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Value Creation LU INNOVATION SVEN OLSSON 2016-03-30

Agenda 2016-03-30 CLINNOVATION

1.  Intro / Repetition 2.  The Value Creation Forum 3.  Schedules 4.  Surprise

Pitching the idea » Before you write a Business plan

»  … or a Project plan

» You need to pitch you idea to others

» … partners, investors, customers ….

© LU Innovation 2016, SOL

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The decision process » First an emotional decision… » …then ”Cognitive motivation”

» Nano robots that clean blood vessels

» Car tires that never wear out

» Powder that eliminates contaminations and salt from water

» Activated nano particles that eliminates virus

» Bacteria that produce snow

» The Elevator Pitch © LU Innovation 2016, SOL

The elevator pitch » Limited amount of time

» Seize the opportunity when it comes

» Create interest

» Communicate the essentials

» Give an easy-to-remember summary

© LU Innovation 2016, SOL

The Elevator Pitch

The Elevator Pitch – three parts

Hook

Close

Core

© LU Innovation 2016, SOL

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The Elevator Pitch The Core - your Value Proposition

Hook

Close

Core N B C A

© LU Innovation 2016, SOL

NABC

»  Important Need

– What problem do we solve ?

– Define the playing ground, state of the art

– Provide facts, scientific background

» Our unique Approach

– How do we solve the problem ?

– What is our approach for addressing the need

© LU Innovation 2016, SOL

NABC

» Benefit per cost

– What is the user benefit ?

– What is the superior customer value ?

– How does it compare to the cost ?

» Competition and alternatives

– Who are the competitors ?

– What alternatives or substitutes are available ?

– Now ? In the future?

© LU Innovation 2016, SOL

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Pitfalls »  Do not concentrate on the approach

–  nAbc

–  NabC

»  Do not just say “faster”, “cheaper”, “better”

–  Be specific and quantitative

–  If you don’t know, guess - take a “SWAG”

»  Do not forget the Close

–  What do you want to achieve ? Next step ?

»  Iterate, iterate, iterate …

© LU Innovation 2016, SOL

The Value Creation Forum 2016-03-30 CLINNOVATION

Creating value

» You define you project (what not to do)

» You learn how to present

– What is essential and not

– What works and not

» You will be prepared for ”odd” questions

» You learn how people react

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A process for training

» Pitch 4 minutes, NABC

» Feedback – a gift

– Positive, Improvements

– Different perspectives

– Only listen (No defense)

–  Take notes of feedback

» Do it again

Is 4 min enough ?

Is 4 min enough?

Is 1 min enough?

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Different perspectives

» Green hat Positive feedback

» Red hat Suggestions for improvement (no criticism!)

» Glasses Eye of the customer

» White hat Investors view

Giving or Taking Energy

» There are persons that make you lose all energy

» … others that give you energy

» How do I become a person that gives energy ?

Hints

» Mention the positive things – there is always something

» Bring it home to you

» Don’t use “but”

– Use “and” but

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Questions ?

Good Luck !