1

2015 HARRIET STEPHENSON BUSINESS PLAN COMPETITION

MARCH 7, 2015 BOOT CAMP

2

AGENDA

• 9:00-9:30AM: WELCOME, INTRODUCTIONS & LOGISTICS

• 9:30-10:30AM:    GUEST PANEL DISCUSSION "PREPARE & PITCH LIKE A WINNER (ON

STAGE OR AT YOUR BOOTH)"

• 10:30-10:45AM: BREAK

• 10:45 -11:45AM:  GROUP BREAK-OUTS AND PITCH PRACTICE

• 11:45 -NOON:        DEBRIEF AND CLOSING

3

• THE “HOOK” • 1-2 SENTENCE SUMMARY• PROBLEM/OPPORTUNITY• MARKET AND TARGET CUSTOMER DEFINITION• YOUR SOLUTION• CURRENT SOLUTIONS/COMPETITION• SECRET SAUCE/COMPETITIVE ADVANTAGE• BUSINESS MODEL – HOW WILL YOU MAKE MONEY• SALES & MARKETING STRATEGY• TRACTION/PERFORMANCE/AWARDS• FINANCIALS

PITCH FORMAT

4

SAMPLE PITCHES

• SAMPLE 1

• SAMPLE 2

• SAMPLE 3

PITCH FORMAT

5

LEAN CANVAS MODEL

6

TRADE SHOW BOOTH STAFFING TIPS

DO• Practice, practice, practice• Make eye contact and firmly shake

hands with • prospects• Be a good listener• Use inviting nonverbal communication –

smile• Have open-ended ‘go to’ questions

prepared• Talk to everyone who comes within

talking distance• Represent your business professionally

from set-up to tear-down

DO NOT•USE THE CELL PHONE IN THE BOOTH.•SIT, READ, EAT OR DRINK IN BOOTH•CHEW GUM•GOSSIP OR BADMOUTH COMPETITORS•LEAVE THE BOOTH UNATTENDED•WEAR BADGE ON LEFT SIDE• TALK AMONGST YOURSELVES AND IGNORE

PEOPLE PASSING BY•DON’T USE QUESTIONS ANSWERED BY ‘YES’ AND ‘NO’

7

TRADE SHOW BOOTH STAGING TIPSDO

• USE SIMPLE GRAPHICS

• USE PLEASING COLORS

• ATTRACT ATTENTION

• BUILD INTRIGUE

• THINK OF EXHIBIT AS A BILLBOARD, NOT A BULLETIN BOARD

DON’T• CLUTTER YOUR DISPLAY WITH A

MULTITUDE OF IMAGES AND TOO MUCH TEXT.

• USE SHOCKING OR UNSETTLING IMAGES

• MORE IS MORE

* Source: Kristine Peterson, Point to Point

8

9

10

11

12

13

14

15

TRADE SHOW TOOL KIT

16

QUESTIONS?• EMAIL: ECENTER@SEATTLEU.EDU

• VISIT: WWW.SUENTREPRENEURS.COM AND WWW.SEATTLEUNIVERSITYBPC.COM

• CALL: (206) 296-5715