New FP Draft and notes from tonight
Tom Gotsch
Professor Forman Dry Run Notes:
· Jason, good style, good pace, don’t slouch
· Don’t say:
o “we can talk about this in the Q&A” – strip this out of a segway of any kind
o avoid expressions like “moving on”
· Slide #2: Add number of customers in Brazil
· Would love to have a customer story to better understand more about the product and gain a quick comprehension. Can do this with a slide between #2 and #3 or integrate within #3. Integrate into #3 would be more artful.
· Up to slide #5 sets the stage of the product (what it is and what it does), then you pivot to what the project is all about. Add a slide “Objective and Scope”. This would be before slide #6
o Need to solidify the connection between the project scope and the research. In order to investigate to determine what the company should do, we did X (the research slide).
· Slide #7 – prefer to see consulting and construction broken out, even if you need to talk about why you talked to so few.
· Message headings are very important – craft a story at a 20,000 foot level.
· Market Size is interrupting the sequence, should be moved to later in the presentation.
· Slides #11 and #12 are the value proposition. Business needs need to be addressed. If I’m a medical device owner, how does this software solution address those needs. We need to be more concrete. We can’t develop everything – but we need to know the needs of the customer. Don’t talk about industry challenges – it looses her. Use Value Proposition in the title and the discussion. You need to show how business problems get solved.
· Slide #13 – looking for a verb. Enhance, tailor, adapt the product to the target customers business needs. Are you speculating or are telling me?
o Should we do all of these things or are we doing some of them. Help me prioritize them.
o Need to do – requires further research
o The symmetry of the slide distorts the message
· Need a back-up on the U.S. Consultant
o Major deal – tell me about the consultant – who is the ideal candidate
o Ex ZS Associates, PWC Life Sciences, Stryker Executive
o Here are the qualifications that need to be met, etc.
· #14 - Add costs to each activity – staying in Brazil doesn’t cost anything – answer the question from the framework of the questioner. Respond before it’s asked.
· Competitors – how are you going to compete? Who is following me into the door? You may want to add this slide back in or at least address it in the pitch.
o Companies that can enter the competitive space may not be interested in SMB
o Emphasize that medical device companies are an underserved market that hasn’t been identified yet
o Competitive on price, work more closely with a customer?
o Features that the competitor has are generic – we propose to have features that are tailored to the industry to increase first-mover advantage.
· How much can a company make? How large is the market? In terms of the revenues of these companies?
Mulherin, Jason M.
Jason Mulherin
UCLA Anderson FEMBA 2014
phone: (760) 846-6303
email: jason.mul...@anderson.ucla.edu
________________________________________
From: ga...@googlegroups.com [ga...@googlegroups.com] on behalf of Tom Gotsch [tomg...@gmail.com]
Sent: Friday, December 06, 2013 2:07 AM
To: ga...@googlegroups.com
Subject: New FP Draft and notes from tonight
You received this message because you are subscribed to the Google Groups "Gap14" group.
To unsubscribe from this group and stop receiving emails from it, send an email to gap14+un...@googlegroups.com.
For more options, visit https://groups.google.com/groups/opt_out.
Tom Gotsch
Tom
Sent from my mobile.
Mulherin, Jason M.
Jason Mulherin
UCLA Anderson FEMBA 2014
phone: (760) 846-6303
email: jason.mul...@anderson.ucla.edu
________________________________________
Sent: Friday, December 06, 2013 9:22 AM
To: Mulherin, Jason M.
Cc: ga...@googlegroups.com
Subject: Re: New FP Draft and notes from tonight