1. Developing influencing & pitching skills

2. Influencing and pitching skills
EAN Elevator Pitch

3. CEO, The Careers & Enterprise Company
Claudia Harris
CEO, The Careers & Enterprise Company
Create an elevator pitch of no more than 30 seconds explaining what impact your Enterprise Adviser Network will achieve

4. Who are our priority stakeholders?
Employer & school stakeholders

5. Identifying the needs & drivers of stakeholders
In your groups, identify the needs and drivers for your school and business stakeholders. Please consider:
Explicit
Implicit
Contextual
Objections to overcome
Our offer

6. Researching a business Targeting from cold Preparation
What to expect at an exploratory meeting
Follow up

7. Stage 1: Researching a Business
Source a Company Name
Check others’ knowledge of the company
Google!
Visit company website
Check Linked in
Look up specific job roles
Ascertain the company address format
Ascertain right contact and initial interest
Consider next options for targeting

8. Stage 2: Targeting from Cold
Business / lead is cold
Fish for interest
Confirm initial interest
Work to convert interest to curiosity

9. Stage 3: Exploratory Meeting
1. Build credibility
First impressions
Assess and adapt
Demonstrate your knowledge
2. Explore their interest
Questions questions questions
What are they asking you – and why?
Recap and tailor pitch
3. Address objections
Barriers
Handling objections
Decision maker?
4. Call to Action
The call to action
Follow up
De-brief

10. CEO, The Careers & Enterprise Company
Summary
Claudia Harris
CEO, The Careers & Enterprise Company
Tailor our approach to the stakeholder
Preparation
Listen
Understand Needs both Implied and Explicit
‘Yes’
Seek an action from the meeting

11. Stakeholder scenarios
Scenario 1 Alex, Deputy Head of Dowdenville Academy has signed up to be part of the Enterprise Adviser network after meeting their local Enterprise Coordinator at an Education Conference locally. The EA, Deputy Head, Careers Lead and EC have met once but now the EA has hit a brick wall and isn’t receiving any communication back from the Deputy Head or Careers Lead. This is a meeting between the EC and Deputy Head, to help progress the relationship. Scenario 2 The LEP Chair recently met the Chief Executive of CedeCo Plc at a recent LEP networking event and has brokered an introduction to CedeCo’s HR Manager; Robin. Robin, is not aware of the Enterprise Adviser Network and this is an exploratory meeting to see how both parties might work together.

12. Stakeholder scenarios
Scenario 3 The Enterprise Adviser has fed back that the business contacts that he brokered for the school, to support a recent work inspiration session, shared some very negative feedback about how they were treated by the school. Chris, the Careers Lead is unaware and the Enterprise Coordinator has organised a face-to-face meeting to have a conversation and address the EA’s concerns. Scenario 4 Jo, Founder of NatuMine micro-business has meet the Enterprise Coordinator at a local FSB networking event and has expressed an interest in supporting the local school but is conscious of the amount of time the team can spare. This is an exploratory meeting to see how you may work together.

13. Practising your pitch
In your groups: Pick one scenario and think about what you hope to get out of the meeting. Please consider:
The needs of your stakeholder
Objections to handle
Questions you may ask
Rapport building tactics
(5 mins)
You then have minutes to have a discussion with your stakeholder.
You will then receive feedback from your stakeholder (5 mins)

14. Stephen Isherwood, CEO Association of Graduate Recruiters