Pitch & Storytelling

October 19th, 2023

School of Hospitality Business & Management

AGENDA
2

1
What are we talking about?
The what, when, and why.

2 Pitching: Create & Practice

3 Harnessing the power of stories

LET’S ALIGN

• What do you know about this topic?

• What would you like to know?
• What are your expectations for this workshop?
 WHAT & WHEN 4

Primary definition:

A business pitch is a presentation of ideas designed to attract investors.

Common definition:

A pitch is a presentation of a project or idea, designed to convince someone to take action.

… When should I use a pitch?

Networking event | Conference | Project Competition | Job interview

PROJECT PITCH 5

Marouane, entrepreneur in hospitality,

wants to develop a new app designed
to provide a custom travel journey for
bikers. He needs the hook that will get
investors interested in his project.

In order to find investors, Marouane

enrolled in a business competition
allowing him to deliver a 10 minutes
pitch in front of potential investors in
the world of hospitality. If he is able to
demonstrate the benefits of the app in
his pitch, with great energy and data,
then he will be able to get investors to
give him money to develop the app
and maybe partner with him on the
project.
 HOW LONG
6

AND SHOULD I BRING A SUPPORT?

1” ELEVATOR PITCH
NO SUPPORT NEEDED

3” PROJECT OR CONFERENCE
PROTOTYPE on iPad

10" INVESTOR PITCH

PRESENTATION DECK
RECIPE FOR A Even better if creative, fun
GOOD PITCH

1 Audience Focused

2 Impactful Messaging

3 Call to Action

7
 8
SHARK TANK
--- Reminders ---
 EYE CONTACT

• Only speak when you have a

pair of eyes
ENERGY
• Volume = Projecting your voice
• Feet planted
• Intentional Gestures vs. Nervous Movement
NO BUTT RULE
Keep the connection
with your audience
DECK
 1
4

PITCHING: CREATE & PRACTICE

 1
5
BRAINSTORM
MY STORY vs. MY PROJECT

Option 1: Yourself Option 2: Real or fictional project

Suggestive questions Suggestive questions

• What values are important to you? • What is the project?

• What do you do that adds remarkable, • What is so special about it?

measurable, distinctive value?
• Why now?
• What do you want to be known for?
• Why is it important for you? For a
• Why should they work with you? community or the world?
 FRAMEWORK
1
6

WHO IS MY AUDIENCE
&
WHAT DO THEY CARE ABOUT
YOU (Option 1)
or HOW YOU SOLVE
THE PROBLEM/NEED WHAT THEY NEED
(Option 2)

CALL TO ACTION
LET’S
SHARE
THE POWER OF STORIES
 1

WHY DO WE TELL STORIES ? 9

WE ARE WIRED FOR STORY

…
…
… …

Brain on data Brain on story

Stories can
inspire,
delight,
set context
& create connection
 2
2

REFLECTION
Who, in your entourage, social media, or
STORYTELLER television, inspires you?
INSPIRATION Why is this person a good storyteller? What
about them do you admire?
What Makes a
Good Story?

23
 FOUNDATION OF A STORY

Hero Pursing an Objective End Learning

Rooting for / Identify with Achieve a goal out of their reach, or overcome a Actual resolution
challenge + Most important point

Syd Field Paradigm from Screenplay by Syd Field 19

 STORY FRAMEWORK

Beginning Middle End

When, Who/What, Context, Conflict, Proposed resolution, Actual resolution
Where Complication (if you can) + Most important point

Syd Field Paradigm from Screenplay by Syd Field 19

Beginning When, Who, In 1869 Thomas Edison took a chance and moved to NYC
Where

Middle Context At the time he was a skinny 21 year old ex-Western Union employee determined to be a
successful inventor of things people would buy.

Conflict After 3 weeks of living practically homeless in NY’s financial district, he was reduced to
begging on the street and on the brink of starvation.

Proposed By luck he chanced upon a commotion. An important stock ticker had broken down
resolution grinding business to a stop. Thomas Edison, pushed his way through a panicky crowd of
business men and messenger boys to take a look.

Complication He’d never worked on a stock ticker.

End Actual For a few moments he looked closely at the machine. Then he saw the problem. Reaching
Resolution down he adjusted a small spring. To everyone's amazement, it started running. The
manager of the firm hired Edison on the spot.

Most Important With no guarantee of success, Thomas Edison consistently took chances. This particular
Point chance got him a job that let him continue working on his inventions. By 1870 he was
selling his own new & improved stock tickers.

20
 |1|
A story must
make a point

27
Good stories help you see
what’s happening

|2|
Great stories help you feel
what’s happening
The more visible & vivid, the better
21
29
LEADERSHIP STORIES

The Story of Self

The Story of Us

The Story of Now

* From the work of Marshall Ganz

30
THE STORY OF SELF

Tells us something about you

What is important to you

What influences how you are in the world
Gives insight into how you think

31
THE STORY OF SELF

32
THE STORY OF US

What connects us

Our shared identity

Our values?
Our history?
What makes us “us”?
How we’ve changed?

33
THE STORY OF US

34
A STORY OF NOW

Answers the question

Why are we trying to

do what we’re doing
right now?

35
A STORY OF NOW

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 3
7

DRAFT
Story of Self
WHAT STORY DO
Story of Us
YOU WANNA TELL?
Story of Now
 Your life

Home

Other people's

Time & place in your life

START A STORY BANK Vacation

Books
Collect Develop Practice Revise
Work

Magazines

The news

Ones you always tell

38
Resources
Feedback

What did you think about this workshop?

What did you learn about yourself?
How can we make this workshop even better?
THANK YOU.