How to Master the Pitch
Originally published: 18/10/2017 13:02
Last version published: 17/04/2020 12:48
Publication number: ELQ-12941-3
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How to Master the Pitch

Here is listed the characteristics of what makes a good pitch.


The Art of the Pitch

Forget “I think, therefore I am.” For entrepreneurs, the operative phrase is, “I pitch, therefore I am.” Pitching isn’t only for raising money—it’s for reaching agreement, and agreement can yield many good outcomes including sales, partnerships, and new hires. Here are the key elements of a great pitch.

  • Step n°1 |


    Before you get to the meeting, study the bios and social-media accounts of everyone who will be in the room. Then bring your own projector. Bring two laptops loaded up with your presentation. Bring two VGA adapters. Bring a copy of your presentation on a USB drive. Bring printouts of your presentation in case nothing works.

    How to Master the Pitch image
  • Step n°2 |

    Set the stage.

    When the meeting starts, you should set the stage for the rest of the pitch. The thing to ask is, “How much of your time do I have?” Then ask, “What are the three most important pieces of information that I can provide?” Finally, ask, “May I quickly go through my presentation and handle questions at the end?”.

    How to Master the Pitch image
  • Step n°3 |

    Catapult the start.

    Entrepreneurs believe that a pitch is a narrative whose opening chapter must always be autobiographical. These personal tales are supposed to convince the audience that this is a great team. Meanwhile, everyone is wondering, What does this startup do? To use an aviation analogy, the presentation feels like a 747 rumbling along for two miles. Instead, you should emulate an F18 catapulting off a 300-foot aircraft carrier deck.

    How to Master the Pitch image
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