WORKSHOP - WORKBOOK€¦ · SUCCINCT STORIES THAT SELL V"10.1 GROWTH MANAGEMENT POWER PITCHING WORKSHOP - WORKBOOK !!!!! MARK!ROBOTHAM!!!! I NNG ©!2011!GROWTH!MANAGEMENT!CONSULTING!LTD!!!!!www

SUCCINCT STORIES THAT SELL

V"10.1

GROWTH MANAGEMENT

POWER PITCHING WORKSHOP - WORKBOOK

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MARK!ROBOTHAM!!

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©!2011!GROWTH!MANAGEMENT!CONSULTING!LTD!

!!!!!www.growthmanagement.co.nz!!!!!!!mark@growthmanagement.co.nz!!

021!61!8850!

8/11/11$

2$

www.growthmanagement.co.nz$BLOG:$www.succinct.co.nz$2011$©Growth$Management$Consul@ng$Ltd$

Mark%Robotham%GROWTH%MANAGEMENT%CONSULTING%LTD%

%

[email protected]$

021%61%8850%

SERVICES:%

%%

• $$BUSINESS$PLANS$–$REVIEWS$• $$INVESTMENT$READY$• $$SME$ADVISORY$BOARDS$• $$FACILATION$–$STRATEGY$DAYS$• $$PITCH$COACHING$• $$BUSINESS$TRAINING$$• $$PROF.$SPEAKER$

SUCCINCT.CO.NZ%

www.growthmanagement.co.nz

BACKGROUND:%

%%

•  CAPITAL$INVESTMENT$U$FINANCE$•  INTERNATIONAL$$MARKETING$•  PRODUCT$DEVELOPMENT$•  ELECTRONICS$&$S/W$ENG$•  HIGH$GROWTH$COMPANIES$•  CYCLIST$

TIPS%BLOG% Pragma'sm!–!Passion!-!Pace!

MARK%ROBOTHAM!–!“SURVIVOR!OF!GROWTH”!

0

5

10

15

20

25

30

35

91/92 92/93 93/94 94/95 95/96 96/97 97/98 98/99

Million$$N

Z$

Learning%!%

www.SuccinctStories.com www.growthmanagement.co.nz $

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POWER%OF%YOUR%SUCCINCT%STORY%

Your%Story%

Talent%

Investors%

Customers%

Opera'onal!Decisions!

(Strategy)!


TODAY%

•  CREATING$SUCCINCT$STORIES$$

•  LEARN$BY$EXAMPLE$$3$MIN$PITCH$&$CRITIQUE$

$

“Sorry!for!the!long!leFer!I!did!not!have!'me!for!a!short!one”##Mark#Twain#

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4$



NOT%IdenZfied%–%Expressed%–%Measured%

%

NOT%–%Central%to%business%strategy%$


GET%TO%THE%POINT%

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GETTING%YOUR%STORY%RIGHT!%

Its#not#what!you!say,!!Its!what!they!remember.!

And#more#importantly!what#they#can#be#bothered!to!pass!on!!

Avoid!the!curse!of!knowledge!

• #You#can#not#see#yourself########Ge>ng#your#succinct#story#right###needs#external#help#


!POOR!DIFFERENTIATION!

MY%TWIN%BROTHER%AND%I%

ARE%DIFFERENT!!

8/11/11$

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INVERTED%PYRAMID%OF%INFORMATION%

Information Importance

Time

Variableedit point

Most important fact

Detail that can be removed if time does not allow

Inverted Information Pyramid

10 -30 sound bites


THREE%MINUTE%%WOW%TEST!%

1.   What%is%the%product%or%service?%“QuanBfy#customer#VALUE”#

What#problem#are#you#solving#….#QuanBfy#gain#with#&#without##

2.   What%makes%you%different?%

Your#sustainable#compeBBve#advantage#

3.   How%does%the%business%make%money?%–$Business#model#

4.   How%big%&%scalable%is%this?$–#trends,#gaps#…#

5.   Why%believe%you%&%your%team%?%–$credibility$

6.   What’s%in%it%for%the%investor%%f%exit#

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GRABBING%ATTENTION%

What#is#your#aOenBon#grabber?#

Sound bite #1


PITCHES%THAT%DON’T%WORK%!%

•  Alienated$the$audience$–  Not$matched$to$audience$or$purpose$

$•  Leb$asking$what$do$they$do?$

$$Or$how$are$they$different?$$$

•  Boring$$Too$much$and$/$or$wrong$detail$$

•  Autobiography$$

•  Why$should$I$trust$you$?$

•  Unbelievable$…$

Don’t%forget:%!!“Passion!and!confidence”! $

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VOCAL%VARIETY!

