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Business Plan Pitching
Altana Workshop
Special Communication and Presentation Skills for
Entrepreneurship

• Pitching in 10 Minutes or30 120 Seconds

Instructors Tabea Steffke (KIT HoC), Wolfgang
Runge HoC House of Competence
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Prerequisites

• Persons who have attended the Technology
  Entrepreneurship course and qualified for an
  Attendance Confirmation
• Any person who has authentically attended a
  course, seminar or workshop (outside KIT)
  dedicated to how to write a business plan
• Any person who is just about to write a business
  plan

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Workshop Purpose

• Reinforce and extend knowledge about preparing a
  business plan for a new technology-based firm
  (NTBF)
• Grasp and practice the essentials of presentation
  skills
• Learn how to pitch through an elevator pitch
  and short business plan presentation
• Specifically, learn how to create and present an
  elevator pitch using structural models
• Practice presenting yourself, (parts of) a
  business plan or related company presentation

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Pitching (in Minutes)

• The meaning (in the context of firm foundation or
  growth)
• raising financial backing or other kinds of
  support
• The approach seeking agreement
• The purpose go to the next stage due diligence
  (of a business plan, entering negotiations)

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Workshop Agenda Morning - 1
Time Who What Desired Outcome
815 825 Instructor HoC Welcome Know workshop goals and program
825 855 HoC, All Partner interview Introduce participantsbuild groups of 2 (tandem)
855 1040 HoC Non-verbal communication Key Note Speech (Impulsreferat) discuss
1040 1055 All Coffee Break
1055 1120 HoC Comprehension AIDA, MISLA (Strukturmodelle) Key Note Speech (Impulsreferat) structural models
1120 1200 Instructor Elevator Pitch Intro, Approach All know what it is,how to create it
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Workshop Agenda Afternoon - 1
Time Who What Desired Outcome
1200 1300 All Lunch Break Recreation Networking
1300 1520 All,Instructor, HoC Elevator Pitch Exercises - practicing Practice creating a pitch (group work) presenting the pitch evaluations, discussion
1520 1535 All Coffee Break
1535 1600 HoC Rhetoric effectiveness and impact Key Note Speech (Impulsreferat)discussion
1600 1630 Instructor NTBF Business Plan Specifics Some key aspects are reinforced
1630 1700 All Discussion finalizing Day 1 and looking forward to Day 2 Feedback
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Workshop Agenda Morning - 2
Time Who What Desired Outcome
815 825 Instructor HoC Welcomeremarks on Day 1 All know what is ahead
825 855 HoC Johari window positions in interpersonal communication Key Note Speech discussion understand own strengths and weaknesses
855 940 All, instructor Karaoke-type slide presentation(2 slides) Introductory practice of a presentation (Entry) using slides
940 955 All Coffee Break
955 1130 All instructor Create a business plan presentation Tandem uses given text for slides
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Workshop Agenda Afternoon - 2
Time Who What Desired Outcome
1130 1230 All Lunch Break
1230 1545 All,HoC, instructor Presenting the short business plan Practicing, feedback, discussions(feedback questionnaire)
1545 1615 HoC, instructor Wrap-up,call to action
1615 1630 All Filling questionnaire Assessing course and instructors
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Appendix Material on the Web )
Workshops and Seminars

1. Introduction
2. Meta-Presentation
3. Opening
4. Elevator Pitch
5. Business Plan Specifics
6. Präsentationstechniken
7. Nichtverbale Kommunikation
8. Feedback geben und nehmen

) http//www.ce.ioc.uni-karlsruhe.de/
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Business Plan Evolution
Concept Summary Elements

1. Explain the problem or need and identify the
   customer

• Tell why a customerwill pay for the solution

1. Explain the proposed solutionand the uniqueness
   ofthe solution

Elevator Pitch(30-120 Sec.)
(Spoken)
(Written)
Business Plan(10 Min. Presentation)
Concept Summary
Business Plan(20 - 45 Min. Presentation)

• Concept Summary
• A short description of the new business(Narrativ
  e)

Business PlanExecutive Summary
Business Plan(Full Document)
(cf. Module 11 of Technology Entrepreneurship
course)
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Business Plans and Structural Models

• A business plan is a highly structured document
• Hence,
• a business plan may be created on the basis of a
  template reflecting the structural model
• A presentation of a business plan can be composed
  of a business plan template and a purposive
  structural model for speaking in the public

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Some Pitching Scenarios

• Cold Call (in German Kaltakquise) rarely
  successful
• One-On-One Talk/Discussion
• Elevator Pitch
• Upfront Presentation