developing your pitch€¦ · a few tips for using your pitch. deb rosenbloom, hancock leadership...

KNOWLEDGE FOR ACTION

DEVELOPING YOUR PITCH

Deb RosenbloomExecutive Coach, Hancock Leadership

Presented to Wharton MBA 1st Year students


The Networking Formula for Success

Deb Rosenbloom, Hancock Leadership 2

Develop your

GOALS

Identify your

TARGETS

Prepare your

PITCH

MEET your

targets

FOLLOW UP


Today’s Agenda

Goal: prepare you for a networking conversation where you lead with your “best stuff” while projecting confidence and authenticity

• Process and framework to develop your pitch• Examples • Practice and feedback• A few tips for using your pitch



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!



A Better Approach

It’s not all about you, so change your 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?



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.



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.




I’m an MBA at Wharton concentrating in Real Estate and I have 5 years of corporate finance and investment banking experience. My passion is to improve affordable housing in urban communities.

At BANK I built valuation models and advocated successfully for major investments in 3 Real Estate 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 in communities.

One more iteration: concise, compelling, active language…




I’m an MBA in Real Estate at Wharton with 5 years of corporate finance and investment banking experience. My passion is to improve affordable housing in urban communities.

At BANK I built valuation models and advocated for 3 major investments. Wharton’s Social Impact Club is helping me expand my network in urban development. I hope to bring this combination of experience and skills to a role where I can achieve positive change in communities like the one I grew up in.



How to Do It – The Framework


Start with your goal:• What industry/function are you targeting?

Understand what’s relevant: • what experience, skills and traits do they seek? Do they

also want to see passion/commitment and how will you demonstrate that?

Develop a compelling pitch:• Choose your best evidence from your professional

experience, extra-curricular activities, education, etc• Be ready to answer “How can I help?”

Iterate to shorten and strengthen


Pitch Framework


You can use this framework for a compelling pitchIntro Open with the stuff you want to put up

front. How do you want to position yourself? What will get their attention?

Value proposition and evidence to support

Make it easier for your listener to want to help you. Highlight concise examples of relevant skills and accomplishments you bring to the table.

Request Be clear about your goals, and tell your audience specifically how they can help you.


Applying the Framework

BEFORE:

“Before Wharton I was a software engineer. As an engineer I did a lot of analysis and my work was pretty detail oriented, but I didn’t really want to be an engineer forever, so I decided to get my MBA and transition to Investment Banking. I don’t have any banking experience, but I’m majoring in Finance at Wharton.



Applying the Framework


• Goal: 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 and be ready to answer “how can I help?”…


Intro

Evidence and value proposition

Request

Example: Software Engineer to Investment Banking


I managed a team that developed a successful new product with an aggressive timeline so we could be first to market. We worked long hours to launch a high quality product on budget and on time, beating the competition and owning the market. That experience showed me I thrive in high-pressure environments while conducting detailed, analytical work – skills I hope to use in investment banking.

I’m a first year at Wharton studying Finance, with 6 years of experience as a software engineer.

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?


Do’s & Don’ts for Creating Your Pitch

Do:• Use known brand names or describe if unknown• Discuss the most relevant experience regardless

of the amount of time you spent doing it

Don’t:

• Copy these examples exactly, substituting your industry

• Try to create one generic pitch you can use for all targets



Your Turn – Start with your Goal

What is your goal (industry/function):

(if you don’t know, choose a hypothesis for today)

What criteria are most relevant to your goal?

• Relevant experience, skills, traits



(fill in handout above the dotted line)



Your Turn – Develop your Draft Pitch

• Develop a first draft using the framework (or create your own framework)

• Start with the evidence section, then work back to your intro statement

• If you have time, also develop an “ask”

(fill in handout section below the dotted line)



Your Turn – Practice in Pairs

• Practice in pairs – observer will provide feedback

• Tell your partner your target industry/function

• 90 seconds to “give” your pitch (In “real life” you will not “deliver” a pitch this way. Today we’ll ask you to practice so your partner can give feedback.)

• Partner – share your three most important messages:

• What worked?• What can be improved?



Group Debrief

• How did it feel as the speaker?

• How did it feel as the listener?

• How can you make it better?



Do’s & Don’ts for Using Your Pitch in “Real Life”

Do:• Weave the elements of your pitch into a genuine

conversation• Balance talking about yourself with a significant

amount of listening and asking questions

Don’t:• Memorize your written pitch word for word• Spit out your pitch beginning to end without

allowing the other person to participate in the conversation



Customize Your Pitch for Each Target and Situation


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.

• Customize your pitch for each new situation or opportunity by doing your research – learn what’s most relevant and you will stand out from the pack!


Closing

Please complete the feedback forms…

…And keep in touch!

[email protected]



Deb [email protected]


developing your pitch€¦ · a few tips for using your pitch. deb rosenbloom, hancock leadership...

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