1.  Quietly$2.  Loudly$3.  Sadly$

4.  Angrily$5.  Happily$

6.  Powerfully$Out of the gate

And off for a walk

went Hairy Maclary

from Donaldson’s Dairy

Hai

ry M

acla

ry fr

om D

onal

dson

Dia

ry

© L

ynle

y D

odd

(re

prod

uced

with

per

mis

sion

)


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MESSAGE%IMPACT%

Body Language

Words

Voice


WHAT%PROBLEM%ARE%YOU%SOLVING?%

HOW%DO%YOUR%CUSTOMERS%

%

MEASURE%SUCCESS?%

8/11/11$

10$



NO%VALUE%PROPOSTION%=%NO%CUSTOMERS%%

% % % % %%=%NO%BUSINESS%

Cost

VALUE - GAIN 30%

VALUE


CRAFT%VS%PRODUCT%VS%BUSINESS%

•  Manufacture$Power$Tools$$•  Manufacturer$

$•  Sobware$Developer$

$$

•  Watch$Manufacturer$$

•  Motor$Cycle$Manufacturer$

•  Making$Holes$$

•  Mice$Problem$$

•  Increasing$Sales$U$Customer$Sa@sfac@on$$

•  Fashion$Statement$$

•  Escape$

•  Electric$Drills$

•  Mouse$Trap$$

•  CRM$$(sobware)$$

•  Swatches$$

•  Harley$Davidson$

Product Craft Business (essence)

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ARE%YOU%SOLVING%A%TOP%PRIORITY%BUSINESS%PROBLEM?%

1

7

3

2

100

YOUR%

SOLUTION%


MEMORY%HOOKS%

•  Stories$•  Props$•  Contrast$

•  FUD$$fear#uncertainty#doubt#

Anseh%Airlines%

“Fluffy%the%cat”%

198f%

Toyota%Hilux%

“Bugger”%

1999%

8/11/11$

12$


DANGER Business Investor Required

YOU WILL GET THE INVESTOR YOU DESERVE!

Call the GMC Investment Ready Service Now

FUD


MADE%TO%STICK%STORIES%

•  SUCCESs

• Simplicity

• Unexpectedness

• Concreteness

• Credibility

• Emotional

• Stories

Find the Core

Get attention

Help people understand & remember

Help people believe

Make people care

Get people to act

www.madetostick.com

8/11/11$

13$


CO

NTR

AS

T


PR

OP

S

STO

RIE

S

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CUSTOMER%VALUE%DIMENSIONS%

•  Financial

•  Strategic

•  Personal

How much money will your prospects save or how much profit will they gain if they buy your solution? What is the ROI ?

How will your prospects business benefit from your solution? Increased quality, shorter time to market, diversification, etc …

How will your prospects life be better with your product? More fun, less stress, career enhancement, political advantage, etc … Ego factors.

Financial Personal Strategic

Value - Gain

Value

30%

Savings


VALUE%OF%PROOF%

• Customer Case (80-100%)

• Demo (60-100%)

•  Data (20- 60%)

•  Vision (10- 40%)

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GEOFFREY’S%APPROACH%?%

•  For (target customers – beachhead segment only) •  Who are dissatisfied with (the current market

alternative) •  Our product is a (new product category)

•  That provides (key problem solving capability)

•  Unlike (the product alternative)

•  We have assembled (key whole product features for your specific application)

Crossing the Chasm – Geoffrey A Moore P 154 – define the battle – the claim


PRODUCT%SOUND%BITES%–%CUSTOMER%VALUE%

PRODUCT: context

Segment

CUSTOMER measures success by…

QUANTIFY

Single Focus:

- Lead Story headline

Customer

Story:

Outcome:

before-after

Customer:

Price vs payback

USP:

Opening WOW:

LISTEN UP!

Passion !!!

