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1 Emne: Salg og Kunderelationer E-materiale fra FIF projektet Fase 6: The Pitch Pitch værktøjer på engelsk Anbefalet af Helle Winding, VIA University College,

2 6: The Pitch også som forberedende salgsværktøj The Rocket Pitch er som udgangspunkt udarbejdet til start up virksomheder. Det er dog vores vurdering, at værktøjet også kan bruges i det forberedende arbejde, når sælgeren skal ud og vinde en ny kunde eller et nyt stort salg. The Rocket Pitch guider sælgeren i, at forberede sig på følgende 5 punkter: 1. Vær skarp på: Hvad er virksomhedens markedsmulighed,og hvilken nytteværdi skaber virksomheden? 2. Vær skarp på: Hvad er markedspotentialet, og hvem er virksomhedens målgruppe og kernekunde. 3. Vær skarp på: Hvad er virksomhedens forretningsmodel 4. Vær skarp på: Hvad kræves der af sælgende virksomhed for at løse kundens behov. 5. Vær skarp på: Next steps, hvad tilbyder du nu?

3 I skal pitche..

4 6: The Pitch Sarasvathy (p. 159) Verden er for hurtig til en elevatortale En Rocket Pitch er oprindelig en one-slider med max. 5 bullets. De fleste entrepreneur-/iværksætterkonkurrencer afholdes med The Rocket Pitch som pitchværktøjet. Dette værktøj er også godt for sælgeren. Det er hurtigt, stiller krav om fokus, kommunikativ konkrethed samt viser ubarmhjertigt idéens, dvs. dine muligheder, potentiale svagheder faldgruber etc. Kilde: Effectual Entrepreneurship. Af Stuart Read,Saras Sarasvathy,Nick Dew,Robert Wiltbank,Anne-Valérie Ohlsson

5 6: Indhold og regler the Rocket Pitch Read more about the Rocket Pitch here The Rocket Pitch is a powerful and disciplined format to present a new business idea. The Rocket Pitch provides a vehicle for describing a new business idea in a clear, concise manner. In fact, a Rocket Pitch must be delivered in seven minutes or less. The framework of the Rocket Pitch presentation is simple: the presenter has max. 5 minutes and seven slides to tell a story to potential investors, collaborators or other interested parties. The challenge is to frame the business idea and message clearly and consistently within the seven minute timeframe. The main goal of a Rocket Pitch is to illustrate a business opportunity. Preparation is key to ensuring that every single person in the room has a vivid picture of the opportunityi identified and the value that can be created once acted upon. A pitch needs to be clear and straightforward and not overly technical.

6 6: Indhold og Regler Making an effective Rocket Pitch begins with having a strong grasp of its five major components. All components are needed; leaving a component out will create a gap in the story you are trying to tell. The five components simply answer the questions: What's the problem? What's the solution? Who will it help? What resources are needed? Can I make money? And. what do I need in order to move forward. In other words, the five key components of a Rocket Pitch include: The opportunity and value proposition, (Markedsmulighed og VP) The market size and target customer, (Potentiale og kunden ) The business model, (DIN forretningsmodel) The resource requirements, and finally, (Hvad kræves der & og hvad mangler du?) The call to action. (Next steps )

7 6: 1 - Markedsmulighed og Value Proposition An opportunity is the identification of a problem with a desired solution that enters the market at the right time. This is the most important component of a Rocket Pitch. It should be clear how the product or service solution that is being proposed will address a customer need.

8 6: 2- Potentiale og Kunden What also must be clear is how the solution will differ from the competition's solution - the Value Proposition. The value of an opportunity is strongly correlated with the size of the market and the percent of the market a business is likely to capture. Identifying what target customer will be most attracted to your product or service, also known as the target market, is an important first step in understanding market size. Once the target market is understood, estimating market size and demand potential is a logical next step.

9 6: 3 The Business Model The third component of the Rocket Pitch is the Business Model. Give your audience a clear picture of the business model. Potential investors want to be able to easily visualize how revenues will be generated from the product or service. Some of the key questions are; How will the product be put on the market? Will it be sold from a storefront or over the Internet? How much of the business will need to be outsourced and why? Are there supplier agreements? What are the revenue and cost drivers? Again, not all questions can be answered in the Rocket Pitch, so consider what's most important to the type of business being presented.

10 6: 4 Behov og Ressourceræk The fourth component is to define your resource requirements. Are you making your presentation to obtain start-up capital, funds for growth or expansion, or a line of credit? If yes, you need to state how much you need, over how long you'll need the funds, and what you're willing to give up for this capital such as ownership equity or debt in the form of interest payments. Or, are you making your presentation to obtain advice, attract board members, or secure a strategic partnership?

11 6: 5 Call to Action The last component of the Rocket Pitch is the Call to Action. Whatever the purpose of the pitch, the time is now to ask for what you want. Don't be shy. You have someone's undivided attention for five minutes - what's your call to action?!

12 6: 6 Opsummering!!! See more advises at: An example of a Rocket pitch: True Jeans Koncept: Mere om Rocket Pitch Content: 1. The opportunity and value proposition, (Markedsmulighed og VP) 2. The market size and target customer, (Potentiale og kunden ) 3. The business model, (DIN forretningsmodel) 4. The resource requirements, and finally, (Hvad kræves der & og hvad mangler du?) 5. The call to action. (Next steps ) Duration: Max 3-5 minutter If you use slides to present, max. 7 slides with 5 bullits when having presentation. If the methode is used as a written presentation more text can be added) Target group how is listning? Customise your presentation the tagret group Stackeholders (Customers, partner or an investor)

13 6: Inspirationsvideo

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