What Is a Pitch?

WHAT A PITCH IS: TO YOU, TO THEM 2

©Lisa Tsou

So What Is a Pitch?

WHAT A PITCH IS: TO YOU, TO THEM 3

©Lisa Tsou

(Poor Clayton!!!)

What Does It Look Like?

To the Pitcher? To the Batter?

WHAT THEY’RE THINKING ABOUT

THE PITCH TO THEM4

‣Deal ‣ Industry ‣Risk ‣Portfolio ‣And “Bad Days”

©Lisa Tsou

WHAT THEY’RE THINKING ABOUT

BUT WHAT IT BOILS DOWN TO:5

Greed Fear©Lisa Tsou

WHAT THEY’RE THINKING ABOUT

SO WHAT’S THE PITCH TO YOU?6

©Lisa Tsou

WHAT THEY’RE THINKING ABOUT 7

©Lisa Tsou

The Pitch to You: ‣ The Beginning of a Conversation ‣ What You’re Asking For ‣ Where You Are ‣ Where You’re Going ‣ How You’re Doing

STRUCTURING A PITCH

WHAT’S YOUR STORY?8

©Lisa Tsou

STRUCTURING A PITCH

WHO IS THE VILLAIN?9

The Problem

©Lisa Tsou

STRUCTURING A PITCH

WHO IS YOUR HERO?10

Your Product

©Lisa Tsou

STRUCTURING A PITCH

WHO ARE YOU SAVING? 11

Your Customer

©Lisa Tsou

STRUCTURING A PITCH

WHAT’S THE ENVIRONMENT?12

Market and Competitors©Lisa Tsou

STRUCTURING A PITCH

WHAT’S YOUR COMPETITIVE ADVANTAGE?13

The Force (Of course!)

©Lisa Tsou

STRUCTURING A PITCH

WHAT’S THE ACTION?14

Your Plan©Lisa Tsou

STRUCTURING A PITCH

THE CONCLUSION15

What You’re Asking for and Why©Lisa Tsou

STRUCTURING YOUR PITCH 16

‣Understandable ‣Emotional ‣Practical

©Lisa Tsou

What’s In a Story?

17

May the Force Be With You!

©Lisa Tsou

STRUCTURING A PITCH