Worksheet: Prepare and Present a Pitch

A pitch is a great tool for convincing stakeholders that your

project has value.

Whether you’re presenting to a project sponsor, a team member,

or a customer, your pitch should cover four key areas (see right).

The best way to learn to present compelling pitches is through

trial and error.
Its Desirability
The Opportunity and Profitability
Follow the instructions below to improve your pitching skills.

Its Doability
A Call to Action
and Defensibility

Instructions
1. Select an offering to pitch. This could be:

• A new product or service

• An internal initiative or process

2. Develop a pitch using the Pitch Template on page 2

3. Ask a trusted colleague to listen to your pitch and score it using the criteria on the Pitch
Evaluation Scorecard (see page 3)

4. Ask for constructive feedback and use it to improve your pitch

Tips
• Aim for a five-minute pitch

• Think: ”What will convince my audience?”

• Only include the necessary details

• Make it entertaining

• Rally people to your cause

• Use feedback to improve your pitch

© 2019 TWENTYEIGHTY Strategy Execution. All rights reserved.

 Pitch Template

The Opportunity
• Who is/are your key stakeholder(s)? (Persona)
• What is the opportunity? (Product, Service, Experience)
• What is the value proposition? (Novelty)

Desirability and Profitability

• How will the offering meet legitimate felt needs? (Desirability)
• How will the offering generate legitimate business value? (Profitability)

Doability and Defensibility

• How will you deliver the offering? (Doability)
• How will you protect the offering from imitation? (Defensibility)

The Call to Action

• What test and learn experiment will you run first? (Minimum Viable
Product)

© 2019 TWENTYEIGHTY Strategy Execution. All rights reserved.

 Pitch Evaluation Scorecard
Your colleague is looking for feedback on a five-minute practice pitch for a new offering. The goal is to get better at pitching ideas.
Rate the pitch against the criteria below, giving each a score between 0 and 10. If you have specific feedback, or a suggestion,
capture it in the notes boxes.

Keep your comments constructive where possible. What worked? What could have worked better? What would you like more of?
What would you prefer less of? What would have made the pitch more compelling?

The Opportunity Scores

Did the pitch clearly identify the stakeholders? (Persona) 0 - 10

Did the pitch describe the opportunity? (Product, Service, Experience) 0 - 10

Did the pitch present a good value proposition? (Novelty) 0 - 10

Desirability and Profitability Scores

Will the offering meet legitimate felt needs? (Desirability) 0 - 10

Will the offering generate legitimate business value? (Profitability) 0 - 10

Doability and Defensibility Scores

Can the offering be delivered effectively? (Doability) 0 - 10

Can the offering be easily protected from imitation? (Defensibility) 0 - 10

The Call to Action Scores

Was there a clear test and learn experiment proposed? (Minimum Viable 0 - 10
Product)

© 2019 TWENTYEIGHTY Strategy Execution. All rights reserved.