DEVELOPING YOUR PITCH Deb Rosenbloom Executive Coach, Hancock Leadership
The Networking Formula for Success Develop your GOALS FOLLOW UP Identify your TARGETS MEET your targets Prepare your PITCH Deb Rosenbloom, Hancock Leadership 2
Today s Agenda Goal: prepare you for a conversation where you lead with your best stuff while projecting confidence and authenticity Framework and process to develop your pitch Examples and a live demo Practice and feedback A few tips for using your pitch Deb Rosenbloom, Hancock Leadership 3
The Typical Approach How NOT to stand out: Chronological run-through of the generic history of your life and/or work experience Too long, too vague, too hard to follow Not relevant or motivating to your listener BORING! Deb Rosenbloom, Hancock Leadership 4
A Better Approach It s not about you: Change perspective ask what does my target need to know about me in order to want to help me succeed? - Are you interesting? - Are you competent? - Are you professional? Deb Rosenbloom, Hancock Leadership 5
A Typical Wharton MBA Pitch Example What do you think of this real example? I m a first year MBA at Wharton, and I m interested in working in real estate finance. I spent two years working in corporate finance after college, and then spent three years in investment banking before coming to Wharton. Finance was really interesting, but I didn t feel like I was making a difference in the world. I am a member of the Real estate Finance Club and the Social Impact Club, and I am majoring in Real Estate Finance at Wharton. Deb Rosenbloom, Hancock Leadership 6
Wharton MBA Pitch Example Version 2 We asked the student to be more specific about what she was targeting and we heard this: I m a first year MBA at Wharton, and I m really passionate about social impact. I spent two years working in corporate finance after college and three years in investment banking before Wharton, and now I want to do something that gives back. I m studying Real Estate so I can work on social change in urban environments. What do you think? Is this pitch better? What can she do to stand out and encourage influential people to help her? Deb Rosenbloom, Hancock Leadership 7
Wharton MBA Pitch Example Version 3 Introduction to get their attention and communicate what you are targeting: I m an MBA at Wharton concentrating in Real Estate and I have five years of corporate finance and investment banking experience. My passion is to improve affordable housing in urban communities. Evidence and a value proposition to convince them to help you: At XYZ Bank I built valuation models and advocated successfully for major investments in 3 RE deals. I m also working with Wharton s Social Impact Club to expand my network in urban development. By combining my financial modeling skills, real estate experience and passion for making a difference I hope to have real impact. A specific request to let them know how to help you: You have achieved such strong positive results in urban communities throughout your career, and I would value your advice on what I can do to be most successful in the field. May I contact you to arrange a conversation? Deb Rosenbloom, Hancock Leadership 8
How to Do It Start with your goal what industry are you targeting? Understand what s relevant: what competencies and traits do they seek? Do they want to see passion/commitment and how will you demonstrate that? What else do they want to know about you? Choose your best evidence from your professional experience, extra-curricular activities, education, etc. and pull it together into a compelling value proposition that makes it easier for them to help you. Edit until it is as concise and relevant as possible. Deb Rosenbloom, Hancock Leadership 9
Pitch Framework This framework gives you a compelling pitch Intro Value proposition and evidence to support Request Open with the stuff you want to put up front. How do you want to position yourself? What will get their attention? Make it easier for your listener to want to help you. Highlight concise examples of relevant skills and accomplishments you bring to the table. Be clear about your goals, and tell your audience specifically how they can help you. Deb Rosenbloom, Hancock Leadership 10
Wharton MBA Example Goal: Software Engineer to Investment Banking Understand what s relevant to Investment Banking: analytics, detail orientation thrive in high-pressure environments ability to work long hours Pull it together into a compelling value proposition that makes it easier for them to help you Deb Rosenbloom, Hancock Leadership 11
Example: Software Engineer to Investment Banking Intro I m in my first year at Wharton majoring in Finance, with six years of experience as a software engineer. Evidence and value proposition I managed a team of 4 that developed a successful new product with shortened timelines so we could be first to market. We worked long hours to launch a high quality product on budget, while meeting our aggressive timeline. That experience highlighted my ability to succeed in highpressure environments while conducting detailed, analytical work qualities critical to success in Investment Banking. Request You made a similar transition, and I would value your advice on what it takes to be successful. May I email you to arrange a follow up conversation? Deb Rosenbloom, Hancock Leadership 12
Dos & Don ts for Your Pitch Do: Don t: Use known brand names or describe if unknown Discuss the most relevant experience regardless of the amount of time you spent doing it Weave the elements of your pitch into a genuine conversation Balance talking about yourself with a significant amount of listening and asking questions Copy these examples exactly, substituting your industry Memorize your pitch word for word Spit out your pitch beginning to end without allowing the other person to participate in the conversation Deb Rosenbloom, Hancock Leadership 13
Live Demonstration Who is targeting a challenging transition What s the target? What skills/qualities does that target seek? What evidence can you discuss to highlight the skills and qualities they seek? Deb Rosenbloom, Hancock Leadership 14
Your Turn to Try This Choose a specific target audience for your pitch (if you don t know, choose something as a hypothesis to work with today) Craft a first draft using the framework (or create your own framework) In reality this will be broken up within a conversation, today we ll ask you to practice as a compete pitch. Practice in pairs observer will provide feedback on what worked and what they can do to make it better. Deb Rosenbloom, Hancock Leadership 15
Group Debrief How did it feel as the speaker? How did it feel as the listener? Deb Rosenbloom, Hancock Leadership 16
Customize Your Pitch for Each Target and Situation Use a consistent message for emails, phone calls, and meetings with any one contact Like branding, it may take several exposures before the target receives your message Each target requires a customized pitch It s OK to target more than one role. If you try to create a generic pitch, it will sound generic to everyone. Do your research what s most relevant to the industry, company and specific target? Addressing these preferences in your pitch allows you to differentiate from the pack. Deb Rosenbloom, Hancock Leadership 17
Deb Rosenbloom deb@hancockleadership.com Deb Rosenbloom, Hancock Leadership 18