TUNE UP YOUR PITCH 2016€¦ · TUNE UP YOUR PITCH 2016 Deb Rosenbloom Executive Coach, Hancock...

KNOWLEDGE FOR ACTION

TUNE UP YOUR PITCH 2016

Deb RosenbloomExecutive Coach, Hancock Leadership

Presented to Wharton MBA 2nd Year students

KNOWLEDGE FOR ACTION Deb Rosenbloom, Hancock Leadership 2

A pitch evolves with every iteration. Creating a memorable and authentic pitch takes work. The

frameworks provide a strong starting point, and can be a launching pad for a truly differentiated pitch if

you are willing to push yourself.


Today’s goals

Deb Rosenbloom, Hancock Leadership 3

• Update your pitch with summer internship – new framework

• Refresher/practice to increase your preparation and comfort level when talking about yourself at networking events – practice, feedback, practice

• Answer your questions – let’s hear them first…


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?”

So, what does your target want to know about you as a 2nd Year MBA student?



The original pitch model from 1st year


You can still use the 1st year model…

Intro What you want to be known for

Evidence and value proposition

Highlight concise examples of relevant skills and accomplishments you bring to the table

Request Be specific about your goals and how your audience can help


A new pitch model for 2nd year


…Or use a new model to emphasize your summer experience:

Who are you and what did you do last summer?

Focus on summer internship and anything else that is most relevant, mention major accomplishments

Why are you looking this year?

Avoid discussing negatives from your summer, instead focus on what skills and experiences you want to use in the next role, and how your summer experience is relevant to those goals

What’s next and how can I help?

What role are you seeking and how can your target help you achieve your goals?


Example: same industry, different firm (and region)


Who are you and what did you do last summer?

I’m in my 2nd year at Wharton focusing on international business development in the retail sector. This summer I interned at BRAND, where I developed the business plan to launch in Japan, achieving 30% forecasted growth.


My internship provided valuable experience in international growth which I hope to apply to Latin America. I became interested in LATAM before Wharton as a consumer sector analyst for an investment firm with portfolio holdings in the region, and chose to build on that passion and regional expertise through my Lauder studies.


Your company expressed strong interest in building it’s Latin American presence, and I would like to speak with you about potential opportunities…


Example: change of industry


Who are you, and what did you do last summer?

I’m in my 2nd year at Wharton, majoring in Strategic Management. This summer I interned at BCG where I identified $10m in cost savings for a consumer client.


My internship reinforced my passion for challenging business problems. While I’m considering accepting an offer to return to BCG, I’m also interested in a role where I can participate in both identifying AND implementing solutions. I would also like to leverage my previous experience in the entertainment sector.


I’ve heard the Strategy Group at Disney provides an ideal environment to apply analytical consulting skills in a leading entertainment company. May I follow up to arrange a call – I would value your advice on how to succeed in the Strategy Group at Disney.


Pitch Development


• Choose a practice target audience: select the individual’s organization and title

• Develop your first draft on the handout (use the framework provided or turn the page over and create your own on the back.)

• Don’t worry too much about which box things go in, instead focus on addressing the questions your target is likely to have (regardless of which box it goes in.)


Pitch 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 – record and share your three most important messages:

• What worked?• What can be improved?



Take Two (Time Permitting)


• Take a few minutes to update your pitch based on the feedback you received from your partner.

• 90 seconds to “give” your updated pitch


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



QUESTIONS


Closing

Please complete the feedback forms…

…And keep in touch!

[email protected]


Parting thoughts: • Preparing a pitch and networking successfully

are also important on the job• This is a unique time in your career – leverage it


Appendix


Tips for navigating Career Expo


• Get the map beforehand, and prioritize your route

• Practice using your pitch in a conversation

• Wear your nametag properly

• Prepare a few questions in advance to start the conversation

• Exit gracefully: – don’t monopolize the company reps– do get a business card and follow up


The trust equation


Source: The Trusted Advisor

Credibility + Reliability + Intimacy

Self Orientation

Trust =


Confident non-verbals and voice support your pitch


• Body language– Attitude/energy– Eye contact– Posture/head orientation– Smile

• Voice– Inflection– Volume– Speed Body Language

VoiceLanguage/Content

55%

7%

38%


Postponing Compensation Discussion


• Phrases to delay the discussion:– “I would prefer to discuss the position more

fully before discussing salary”– “I’d like to revisit a salary conversation after I’ve

provided a better sense of my skills”– “I assume the compensation is in line with the

market, do you have a range for this role?”


Deb [email protected]

Date post:	25-Jun-2020
Category:	Documents
Upload:	others
View:	0 times
Download:	0 times

TUNE UP YOUR PITCH 2016€¦ · TUNE UP YOUR PITCH 2016 Deb Rosenbloom Executive Coach, Hancock...

Documents