Workshop I:

Crafting Your Pitch

July 8, 2014

Meet Social Venture

Partners

SDSVP’s Mission

“Empower individuals and organizations

to accelerate positive social change

in San Diego.”

Major Programs:

– Competitive process for selecting Investees

– Partner Teams for our six Investees

– Resource Teams for nonprofits seeking assistance

– Programs to educate philanthropists

– Advance San Diego fast pitch competition

4

Background on SDSVP

Background on SDSVP

• 26 Investees since 2001, giving more than $2.2 million in cash and 100,000 volunteer hours

• Currently126 Partners giving time to nonprofits in the community

• Emphasis on improving the organizational strength (i.e., capacity) of local nonprofits

Overview of

Advance San Diego

• Program began in 2012

• Program Goals:

– Increase fundraising capacity of local

organizations

– Create a platform for nonprofits to tell their

stories

– Opportunity to grant unrestricted funding

Thank You to Our Sponsors!

The Syran

Family Gumpert

Foundation

Thank You to Our Partners!

Let’s Get to Know Each Other!

1. San Diego born and raised.

2. Reality TV is my guilty pleasure.

3. I am a total bookworm.

4. Surfer dudes and dudettes!

5. If I could drink wine during the day, I would!

6. In another life, I would be a rock star.

7. I’m on Facebook more than I’d like to admit.

8. Cycling is next to godliness.

9. Food, glorious food!

10. I’ve been known to binge-watch on Netflix.

11. I live to travel.

12. I’m an adrenaline junkie!

Let’s Get to Know Each Other!

Goal: Balance 10 nails on the head of 1 nail No strings, glue, or other items 10 balanced nails may not touch the wooden block

Let’s Get to Know Each Other!

It is not as hard as it seems to balance many ideas on a single point

…

You can make a pitch that conveys

a lot in a short moment

Presentation Rules

• One presenter may appear on stage to make the

presentation. The presenter must be the Executive

Director/ CEO.

• Props are allowed if they can easily be brought on and

removed from stage by the presenter. Additional people

and animals are not allowed to be included in the

presentation.

• No visuals (other than the aforementioned small props)

may be used in the presentation.

Presentation Rules

• Audio may be used if it relates to the mission of the

organization (e.g. orchestra music for a pitch about

an orchestral group). All audio must be approved

by SDSVP in advance.

• A lavalier microphone will be provided.

• The presentation must be delivered from memory.

Notes, cue cards, and teleprompters are not

permitted.

Presentation Rules

• Time limit: 3 minutes (180 seconds)

• Timer will flash a warning card when there are 30

seconds left.

• At the 3 minute mark, a bell will chime.

• If the presenter speaks past this time limit, he/she

will be disqualified.

Judging Criteria

IMPACT

• Is there potential for impact on the sector,

community and/or focus area?

• Can leverage be created through replication or

expansion of the model?

PRESENTATION

• Does the pitch clearly communicate the impact of

the program/ organization?

Judging Criteria

WOW! Factor

• Is there something different about the way the

program is implemented that leaves a positive

impression?

• Does the pitch leave you wanting to learn more?

• What is the “gut feeling” of the judge about the

organization/ program?

Awards

Military and their Families

1st Prize: $15,000

2nd Prize: $10,000

STEM

1st Prize: $15,000

2nd Prize: $10,000

Youth and the Arts

1st Prize: $10,000

2nd Prize: $7,500

3rd Prize: $5,000

Other Event Details

• What to Wear

– Men – Sport Coat / Tie or Suit

– Women – Business Professional

– Unless…..your pitch warrants something different!

• Dress Rehearsal On Oct 8th (approx. 2pm)

• Networking Before and After Event – Be Prepared

– Table provided in Lobby – Staff with a volunteer

– Consider having a Square to take donations

– Create CrowdRise campaign – details coming soon!

• Program Guide

– Logo should be high-resolution (printable)

– Written description of organization

Other Event Details

Other Event Details

• Non-Profit Finalists get 2 Free Tickets

• Early bird pricing through September 17!

– Includes Dinner and Beverages

– General Admission: $55 ($75 after 9/17)

– VIP (includes valet parking and premium seating): $100

($125 after 9/17)

– Buy tickets at www.sdsvp.org

• Event will likely sell out. Be sure to:

– Invite your Board and other Constituents (donors,

volunteers, employees, etc.)

Other Event Details

Mentor Overview

“Being a mentor for Advance San Diego was a fantastic

opportunity to meet and collaborate with the brightest

minds and organizations creating positive social change

in San Diego. Joining a non-profit for a portion of their

journey was not only personally fulfilling but also a

tremendous learning experience.”

Bhairvee Shavdia

Associate Director for Social Innovation

Zahn Innovation Center, SDSU

Mentor Overview

• About the Mentors

– Highly-qualified professionals from diverse backgrounds

(consultants, business owners, communications, law,

marketing)

– Dedicating their time

– Mentor suggested contribution

• Role of the Mentor

– Help develop and refine pitch

– Advise on what resonates

– Meet, practice and video (At least two meetings)

– Support and champion the organization!

Mentor Overview

• Next Steps

– Create the “skeleton”, or outline of the pitch, in this

Workshop

– Coordinate calendars for your next meeting

– Attend workshop on 8/26

– Coach the organization after 8/26 workshop for the

semi-final event

• Reflect back to them what works and what doesn’t

• What is the most compelling part?

• Where do you wish you could know more?

Mentor Overview

Other Mentor Considerations

• Some ASD mentors couldn’t make this event but will be paired

with you after today.