PRODUCT: Problem - Solution

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INVESTMENT%PITCHES%


THE%PRODUCT%YOU%ARE%SELLING…%

IS%YOUR%BUSINESS,%NOT%YOUR%PRODUCT!%

Product%

Investment%

Opportunity%

Business%

Model%

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BUSINESS%MODEL%FRAMEWORK%

Business Model Generation Alexander Ostewalder & Yves Pigneur


$$

Unique%ProposiZon%Value%ProposiZon%

Key%AcZviZes%

(Core%Competencies)%

Key%Resources%

(Assets)%

Cost%Structure% Revenue%Streams%

Channels%

Go%To%Market%

Customer%Segments%

Key%Partners%

Adapted#From#Business#Model#GeneraBon#R#Alexander#Ostewalder#&#Yves#Pigneur#

•  Where#is#value#created#•  Make##vs#Buy?#

•  KEY!NOT!ALL!•  Reduce#Risk#

•  Financial#•  Strategic#•  Personal##

##(Quan'fy!)!

•  Risk#•  Convenience#•  Status#R#Brand#

•  Physical#•  Intellectual#•  Human#•  Financial#

•  Mass#•  Niche#•  Segmented#•  Diverse#

(QuanBfy#%)#

List#Major##•  Segments#

Geographic#Demographic#

•  Customers#

•  Usage#•  SubscripBon#•  Sale#of#assets#•  Licensing#•  Brokerage#•  AdverBsing#

Price!Model!•  Volume#•  Value#•  Affordability#

#

•  Fixed#•  Variable#

•  Direct#•  Web#•  Distributors#•  Partners#

•  Sustainable!!Compe''ve!Advantage!##

•  What#do#you#have#that#your#compeBtors#can�t#have?$

Customer%Problem%

•  What!problem!will!customers!pay!to!solve?!

•  License#fees#•  Variable#

8/11/11$

18$



CoyX Business Plan - Overview2010 2011 2012 2013

Markets

Sales Marketing

Product

Finance

Team

Operations

Risk

2008 2009Develop - Launch Sustainability Global Expansion

xxxxxx

Get Investor

Call Escalator

Launch Web Site

First 10 - Tier1Paying

Customers

NZ

Cashflow+VE

Australia

3 + 2 Founders Salary for Founders

REALCashflow

+VE

Launch Australia Site

Sign up 10Aus Clients

30NZ Clients

AustralianCompetitor come to NZ

Need early adopters

Fund Aus Expansion

Sub campaign

expandTeam

upgradeinfrastructure

Sub Auscampaign

Researchnext market

Office Lease

$1M rev $5M rev

MILESTONE%CHART%


BASIC INVESTOR PITCH

1.   WOW Customer story or maybe one of other sections as opener if the wow

2.   Customer Value Proposition Point of difference – IP Strategy - Competition

3.   Scalability Growth Strategy & Market Trends

4.   Business Model - canvas

5.   Financials ASP, Margin, 3 years costs, sales & profit, balance sheet

6.   Pre – Post Key Achievements Milestones 7.   Team 8.   Investment Use of money & exit

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STANDING%OUT%

FROM%THE%CROWD!

SIMPLICITY%%

WINS!


TEST%YOUR%MESSAGE%

•  Web%Site%–%Collateral%–%Verbal%Pitch%

•  Is%it%clear%what%your%“unique”%posiZon%is?%•  Outcome%(what)%%or%Process/%Tech%(how)%

•  %Memorable%

–  Single%headline%U$theme$–  Do$you$headline$Value$Proposi@on$or$Crab$–  Do$your$call’s$to$ac@on$$reinforce$your$value$proposi@on?$

– Max$3$selling$points$$

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Succinct Stories Recipe

•  60 sec Version first

•  Choose one lead story

•  Sound bite construction

•  SIMPLE and repeatable

•  language of customer

•  memory hooks

• Acknowledge competition don’t sell them

be different !

•  WOW opening

•  WHAT not how

•  Quantify Customer Gain

CUSTOMER STORIES

•  CONTRAST Before – After

•  How do you make money!


