The participants were spellbound by the presentation of Mr. Sohan B. Khatri. He trained them on how to pitch their idea in front of judges or potential investors giving all the necessary ingredients to prepare for their presentation.

1. WINNING THE BATTLE OF PITCHING
Making IDEAS Happen

2. Sohan Babu Khatri CEO Three H Management
Adjunct Faculty Ace Institute of
Management
Kathmandu College of Management

3. What is PITCHING ?

5. Coming up with creative ideas is easy;
selling them to strangers is tough

6. Its About….
You Them The IDEA

7. What is PITCHING ?

13. Does the traits of FINGER matter ?

14. Which is most important ?….
You Them The IDEA

15. Which is most important ?….
You Them The IDEA

16. Idea Pitched by……..
Does it make any difference ?

17. FIRST OF ALL… ITS ALL ABOUT YOU
You

18. What about YOU ?

22. Talk as if your LIFE IS AT STAKE

24. Pitching is for the powerless. You don’t pitch
unless you need something from someone else,
whether it’s money for a start-up or permission
to go out on a date.
If you put yourself into a position where you
need to pitch to get what you want, don’t mess it
up by pretending you are in control.

27. You should have control over what you
believe on… what you’re saying…. What
you’re seeking

28. What about …..

29. What about THEM ?
We all like to think that people judge us carefully and
objectively on our merits. But the fact is, they rush to
place us into neat little categories—they stereotype us.
So the first thing to realize when you’re preparing to
make a pitch to strangers is that your audience is going
to put you into a box. And they are going to do it
REALLY FAST !!!

30. Research suggests that humans can
categorize others in less than 150
milliseconds. Within 30 minutes, they’ve
made lasting judgments about your
character.

31. But you have only….

32. People on the receiving end of pitches have no formal,
verifiable, or objective measures for assessing that
elusive trait, creativity. Catchers—even the expert ones—
therefore apply a set of subjective and often inaccurate
criteria very early in the encounter, and from that point
on, the tone is set. If a catcher detects subtle cues
indicating that the pitcher isn’t creative, the proposal is
toast.

33. But that’s not the whole story.
………….catchers tend to respond well if they
are made to feel that they are participating
in an idea’s development.

34. Can you engage their psychology in such a
way that they feel that they’re part of your
team member ?

35. Oscar-winning writer, director, and
producer Oliver Stone said ……… “the
invitation to collaborate on an idea is a
“seduction.””

36. How do you do it here ?

37. BUSINESS SENSE
+
TECHNICAL SENSE =
COMMON SENSE

39. Which is most important ?….
You Them The IDEA

40. Do you believe in your IDEA ?
OR
It’s a half-heartedly built up HYPOTHESIS ?

41. Is this idea your “DREAM” ?

42. Having Dream makes sense to only
those of you who believe….

43. NO ULLU BANAWING !!!

44. The thrill of being clever is so strong that
they forget the fact that there are 100
interesting ideas bouncing around for every
single truly good idea.

45. Belief in IDEA is the Key to

46. Refine your IDEA

47. ……a good idea is not just creative, but
actually improves on a meaningful quality
or attribute, in a way that can be practically
applied to the world (or the project).

48. 48
On Ideas
If a man makes a better mousetrap than his
neighbor, though he builds his house in the
woods, the world will make a beaten path to his
door.
Ralph Waldo Emerson

49. 49
Business Concept
The manufacturer who waits for the world to
beat a path to his door is a great optimist. But
the manufacturer who shows this “mousetrap”
(and its value) to the world, keeps the smoke
coming out his chimney.
O.B. Winters

50. Reflect the following…..

51. So until the concepts and hard parts are
fleshed out enough to demonstrate that the
spirit of an idea is matched with specifics,
the idea doesn’t have much of a
foundation.

52. Do you have answers to these ….
• What problem does this solve?
• What evidence is there that the problem is real, and important
enough to solve?
• What are the toughest logistical challenges implied by the
idea, and how will (or would) you solve them?
• Do you have a prototype, sample or demonstration of an
implementation of the idea (aka proof of concept)?
• Why are you the right person to solve it?
• Why should this problem be solved now?
• Why should we get engaged with you to solve this problem?

53. Project….SCOPE

54. Project… Scalability

55. STRUCTURING YOUR PITCH

56. Initiation • Attention
Body • Interest
Finishing • Desire and Action

57. Initiation
What you would say if you’re only given net 5 seconds
for pitching ?

58. Initiation • 5 Sec + 30 Secs
Body • 4 mins
Finishing • 25 Secs

59. Initiation
• This is where you say something that grabs attention
of the catcher
• This is where you project the perspective of your
business idea
• See far ahead … Define your business richly

60. How you see it ?
Discovering DNA
“I’m researching how human cells reproduce”

61. How you see it ?
Defragmenting hard drives
“It makes computers run more efficiently”

62. How you see it ?
Inventing light bulbs
“It’s a way to bring light to your life”

63. How you see it ?
Improving anti-lock brake algorithms
“It improves automobile safety”

64. What are you doing ?

65. Initiation – 30 seconds pitch
• Story Sells
• Quote would be interesting
• Experience
• What your customer said
• How did it all start
• Data and Graphics
• SHOULD MAKE SENSE FOR BUSINESS IDEA

66. The Body – 4 mins
1. Opportunity / Gap
2. Value Proposition and how it bridges GAP (also Target Customer)
3. Special Advantage and Business
3. Product and Features (What does it do ?)
4. Phases of Development and Time Plan
4. Revenue Model, Monetization and Sales Projection
5. Marketing Strategies
6. Team and Management
7. Investment Required
9. KPIs

68. The Body –Presentation
• Color Choice
• Use Graphics
• Flowcharts – Process Diagrams
• Present Data Well
• Optimum Animation
• Non-Verbal Cues

69. Finishing – 25 seconds

70. Finishing
• This is when you leave the lasting impression
• This is when you make your final point
• A bad FINISHING can mess up everything
• Only good FINISHING doesn’t ensure anything

71. Finishing
• Re-emphasize your strong point
• Show the perspective again
• Relay the vision and mission
• End it with a strong statement
• Strong Commitment is always a Strong Statement

74. ALL THE BEST