• Organizations with budgets of less than $200K have two

mentors

• Ok to seek outside mentoring from colleagues / associates

• Have a Mentor Issue? Contact Kristina- advance@sdsvp.org

– If you can’t connect with your mentor

– It’s just not working out

– Any other issue

Building Your Pitch* *Based on a presentation by Red Story Consulting

What makes a good pitch?

Building Your Pitch

The Anatomy of a Pitch

1. The Opener (Grab their attention)

2. The Baseline (Problem & Solution)

3. The Good Stuff (Strategic embellishments)

4. The Closer (Make your ask)

Building Your Pitch

A pitch is just … a GOOD STORY!

Three simple tools:

1. The Rose (the feeling)

2. Basic Value Statement (what you say)

3. How You Say It

Building Your Pitch

The Rose

People rarely remember what you said; they

remember how you made them feel.

The rose smells sweetest just before full

bloom. Create the feeling of moment for your

audience.

Building Your Pitch

Basic Value Statements

• Who you are?

• What do you do?

• Why do you do it?

• How do you do it?

• Who have you done it for?

• What makes you different?

• Why should I support you?

Courtesy of Professor Jennifer Aaker; http://faculty‐gsb.stanford.edu/aaker/

Building Your Pitch

How You Say It

• REAL. Authentic. Human. Personal.

• ENTHRALLING. Powerful storytelling.

• DEFINED. Evidence. Metrics.

Building Your Pitch

REAL

• How did your organization get started?

• What was the inspiration?

• When was the moment the “magic” hit for

you?

• Why does this matter to you?

• Share the story of a person whose life has

been changed by your organization.

Building Your Pitch

ENTHRALLING

• What tidbits might help grab your audience’s

attention?

• What are some visual images of people, places, or

things that will evoke their imagination?

• Is there a big “a-ha” moment that you might use to

close your pitch?

Building Your Pitch

DEFINED

• How big is the problem you are solving? How can

you quantify the problem?

• What facts or metrics help demonstrate your

success?

• What other pieces of evidence might enhance your

story?

• What’s unique about your organization and the way

you do things?

Building Your Pitch

Be a Powerful Storyteller

Posture: Tall spine. Shoulders down & back.

Movement: Fix your feet in a comfortable stance.

Eyes: Connect with individuals.

Face: Love the story that you’re telling!

Prop: People remember props more than facts.

Video yourself to see what you’re doing!

Building Your Pitch

Common Mistakes

1. Trying to Tell Too Much

– If your draft is too long, don’t just talk faster!

– Ask your mentor and colleagues what resonated the most

with them and stick with that.

– Too many facts and figures make the most important ones

seem less important.

Building Your Pitch

Common Mistakes

2. Outcomes vs. Outputs

– Speak in Outcomes (subject of 8/26 workshop)

3. The Story Doesn’t Fit

– If you don’t have a personal story, find someone

who does and tell that one.

– Use a story that will *connect* and show

*passion*

Building Your Pitch

Practice!

Practice!

Practice!

Building the Skeleton Exercise

• Opener

• Stories (yours and others)

• Metrics

• What’s Unique

• The Ask

Up next… Presentation II

A special thank you to

Tom Iselin!

Up next... Panel Discussion and

Q&A

• Do you have a question for a past

Advance San Diego contestant?

• Please write it down on the index cards on

your table and submit it to Kristina during the

lunch break.

Panel Discussion and Q&A

Don Wells,

Just in Time

for Foster Youth

Trisha Gooch,

Second Chance

Elizabeth Schott, Accion

Brainstorming

• Learn more about each other: – What should mentors know about your

organization?

– What successes is the nonprofit most eager to

share about?

• Continue to work on the “skeleton”

• How do you want to work together?

• Plan for the future!

Next Steps – August

• Workshop II: Outputs vs. Outcomes Dr. Robert Penna, author of “The Nonprofit Outcomes Toolkit”

– August 26th, 9:00 am – 12:00 pm

– Cox Communications Building

• Mentor Sessions

– At your own convenience

Next Steps – September &

October

• Semi-final Live Pitch Event

– September 11th, 2:30-5:00 pm

– AMN Healthcare Auditorium

• Advance San Diego Final Event!

– 12 organizations advance to the Final Event

– October 8th, 5-9pm

– Museum of Contemporary Art in La Jolla

– Tickets on sale at www.sdsvp.org!

Allen McKay

Amar Shah*

Andrea Yoder Clark

Anne Benge

Betsy Jacobson

Bryce Kroha

Carrie Farrell

Christa Stahl

Cindi Phallen

Cynthia Howard

Dan Palmer

David Lang

Debora Demarest

Derek Swingley

Thank you to our mentors!

Don Duford

Don Wells

Elly Brown

Gidget Janz

Jack Scatizzi

Jen Hamilton *

Jennifer Kalker

Jeremy Sanders

Jerry Heavey

Jessica Green

Judy Simmons *

Karen Henken

Katherine Chapin

Keith Dunnell

Larry Hansen

Neil Cunningham

Parker Pike

Rachel Zahn

Renee Bryan

Renee Herrell

Renee Zau

Rusty Robinson

Scott Tritt*

Sherri Neasham*

Tina Zarpour

Virginia Aherin

Zackary Prag

Zoe Nielson

* Indicates SVP Partner

• Visit www.sdsvp.org for workshop materials.

• Tickets are on sale on our website now!

• Complete the post-workshop survey.

• Questions? Contact Kristina at

advance@sdsvp.org

Thank you!