Maîtriser l'art du pitch : de l'elevator pitch au pitch deck

0:04Hello everyone and welcome to this webinar brought to you by Bpifrance Création titled " Mastering the Art of the Pitch : From the Elevator Pitch to the Pitch Deck , or How to Pitch Your Project in 2 Minutes or 20. " First of all , let me introduce myself . My name is Guillaume Malvoisin . I am the Head

0:26of Content for Business Creation , Transfer , and Takeover at the bpfance-creation.fr website at Bpifrance . I have also advised and supported entrepreneurs , founders , successors , and sellers for over 15 years throughout my career . So , what is Bpifrance-creation.fr ? It is the reference site for information and

0:48guidance for project leaders in the creation , development , takeover , and business sale phases . I am pleased to organize and host this webinar alongside two business creation experts who also have extensive experience in supporting entrepreneurs . I am pleased to welcome Madid Yayai , Head of Entrepreneurship Programs at Paris

1:09School of Business , who has been supporting entrepreneurs for over 20 years . Hello Madid . Hello Guillaume , hello to everyone . And also Jackie Col , founder of the agency DesVist , for expert advice on content , storytelling , and pitching . So , contact Jackie Col. Hello Jackie .

1:30Hello Guillaume . Hello to all the women and men entrepreneurs . Before we start , a few technical points : we have , of course , scheduled a Q & A session at the end of this webinar . Please ask your questions in the " Questions " tab at the bottom right , right next to the chat tab . And

1:52naturally , this webinar is being recorded , and you will be able to find the replay tomorrow and download the presentation slides on the bpfance-creation.fr website . So , for the agenda , we have planned to cover six chapters during this webinar . First

2:14chapter : the four essential tools for the entrepreneur , which are the business plan , the executive summary , the pitch deck , and the pitch itself . We will cover these different concepts . The goal of this chapter is to adopt a methodical approach before pitching your project , as there are prerequisites , especially ... ... clearly

2:34defining the concepts of these essential tools . The second chapter will be the art of the pitch . Here , we will see how to master the delicate art of pitching . There are a few subtleties . So , what does it mean to pitch ? We will look at the golden triangle of communication , the famous golden

2:51triangle of the pitch : Logos , Ethos , and Pathos . Jacky will talk to us about all of that . And the six key questions of a pitch : what are the essential questions of a good pitch ? Next , in chapter 3 , we will address the audience , the people you need to charm and

3:09convince . So , the objective of this chapter will be to understand the different pitch formats based on various stakeholders , and specifically to design impactful and credible storytelling . So , how do you design impactful and credible storytelling in this chapter ? And notably , we will see the power of storytelling . Indeed , you

3:30should use it , but not abuse it . So , chapter 4 , the message . The goal of this chapter will be to deliver the right message while capturing your audience's attention . During this chapter , we will notably put things into practice with an elevator pitch script example . We will explain the design steps for the elevator pitch ,

3:51and finally , we will address the post-pitch . So , after having pitched , you will have , the audience will ask you questions . So , we will explain how to prepare yourself for the audience's questions . Finally , chapter 5 , the pitcher's posture . So , in this chapter , we will cover the different postures of

4:14the pitcher . What posture should you adopt ? We will see that there are different postures depending on the different stages of the pitch . To each stage , its own posture . So we will also give you five tips to adopt the right attitude , notably to manage stage fright and capture your audience's attention . How do you adopt the right

4:33physical posture during your pitch ? How do you express yourself effectively orally , and especially be enthusiastic and positive during your pitch ? And finally , in chapter 6 , we will address the pitch support , the pitch deck . The objective here will be to identify , during this chapter , the key steps of

4:54pitch design , regardless of its duration . Short pitch 5 minutes , intermediate pitch 7 to 12 minutes , long pitch 15 to 20 minutes . And finally , we have of course saved the best for last with a demonstration of the design steps for our intermediate pitch deck template . We will of course finish with a Q & A session . There you go

5:16, so at the end of this webinar , we hope that the pitch will no longer hold any secrets for you . And we are particularly delighted to host this webinar because we have designed a new tool on the bpifrance-creation.fr site called " My Pitch Deck , " which includes a methodological guide that we will present during this webinar , as well as