BOOKS%

Patrick Renvoise &

Christophe Morin www.Salesbrain.net

Neuromarketing

(Value propositions & Presentations)

Chip & Dan Heath

Made to Stick www.madetostick.com

8/11/11$

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Mark%Robotham%GROWTH%MANAGEMENT%CONSULTING%LTD%

%

[email protected]$

021%61%8850%

BLOG:%www.succinct.co.nz%%%(Zps)%WEB:%%www.GrowthManagement.co.nz$$TWITTER:%@mrobotham$$%

SERVICES:%

%%

•  KEY$NOTE$SPEAKING$•  BUSINESS$PLANS$U$REVIEWS$•  SME$ADVISORY$BOARDS$•  FACILATION$–$STRATEGY$DAYS$•  BUSINESS$TRAINING$

•  BUSINESS$PLANNING,$PITCHING,$CAPITAL$RAISING,$GOVERNANCE$

•  PITCH$DEVELOPMENT$$%%

SUCCINCT.CO.NZ%

TIPS%BLOG%


MY%TOP%10%SOUND%BITES%

Opening: _______________________ •  ___________________________ •  __________________________ •  ___________________________ •  ____________________________ •  ____________________________ •  ____________________________ •  ___________________________ •  ___________________________ •  ____________________________

Free Tips Mark Robotham www.SuccinctStories.com www.Growthmanagement.co.nz

90 Sec - Networking Cheat Sheet Do you have your Elevator Pitch Sorted?

1

Hi, I am (name)…. I am from(company name) … Opening WOW Statement … make a stand

Value Proposition

2 The problem we solve for our customers is….. Quantify the customer pain and gain, ROI – payback

3

Unique Selling Proposition What makes us different is …. Include comparisons substitute products and doing nothing

Target Market

4 My ideal referral-customer is… Size: employee or revenue, geography, demographic …

Case Study Proof, credibility, understanding and WOW!

5 One of our customers…. Be specific: Names, quantify impact you had What makes this case interesting and relevant

GrowthManagement.co.nz

TIPS: - Succinct statements (10 – 20 sec) - Customer stories – WOW! - Quantify pain & gain and payback time - Contrast – (with-without or before-after) - Define your target audience – what price point - 5 statements X 15 = 75 secs … 15 sec free

Growth Management Consulting Ltd Pragmatic-Paced- Passionate Business Advisory – Strategic Planning – Public Speaking

Free Tips Mark Robotham www.SuccinctStories.com www.Growthmanagement.co.nz

“I didn’t have time to write a short letter, so I wrote a long one instead.” Mark Twain

Check that your pitch doesn’t work equally as well for your competitor?

Is your business standing out from the crowd? If your business is not firing on all cylinders – fix your pitch!

Most businesses suffer from the “curse of knowledge”, deluded in their own belief that their marketing messages work – hell they understand them, why shouldn’t their potential customers?

Are your sales not what they should be? Are you failing to get interest in your investment pitch or perhaps your business is just not firing on all cylinders? Then there is a high chance your elevator pitch is not working. The trouble is you as the author, the one who has been working with this for years, is the worst person to craft an effective message to describe your business. You are leaving your audiences wondering “what the hell do you do, and why should I give a damn” Clarity of purpose – creates better results No employee comes to work with sabotage in mind, yet most business leaders are not providing their staff clarity around what the focus of their business is. Ask your business colleagues “what do we do?”- your elevator pitch. Ask your receptionist, bookkeeper, technical guy and CEO. Are the messages all the same? Are they all about an outcome that your customer will pay for? Most businesses fail to reach their potential due to of lack of clarity around what their purpose for being is, and more importantly not focusing on activities that add high value to their customers.

Take the Williams Formula one team mantra – “We make the car go faster”. Do I put part-a in the car or part-b? What makes the car go faster? Consider that with a smart elevator pitch everyone in your business is focused on the same outcome. Everyone is empowered to make smart decisions towards a common goal. For too long elevator pitches have been the domain of sales and marketing departments as sales

tools rather than core driving statements for the business and how it operates. Do all of your business (staff and customers alike) have a common view on what your business is all about? Smart pitches are the reason you get customers, investors, the best staff and your business achieves its goals. Take the time out to focus on your core message and elevator pitch: it takes time, focus and the power of the outsider viewpoint to craft an effective business pitch. Invest in getting some outside help in this important area of your business.

