96-103
M arshall, J, & Adam ic, M . (2010). �The Story is the M essage: Shaping Corporate Culture. The Journal
of Business Strategy, 31 (2), 18-23.
M cKee, Robert. Storytelling that M oves People. A Conversation w ith Screenwriting Coach Robert M cKee.� Harvard Business Review . June 2003. Reprint R0306B .
Ohara, SC & Cherniss, M (2010). �Storytelling at Juniper Networks Connects a Global Organization to the Values and Behaviors of Success.� Global Business & Organizational Excellence, 29 (5), 31-39.
Ransdell, Eric. �The N ike Story? Just Tell it!� Fast Company. Issue 31: 4 . December 1999.