5:37three pitch deck templates : short , intermediate , and long . These are to be filled out , and we will demonstrate them to you shortly . So you can go to the bpifrance-creation.fr site and create your " Pass Créa " to access this tool as a preamble . So , uh , as a

5:58preamble , I , I , I would like to remind

6:01you that , well , you will be led to pitch your project on several occasions during your journey as a creator , whether in phase one of the idea's emergence or in phase two of the project's development , and especially in the final phase , during the company's launch , for example during

6:21phase one of the idea's emergence . You will be led to pitch to present your idea , to validate it , and to test it with various contacts , for example during entrepreneur trade shows , such as Go-Entrepreneur . Uh , you are led to pitch your project to advisors in support programs , but also during phase

6:40two of the project's development . You are led to pitch to mobilize startup funding for your business , particularly indeed to pitch your project before financiers . We estimate that there is , that there is still a minimum set of prerequisites , uh , which are , uh , validating the idea , the market study ,

7:01the right commercial strategy , and the financial study . Indeed , these steps are essential because they make it possible to validate the project's feasibility and its financial viability . It is said that there is no funding without a business plan . So indeed , the business plan is the economic and financial part of your project . You

7:21will also be led to pitch during phase three of the company's launch once your company is established to mobilize startup and , notably , business development funding . Let's move on to chapter 1 , the four essential tools for

7:38the entrepreneur . Here the idea is , uh , that indeed you should not confuse certain concepts . in order not to confuse the concepts of business plan , executive summary , pitch deck , and pitch . So , uh , sometimes , well indeed , you are led to pitch at several phases

7:59of your project , but often the pitch is the last step , particularly the long pitch that we will present to you shortly . We can say that it is the last step of the creator's journey since they have completed a business plan and an executive summary , and at that moment , they present their project . So ,

8:17what is a business plan ? A business plan , briefly , is a 20 to 30 - page document . It is the creator's reference document . It must allow your contact to get a very precise , very precise idea of your project . Of course , uh , when you pitch your project , it is preferable to give it to your contact

8:37at the end of your oral presentation so they are not tempted to look at it during your presentation and to maintain all of their attention . What is the executive summary ? The executive summary is , in a way , the one or two-page synthesis of your business plan . It is the second page of your business plan document . The objective

9:00of the executive summary is to spark the reader's interest in minimal time and encourage them to read your business plan beyond that page . What is a pitch deck ? A pitch deck , in French , could mean a launch pad . So , it is

9:20simply your presentation support for your pitch , for your speech . Indeed , the pitch deck must be used to illustrate your speech and not to recite your presentation . So , in fact , uh we would recommend using different

9:40media on this presentation support , i.e. , this pitch deck , such as video , audio , photos , infographics , animations , etc. , to break the monotony and capture your listener's attention . Next , the pitch is simply an oral presentation . It’s the format , an

10:02oral presentation , and the pitch is a short , catchy story that makes your listeners want to know more about your entrepreneurial project . Pitching your project is a decisive exercise for convincing your audience . There is not one single type of pitch , of course , we will see that later . Indeed , a quick

10:24discussion about your project with a decision-maker in an elevator is not done the same way as a 15 - minute presentation in front of a group of potential investors . There you go . So , I hope you have well identified the different concepts and the four essential tools for the entrepreneur . Let’s move on to the art of the pitch

10:44. Jack , what does it mean to pitch ?

10:56Your microphone , Jackie , sorry . There we go . Hello everyone . Pitching well , the art of the pitch . I like the word delicate . The art of the delicate pitch . It is both delicate and , at the same time , a great introduction . Pitching is structured — and you will see — around

11:14several trilogies ; we have one that guided us throughout the methodology while preparing this webinar , but also the one where we prepared the methodology you mentioned a little later regarding the BPI-special pitch deck . Basically , the pitch is already you ; it is what you say , what you project , and what you convey — what you

11:32say verbally , what you project through non-verbal cues , for example , see , I use my hands , along with the tone of your voice . Is it what you convey through your visual aids ? We will see that these three elements are the foundation , as I have already said , of our methodology , the methodology with