Tips for Powerful Pitches

- Open with an WOW statement that gets people’s attention

- Build your pitch with sound bites - thoughts or points 10–30 seconds each

- Use the language of your target end customer - Focus on WHAT rather than HOW - Quantify customer value – using a customer’s

measure of success. If the outcome result is a change of greater than 30%, you have a true compelling need that a customer will pay for

- Articulate what makes you different - Keep it Short (60 sec – 3min max) and succinct

Use memory hooks: - contrast - life before and after purchase. - stories – relevant customer stories and

endorsements are proven to close deals 80-100%

- props – Physical things to illustrate the point - Once you have your message, play with the

order of the sound bites to increase impact - Remember to stand out from the crowd you must

entertain and stimulate action - If your product is technical, use a 10 – 30 sec “context” statement as an introduction, so anyone can understand relevance of your product or service

Contact Mark today at [email protected] to get help to uncover your succinct story, so you clients and other stakeholders can purchase or invest NOW!

Mark’s Blog: www.succinct.co.nz Twitter: @mrobotham

GrowthManagement.co.nz

Growth Management Consulting Ltd Pragmatic-Paced- Passionate Business Advisory – Strategic Planning – Public Speaking

mailto:[email protected]

http://www.succinct.co.nz/

Jump Start Your Business Today Pragmatic tools and techniques ready to go

Contact [email protected] for more information www.growthmanagement.co.nz

Growth Management Consulting LTD

GETTING YOUR BUSINESS FLYING IS HARD WORK ARE YOU WORKING ON THE RIGHT STUFF?

Development Programme for Early Stage Businesses JUMP START = 1 Weekend + Follow Strategy Review + Mentoring Here is a full business management make over for start-ups or SME’s looking to make radical change or get going… Activate is a high impact programme ideal for SME business owners who are either starting a new business, want to improve the performance of an existing business or gain investment.

After working with 1000’s of start-up’s and high growth ventures we have condensed all our learning into a high impact programme, no case studies- just pragmatic tools and techniques applied immediately to you and your business venture.

We begin Activate with Stage 1: JUMPSTART an intensive live-in weekend (Friday night 7pm – Sunday 5pm) focused 100% on your business away from distractions. This weekend workshop will arm you with tools and tips that you will begin applying over the weekend. Included in the course fee are a follow up dedicated strategy session 1 month after the weekend, 3 mentoring sessions and all of your accommodation and food costs for the weekend.

Jump Start is about making smart use of your time and money. Our goal is to give you the clarity in what to do and not do in growing your business. Your investment in attending the programme will be rewarded multiple times over, giving you:

• Knowledge to avoid wasting money and time • Pragmatic tools and techniques • Clarity and confidence in growing your business • A clear business plan and decision making process • Rapid decision making frame work – Go or No Go • Tips on gaining investment • How to select and maximise value from advisors What they say about GMC Workshops… “It's a harsh reality check that's brutal, but uplifting and utterly necessary. Mark runs you through it with passion and insight. Highly recommended.” Ollie Langridge – Netfilms Ltd

“This will make me get out of my comfort zone and put my "dream" into action“– CEO Traverse Developments

"Mark is one of the best business trainers I have come across, his pragmatic approach and passionate style gets results – our readers love him. They go away inspired and armed with new ways to improve their business” Julie Gill – GM Business Media Fairfax, Unlimited Magazine

Training Investment Fees (excl GST)

Activate Jump Start Weekend + Follow up Strategy Session + Mentoring: $3000 Discounted to $1750 with NZTE voucher, additional people from same company $1000 Includes: accommodation & food as well as follow up strategy session and mentoring. All GMC Workshops have qualified for the NZTE Capability Development Voucher Scheme. We will verify your voucher with the Issuing Regional Partner before confirming your place on the course

Find the next dates and Register at www.growthmanagement.co.nz/activate.html

http://www.growthmanagement.co.nz/activate





http://www.youtube.com/succinctstories#p/u/12/qMf-cXEgJGM

http://www.growthmanagement.co.nz/activate.html


Clarity(=(Results(Pragmatic)tools)and)techniques)ready)to)go)Qualified)One)to)One)Services)for)NZTE)Capability)Vouchers(( ( ( ( ( (

( ( ( ( ( ( ( ( ((( ((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((!

Contact'[email protected]'for'more'information'www.growthmanagement.co.nz!!

!

