CRP Accelerator Session 6 - The Importance of a Business Pitch

Welcome Back

1. The role of partners in business growth

2. Overview of different capital sources

3. Refining business models to attract investors and lenders

Session Six:

The Importance of a Business Pitch

Today’s Objectives

1. The multifaceted importance of a business pitch

2. Techniques for enhancing pitch decks and grant writing

3. Crafting a compelling business plan

Office Hours

Every Friday 11am PST/1pm CST/2pm EST

Work on Application

Ask Questions

Meet Subject Matter Experts and Coaches

What’s Next Session #7

Workshop Review

➢ Recap of business clarity, financial literacy, and business plan concepts

➢ Q&Asession for additional clarity

➢ Gathering course feedback

THE IMPORTANCE OF A

BUSINESSPITCH

Andrea Marquez, Amazon, Senior Story Producer

1

Overview

DEFINING MOST IMPORTANT STORYTELLING POINTS

2

COMMUNICATING VERBALLY AND NONVERBALLY

3

HOW AND WHEN TO MAKE AN ASK

4 AFTER YOU’RE DONE

This is Small Business

ThisisSmallBusinessisanaward-winningAmazon podcaastthatpullsbackthecurtainonpivotal momentsinthejourneytosuccessforsmallbusiness ownersacrosstheU.S.

Andrea Marquez

Understanding your audience

Everypitchmadewillneedtobetailoredtoa differentaudience

Knowwhoyou’retalkingtoandtheirhistory

Startwithanalreadyestablished relationship

The pitch starts before you enter the room

Being ready & looking ready

Selecting the best parts of yourstory

TheRuleof3s=patternrecognition

Major Points in a Pitch

SOLUTION NEED PROBLEM

2 things to consider Linearity

Passion

Relatable

What is the problem and who does it affect?

Data points

PROBLEM

Personal Story Clarity WHY

BUTFEARNOT!

Whatisyourbusinessandhowwillithelp

WHOAREYOU?

?

What is the financial potential? And what do you need to get there?

NEED

What will you be doing with the money?

LOOKING PROFESSIONAL

LOOKING PROFESSIONAL

Leveragedatabutdon’toverwhelm

youraudience

Leveragedatabutdon’toverwhelm youraudience THIS VS THAT

LOOKING PROFESSIONAL

Leveragedatabutdon’toverwhelm youraudience

Don’t overdo it with graphs and charts

LOOKING PROFESSIONAL

Leveragedatabutdon’toverwhelm youraudience

Don’t overdo it with graphs and charts

Don’t make people do extra work to understand what they are reading

CLEANING

cLessismorewhenit gomestowordingso ettothepointfast. Dotheheavylifting forpeopleand don’tmakethem digforthepoint.

Beclearandconcise

Finesseyourfirst sentence.

30seconds, 1min, 3min, 5minand15minanyway.

Presenttheproblem, solution,andask

30seconds= curiosity

Afterthe pitch

Be Concise

Answer the question first Read the room

Know when to stop

After the pitch

Listen, understand, and don’t brace for an “attack”

Be present

What happens with a “ no”?

“Even if this may not work out between us, I’d like to understand where the disconnect is so I can address it in my future presentations.”

NEXT STEPS

1 2 3

Key takeaways

Next meeting or followup Action items

Thank You

The Science & The Soul of Pitching

DifferentTypes of Pitches

Problem Statement

Financial Projections

Solution

Market Opprtunity

Viability

Revenue MOdel

Value Proposition Differentiation

Validation

Product

Slide Design

Growth Projections Passion Empathy

Storytelling.

Business Model Investment Ask

GoTo MArket

Feasibility

VisualAids

Reading the Room Impact

Vision

Purpose Authenticity

DNAof Value Pain Relieving. Connection

Trust

Gain Creating

TheScience

Soul

DNAof Value

Impact

FIT

PresentationMarketOpportunityBusinessModel

StorytellingValueProp

Financial Projections

The Science The Soul

What is Value?

Value is the worth, importance, or usefulness of something in relation to fulfilling a need, achieving a goal, or providing satisfaction.

It’s the perceived benefit or advantage gained from a product, service, or action.

The DNAof VALUE

Solve Need

Job Enablers

Gain Creators

Jobs Gains

Diagnose

Prescribe

Customer

VALUE PROPOSITION CANVAS

Gain creators

The Gain/Pain Ratio

The gain delivered vs. The pain or cost of adoption

Gain Pain

Extras

Blac Framework – For Qualifying Problems to Solve

Aspirational Critical

Blatant and critical problems are acute – hence in high demand.

1

Aspirational Critical

Latent problems are often unacknowledged. And require significant resources and effort to resolve.

• Contacts

Aspirational problems are often seen as nice to have, hence being the most challenging to sell as they are considered non-essential.

Choose Your Axis

Who Want to

WhoYouAre

DefineYour Company / Idea

ThroughThe Value Proposition Statement

• For (target customer segments)

• dissatisfied with (customer pains, barriers)

• (business name) offers a (product/service category)

• that provides (key benefits of your solution).

DefineYour Company

ThroughThe Value Proposition Statement

• We (business name)

• Help (target customer)

• Do ( customer need)

• by offering (product/service category)

• that provides (key benefits/features of your product).

DefineYour Company ThroughThe Value Proposition Statement

• For (target customer)

• My Company (business name)

• Provides ( empowers, offers )

• Unlike (competitors, alternatives)

• We (highlight differentiator)

• So that (target customer) can (desired outcome, achieve specific goal)