Presentation Workshop: “Business Plan Pitching”

1. Presentation Workshop:“Business Plan Pitching” Special Communication and Presentation Skills for Entrepreneurship Pitching in 10 Minutes or30 – 120 Seconds Instructors: Marianne Aders (KWW), Wolfgang Runge (RISCnet) KWW: Wissenschaftliche Weiterbildung der Universität Karlsruhe (TH)

2. Prerequisites • Persons who have attended the “Technology (Chemical) 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 writing a business plan W. Runge 02/2009

3. 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 • “Touch” negotiation skills W. Runge 02/2009

4. 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) W. Runge 02/2009

5. Workshop Agenda: Morning - 1 W. Runge 02/2009

6. Workshop Agenda: Afternoon - 1 W. Runge 02/2009

7. Workshop Agenda: Morning - 2 W. Runge 02/2009

8. Workshop Agenda: Afternoon - 2 W. Runge 02/2009

9. Appendix: Material on the Web *) • WORKSHOP_Pres_Intro.ppt *) • Meta-Presentation.ppt *) • Elevator_Pitch.ppt *) • WORKSHOP_Pres_BP.ppt *) *) http://www.tech-entrepreneurship.de W. Runge 02/2009

10. Business Plan Evolution Concept Summary Elements: • Explain the problem or need and identify the customer • Tell why a customerwill pay for the solution Concept Summary: • A short description of the new business(“Narrative”) • 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) Business PlanExecutive Summary Business Plan(Full Document) W. Runge 02/2009 (cf. Module 11 of Technology Entrepreneurship course)

11. Business Plans and Structural Models • A business plan is a highly structureddocument • 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 W. Runge 02/2009

12. Some Pitching Scenarios • “Cold Call” (“Kaltakquise”) –rarely successful • One-On-One Talk/Discussion • Elevator Pitch • Upfront presentation W. Runge 02/2009