Growth(Management(Consulting(LTD!

GETTING(YOUR(BUSINESS(FLYING(IS(HARD(WORK…((ARE(YOU(WORKING(ON(THE(RIGHT(STUFF?(

GMC!–!Has!the!talent!of!taking!complex!businesses!and!helping!them!find!clarity!in!their!business!strategy,!messages!and!execution!@!enabling!powerful!results.!Give!your!business!the!gift!of!clarity!to!better!engage!staff,!customers!and!investors.!

Business(Plan(&(Strategy(Review((GMC(NZTE(Service(Ten:(“Business(Planning(for(Growth”(This!dedicated!one!to!one!training!programme,!focused!around!your!specific!needs,!gives!you!the!tools!to!gain!clarity!in!your!business.!You!will!leave!this!programme!with!a!plan!that!YOU!have!developed,!focused!around!YOUR!specific!needs.'

Businesses'are'either'chasing'growth'(creating'the'beast)'or'attempting'to'control'growth'(controlling'the'beast);'in'either'situation'clarity'and'simplicity'of'your'business'plan'will'make'your'life'easier'and'deliver'results.'

For'great'businesses'it’s'not'a'case'of'what'to'do,'it’s'more'a'case'of'WHAT'NOT'TO'DO.''The'biggest'barriers'to'creating'a'simple'executable'growth'strategy'are'that'business'owners'are'simply'too'close'to'the'action'and'are'not'using'the'bestMfit'tools.'

Business'planning'does'not'need'to'be'a'chore,'or'be'about'writing'novels'that'sit'on'shelves'and'never'get'used.'''This'dedicated)one)on)one)programme)will'not'only'give'you'techniques'to'create'a'short'and'concise'business'plan,'but'coach'you'in'how'to'communicate'and'engage'your'stakeholders'so'they'will'become'a'reality.'

(

Investment(–(Delivery(Format:((• Stage!one!($1500!+!GST):!

o Initial!review!of!your!requirements!o Facilitated!one!day!training!@!workshops!session!at!your!business!

• Stage!two!($1000!@!$1500!+!GST)!o Detailed!critique!and!expansion!of!stage!one!depending!on!your!specific!training!needs!

This!GMC!One!to!One!Programme!has!qualified!for!the!NZTE(Capability(Development(Voucher(Scheme.!GMC!will!verify!your!voucher!with!the!issuing!Regional!Partner!before!confirming!your!booking.!

( Tools!and!techniques!covered!are!tailored!to!your!specific!needs:(• Selecting!a!plan!style!appropriate!to!your!business!needs!• Analysing!your!Value!Proposition!&!Business!Model!• Use!of!diagrams!and!pictures!to!better!communicate!plans!• Business!Model!Canvas!• Balanced!Score!Card!• Engaging!staff!• The!BIVISION!business!analysis!&!brain!storm!tool!• Communicating!your!plan!to!stakeholders!including:!boards,!staff,!customers!

and!investors!Working!session(s)!putting!tools!and!techniques!into!practice!Presentation!and!critique!of!your!business!plan!and!presentation!delivery!(


( ( ( ( ( ( ( ( ((( ((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((!

Contact'[email protected]'for'more'information'www.growthmanagement.co.nz!!

!


Investment(Ready(Preparation((GMC(NZTE(Service(Nine:(“Investment(Ready”(This!dedicated!one!to!one!training!service!…focused!around!your!specific!needs!…!giving!you!the!tools!to!guide!your!company!through!the!

path!to!investment,!prior!to!engaging!investors!or!investment!brokers.!'

The'act'of'preparing'for'investment'will'transform'the'performance'independent'of'whether'you'raise'capital'or'not;'It'will'force'you'to'reMevaluate'shareholder'value,'how'you'communicate'your'business'strategy'and'face'reality'over'the'true'state'of'your'business.'

Will(your(company(be(appealing(to(investors?((How(can(you(maximise(your(chance(of(gaining(investment?(

This!workshop!is!tailored!to!your!specific!needs!and!includes:!

Stage(1:(Basic(skill(development(&(gap(identification(((! Alternative!finance!options!for!growth!! Company!/!Shareholder!structures!and!agreements!! Possible!deal!structures!! Valuation!techniques!! Investment!pitch!development!and!how!to!engage!the!investment!community!! How!to!prepare!an!investment!ready!plan!

