How to pitch an idea?

Innovation Project Social Entrepreneurship

2. sem. VIA Design by Annette Qvistgaard

A short and concise sales speak It gives more answers than questions

Conclusion and Consequences

The purpose of pitching?

THE NABC MINDSET The goal of every innovation is to create and deliver customer value that is clearly greater than the competition’s. That’s it.

Source: The SRI International approach to value propositions

The NABC PITCH METODE

The advantage of this method is that you are forced to think about the primary user or target group for the project's content into the proposal. It sharpens the proposal when it comes to presenting it to others, and you get good ideas and suggestions for improvements in the feedback section.

Need, Approach, Benefits, Competition

THE NABC FRAMEWORK create new customer value by working systematically with four phases:

What is the important customer and market need? What is the unique approach for addressing this need? What are the specific user or customers benefits (per costs)? How are these benefits superior to the competition’s and the alternatives?

Source: NABC: How to develop an idea by Sheffield Doc/Fest

Hook 5%

You need to grab your listener’s attention – like storytelling

NEED 20%

A description of the need you are covering and for whom

APPROACH 50%

Description of your proposition. Explain the relevance of your idea. What is innovative or unique about your project?

BENEFITS 10%

What are the benefits gained by using your concept?

COMPETITION 10%

How does your project stand out compared to other similar projects? Are there risk factors involved? Does your project take them into account ?

Rounding off 5%

A summing up of all the important points

Hook 5%

You need to grab your listener’s attention – like storytelling

NEED 20%

A description of the need you are covering and for whom

APPROACH 50%

Description of your proposition. Explain the relevance of your idea. What is innovative or unique about your project?

BENEFITS 10%

What are the benefits gained by using your concept?

COMPETITION 10%

How does your project stand out compared to other similar projects? Are there risk factors involved? Does your project take them into account ?

Rounding off 5%

A summing up of all the important points

Hook 5%

You need to grab your listener’s attention – like storytelling

NEED 20%

A description of the need you are covering and for whom

APPROACH 50%

Description of your proposition. Explain the relevance of your idea. What is innovative or unique about your project?

BENEFITS 10%

What are the benefits gained by using your concept?

COMPETITION 10%

How does your project stand out compared to other similar projects? Are there risk factors involved? Does your project take them into account ?

Rounding off 5%

A summing up of all the important points

Hook 5%

You need to grab your listener’s attention – like storytelling

NEED 20%

A description of the need you are covering and for whom

APPROACH 50%

Description of your proposition. Explain the relevance of your idea. What is innovative or unique about your project?

BENEFITS 10%

What are the benefits gained by using your concept?

COMPETITION 10%

How does your project stand out compared to other similar projects? Are there risk factors involved? Does your project take them into account ?

Rounding off 5%

A summing up of all the important points

Hook 5%

You need to grab your listener’s attention – like storytelling

NEED 20%

A description of the need you are covering and for whom

APPROACH 50%

Description of your proposition. Explain the relevance of your idea. What is innovative or unique about your project?

BENEFITS 10%

What are the benefits gained by using your concept?

COMPETITION 10%

How does your project stand out compared to other similar projects? Are there risk factors involved? Does your project take them into account ?

Rounding off 5%

A summing up of all the important points

Hook 5%

You need to grab your listener’s attention – like storytelling

NEED 20%

A description of the need you are covering and for whom

APPROACH 50%

Description of your proposition. Explain the relevance of your idea. What is innovative or unique about your project?

BENEFITS 10%

What are the benefits gained by using your concept?

COMPETITION 10%

How does your project stand out compared to other similar projects? Are there risk factors involved? Does your project take them into account ?

Rounding off 5%

A summing up of all the important points

Essensen af NABC….

Online training tool

Practical information

10 minutes presentation 15 minutes for feedback C-audi: thob • 8.20-11.15: Group 7-11 • 11.45-14.40: Group 1-6 B-audi: annq • 8.20-11.15: Group 18-22 • 11.45-14.40: Group 12-17

The other groups are the panel. The teacher are the facilitator of the feedback

Prototypes – a visualization of your product/service.

Please, be visual

and YOU are the presentation!

Notes for self-study

Need

• What are our client's needs?

• A need should relate to an important and specific client or market opportunity, with market size and end customers clearly stated. The market should be large enough to merit the necessary investment and development time.

Approach

• What is our compelling solution and unique advantage to the specific client need?

• As the approach develops through iterations, it becomes a full proposal or business plan, which can include market positioning, cost, staffing, partnering, deliverables, a timetable and intellectual property (IP) protection.

Benefits

• What are the client benefits of our approach?

• Each approach to a client's need results in unique client benefits, such as low cost, high performance or quick response (better, faster, cheaper). Success requires that the benefits be quantitative and substantially better - not just different. Why must we win?

Competition

• Why are our benefits significantly better than the competition?

• Everyone has alternatives. We must be able to tell our client or partner why our solution represents the best value. To do this, we must clearly understand our competition and our client's alternatives. We must be able to clearly state why our approach is substantially better than that of the competition. Our answer should be short and memorable.