Pitching Tips

January 20, 2016

Interesting post on Linkedin by Creel Price on common pitching flaws. It starts (after having heard a series of pitches):

But unfortunately there were a few too many over engineered slide-decks and pitches that left me confused and with little understanding of what the business actually did long after waving them goodbye on the sidewalk. The reality is, there were countless flaws in the majority of pitches I listened to, which shouldn’t be surprising given how little support and training currently exists in the market for entrepreneurs.

The article is directed at angel investors and similar but the basic principles are widely applicable and apply in many situations.

The key points he highlights are:

FLAW #1: Not Being Succinct: try summarising everything into just one sentence. That’s often very hard, although that in itself may indicate that there’s an underlying problem or maybe you’re just not thinking about it in the best way (for others to understand).

FLAW #2: Not Speaking With Confidence: he suggests a conversational approach rather than canned powerpoint. Interestingly “Sure rehearse but then rehearse it so it doesn’t sound rehearsed.”. Everyone carefully practises presentations but maybe we should do the same for important conversations as well?

There has to be room for spontaneity and movement of course but it’s probably true that lots of the likely questions can be imagined beforehand. The interesting part of conversations are when something new occurs and changes you, not the formalities.

FLAW #3: Not Speaking Frankly: use simple clear language and avoid (often meaningless) jargon. The aim is communication in a short space of time rather than a superficial form of trying to impress someone.

FLAW #4: Not Being Authentic: this is actually a tricky one. Someone is buying into you (authentic, passionate, likeable) rather than an idea, business model or whatever. You can relatively easily change/modify the latter but not so easily yourself or your style. On the other hand, if things don’t work out then it may be more a case of incompatible chemistries rather than anything else.

FLAW #5: Not Having An Ask: in a wider context, this is also an interesting one. Lots of colleagues tell me what they’re doing, their trials and tribulations but very few ask me to do something specific for them. Why not? This links strongly to the previous points.

I’m reviewing a startup business plan at the moment and I’m going to rethink the situation using the points above, it should be a useful test.

A Smarter Search

January 16, 2016

When I worked for a large organisation, several extensive information repositories were available to track down useful articles, reports, people etc. This could also be combined with looking externally via Google or similar. A common complaint was that it was time consuming tracking down exactly what was needed i.e. too many irrelevant search terms cropped up. I remember a colleague mentioning at the time that most people didn’t know the full power of ‘search’ and if they did their life would become a lot easier.

A recent article in the Guardian jolted my memory on this and it gives a handy list of ten such methods for Google (see the article for details).

Instead of an ‘immediate’ search, think a bit and then try using:

1. Exact Phrase (use quote marks) eg “Joe Bloggs”
2. Exclude terms eg “Joe Bloggs” -jeans
3. Either OR eg alex hern OR hernandez
4. Synonym search eg plumbing ~university
5. Search within a site eg site:theguardian.com selfie stick
6. The power of the asterisk eg where there’s a * there’s a way
7. Searching between two values eg british prime minsiter 1920.. 1950
8. Search for a word in the body, title or URL of a page eg intitle:review
9. Search for related sites eg related:theguardian.com
10. Combine them eg site:theguardian.com smartphone review ~budget

I’ve just tried this on a topic I’m interested in and it’s given a couple of useful new results. You can also make use of Google Advanced Search, which gives additional options. The latter is probably not used as much as it could be.

The article comments:

As Google and other search engines improve their understanding of the way people naturally type or say search queries, these power tools will likely become less and less useful – at least that’s the goal that search engines are working towards – but that’s certainly not the case at the moment.