!Stage(2:(How(to(prepare(an(investment(communication(package((

! How!to!Consolidate!and!Articulate!investment!compatible!business!strategy!o Visual!business!plans!and!models!o Investment!memorandum!structure!and!form!o Investment!flyers!

! Exercise!in!presenting!your!investment!proposition!including:!o Value!Proposition!o Financial!model!o Business!Strategy!

! Critique!and!Identify!the!specific!investor!hot!points!for!your!business!! How!to!select!and!qualify!a!broker!and/or!investor!

!Investment(–(Delivery(Format:((

• Stage!one!($1500!+!GST):!

o Initial!review!of!your!requirements!

o Facilitated!one!day!training!@!workshops!session!at!your!business!

• Stage!two!($1000!@!$3000!+!GST)(!o Detailed!critique!and!expansion!of!stage!one!depending!on!your!specific!training!needs!

• Follow!up!($200!–!500!per!session)!

o Extra!critique@skills!development!as!required!!

This!GMC!One!to!One!Programme!has!qualified!for!the!NZTE(Capability(Development(Voucher(Scheme.!We!will!verify!your!voucher!with!the!issuing!Regional!Partner!before!confirming!your!booking.!

!

!

!

!

(


( ( ( ( ( ( ( ( ((( ((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((((!

Contact'[email protected]'for'more'information'

www.growthmanagement.co.nz!!

!


What(they(say(about(GMC(Workshops…()“It's'a'harsh'reality'check'that's'brutal,'but'uplifting'and'utterly'necessary.''Mark'runs'you'through'it'with'passion'and'

insight.''Highly'recommended.”'''Ollie'Langridge'–'Netfilms'Ltd''

“This'will'make'me'get'out'of'my'comfort'zone'and'put'my'"dream"'into'action“–'CEO'Traverse'Developments'

)"Mark'is'one'of'the'best'business'trainers'I'have'come'across,'his'pragmatic'approach'and'passionate'style'gets'results'–'

our'readers'love'him.'They'go'away'inspired'and'armed'with'new'ways'to'improve'their'business”'(Julie'Gill'–'ex'GM'Business'Media'Fairfax,'Unlimited'Magazine'

'''''''''''''''''''

Time(poor(and(want(to(improve(your(business(performance?((

If!you!want!to!cut!to!the!chase!and!implement!some!new!techniques!that!will!improve!your!business!performance,!then!you!will!get!a!huge!benefit!from!investing!in!this!programme.!The!GMC!training!approach!is!one!of!pragmatism,!useful!tips!and!giving!business!owners!the!tools!to!get!on!with!growing!businesses.!!Hear!from!facilitators!that!have!hands!on!experience!in!growing!businesses,!no!long!case!studies!or!theories–!just!tools!and!tips!that!you!can!begin!implementing!in!your!business.!

!

Presenter:((Mark(Robotham:!!www.growthmanagement.co.nz!(

Mark!Robotham!has!built!a!reputation!as!an!inspirational!public!speaker!–!facilitator,!sharing!his!pragmatic!approach!to!leading!businesses!to!success.!!!

After!a!successful!career!in!high!growth!technology!companies,!he!has!spent!the!past!6!years!inspiring!and!guiding!NZ’s!emerging!businesses!as!well!as!helping!them!raise!capital.!!!!His!services!include:!!business!planning,!advisory!boards,!pitch!coaching,!facilitating,!public!speaking!and!business!training.!Originally!trained!as!an!electronics!design!engineer,!he!spent!the!later!part!of!his!corporate!career!in!international!marketing!working!both!in!NZ!and!in!Silicon!Valley.!!!!Mark’s(blog:((www.succinct.co.nz!!

(((((((((((((

Growth(Management(Consulting!(GMC)!accelerates!the!growth!and!failure!of!NZ!companies!by!removing!clutter!and!simplifying!business!growth.!GMC!helps!companies!with!pitch!development@delivery,!business!planning!and!advisory!services.!The!founder!Mark!Robotham!is!a!professional!speaker@facilitator!whose!native!tongue!is!pragmatism,!pace!and!execution.!Web:'www.growthmanagement.co.nz''''Blog:'www.succinct.co.nz''''

'Twitter:''@mrobotham'!!'

((

SAMPLE [email protected]

Business Summary: We buy, sell and produce goods and services that arebought, sold or produced. We sell all the goods and services that are bought orproduced. We buy all the goods and services that are sold or produced, and weproduce all the goods and services that can be bought or sold. We buy whenprices are low, sell when prices are high and skim fees off the top of everytransaction. This question allows up to 450 characters. I have used a total of 449.

Customer Problem: Consumers want or need to purchase goods and servicesthat are produced. This requires a marketplace for vendors to provide these. Thisquestion has a limit of 210 characters. I have used a total of 203.

Product/Services: When someone wants to buy something, we provide themwith the product and the vendor. When someone wants to sell something, weprovide them with the consumer and the product. When a product is to exchangehands, we provide the consumer and the vendor. We buy when the prices arelow, sell when our prices are high, and charge fees on each and everytransaction that is made. This question allows up to 450 characters. I have useda total of 450.

Target Market: There are 6.1 billion consumers in the world. We create apotential marketplace for each and everyone one of them. Today we arereaching one hundred million people in the US, over one hundred fifty millionpeople in Western Europe, and another 50 million people in Australia and NewZealand. We are confident that with your money we will be able to reach onebillion people. This question allows up to 450 characters. I have used a total of450.

Customers: Current customers are two hundred fifty million men, women, andchildren in the United States, Canada, and the European Union. This questionhas a limit of 210 characters. I have used a total of only 206.

Sales/Marketing Strategy: We advertise using extensive markieting campaignson television, radio, billboards, magazines, the Internet, and by word of mouth.Our advertising campaign includes a catchy tune and an easy to rememberslogan, accompanied by a well recognized logo. We are looking to expand ourmarket into Asia, Africa, South America, Antarctica, and Greenland by the end ofthis year. This question allows up to 450 characters. I have used a total of 445.

Business Model: We charge a fee of ten percent on every transaction made, ateach level of production, distribution, wholesale, and retail sale. This questionhas a limit of 210 characters. I have used a total of only 208.

Competitors: Current competitors include but are not limited to shopping malls;retail, wholesale, and second hand stores; manufacturers, buyers, sellers,resellers, and advertisers; law firms, doctors offices, banks, and consulting firms;black markets, importers, exporters, and mom and pop shops; restaurants,hotels, salons and resorts; high tech, low tech, and no tech companies. Thisquestion allows up to 450 characters. I have used a total of only 449.

Company Profile:URL: www.SampleDeal.comIndustry: Electronic Instruments &ControlsEmployees: 12Founded: 01/2006

Contact:Horace B. [email protected] 111-222-3333c 222-333-4444f 333-444-5555

Financial Information:Funding Stage: Product InDevelopmentCapital Raised: $250,000Monthly Burn Rate: $45,000Pre-Money Valuation: $5,000,000Capital Seeking: $1,000,000

Management:Horace B. Gillywater, CEOJimmy J. Walterwash, CFO

Advisors:Lawyer: Dewey and Howe

Investors:FriendsFamily

Referred By:

Competitive Advantage: The current way of partnering consumers with vendors for the purposes of buying, selling, andproducing goods and service is the age old marketplace. We provide the only alternative to that marketplace with ourcompletely innovative model. We have intellectual property of patents, copyrights, and trademarks. We have recentlycornered 80% of the potential market. This question allows up to 450 characters. I have used a total of only 445.

SAMPLE DEAL111 Elm StreetMetropolis, AL 77777USA

Financials* 2005 2006 2007 2008 2009 2010 2011

Revenues $0 $0 $0 $0 $15,000 $65,000 $100,000

Expenditures $200 $400 $800 $1,000 $2,500 $4,000 $9,000

Net ($200) ($400) ($800) ($1,000) $12,500 $61,000 $91,000

Powered by Angelsoft. Submitted to Angelsoft Angels on 06/21/2006 * In Thousands (000)


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WORKSHOP - WORKBOOK€¦ · SUCCINCT STORIES THAT SELL V"10.1 GROWTH MANAGEMENT POWER PITCHING WORKSHOP - WORKBOOK !!!!! MARK!ROBOTHAM!!!! I NNG ©!2011!GROWTH!MANAGEMENT!CONSULTING!LTD!!!!!www