11:49which we worked with the BPI . So , words are not enough . Tone and adding it is good . Body language , why not ? We will address these other points a little bit later . Anyway , what is a pitch ? It's the trailer for your project . It’s the trailer , as the American film

12:08studios would say . It’s the teaser you create to build desire , showcase , and interest people in the wonderful entrepreneurial or other project you have . It is also structured around a trilogy , a magic triangle that we will double with another triangle in a moment thanks to Magid . First of all ,

12:29the pitch is you . You are there , you are in a position to say I know what I am talking about , I know what I am doing . To add a little point in Latin to be our academic selves , we could say it is the " ethos " that is there , speaking , having the authority , being

12:44the expert , and being credible . Well , listen , it's me . Next , we have the audience . Who are we addressing ? How is this person you are capable of reaching the audience ? How can you , the advocate for your project , defend it , showcase it , use rhetorical flourishes , and add

13:04an emotional dimension ? And how is that , that is pathos . Thanks to the logos , your message , what you structure , what you argue , the words you are going to put on the way you present , the way you are dressed , how you are going to establish your credibility and how you are going to show that , well , the

13:24expert , I was almost going to say the boss , the leader , in any case the person in charge of your project , is you , right ! So , please , I repeat : it's the trailer , it's the trailer that prepares and which , like many , you have already seen trailers that make you

13:38want to see them and that tell you : " I want to see this movie , " or you watch it a second time to say : " Ah , that's actually quite good and I will continue . " There you go , that is generally what a pitch is for . What do you think ? Well

13:53, I only think good things about it . Uh , what is also important is to have a structure for the pitch . So here , we suggest a little methodology , a bit of a cheat sheet , because you need to have little mnemonic tricks . So , this is starting from the speaker , as you

14:09introduced just before . So , it's who is pitching , the knowledge , and also who we are pitching to ; that's very important , and we'll see later that we also need to adapt to the audience and the listeners . Back to the question of the objective . So , we come here to look for funding . Generally , we always talk

14:29about the pitch in the context of funding , but we can also aim to join an incubation program , for example . And then , of course , the message . So , we return to the first magic triangle , which is really the basis of communication between the sender , the receiver , and the message we need to

14:44calibrate . And here , we introduce something that is very important in our methodology : this notion of posture . It's how we pitch , and behind that , the visual elements : with what support , what slides I am going to display , and without it distracting me . So , regarding the famous acronym CQC QPP ,

15:06to know the who , what , how , and so on . Well , that's who is pitching , to whom , why , to say what , how , and with what support . And we will see it right after , always with this little triangle diagram . So , we return to the central triangle that you mentioned earlier ,

15:27Jackie : speaker , message , audience — the " who " addressing " whom " and with what message . So , very important . And here , we are integrating this inner triangle again , which is truly the posture . How , in terms of attitude , in terms of stage presence , I am going to

15:46embody the message I am trying to convey and with what support . We will see this later , depending on the different formats . The notion of support for us introduces the concept of the pitch deck , which we distinguish from the classic oral pitch on the fly , without a safety net or support , which is more of an elevator pitch . And we

16:07will provide you with a script in a moment . So , it's really about remembering that , based on sender-receiver-message communication , we also introduce organizational elements — the " how " with posture , visuals , and objectives . We continue

16:28with the audience . Guillaume ? Well , the

16:34audience , as we recalled earlier , there are several contexts in which you will be led to pitch , and therefore different listeners . So , depending on the nature of your project , its industry , its stage of development , and its ambitions , you will be led to meet and convince different types of

16:54stakeholders . As we saw earlier : throughout the entire company creation process , you will be required to pitch . Whether in phase one , the emergence of the idea , in phase two , during project development , or even once your company is registered , post-creation , you will also be led to pitch your project . So ,

17:15you will be — there are several stages . Indeed , there is one golden rule : every presentation and every pitch deck you design must be personalized . This is why we have provided different pitch deck templates to be able to adapt to various stakeholders . So , how do you

17:39know how to adapt ? You must find out precisely about your stakeholder's field of expertise , their operating methods , and their decision-making process . For example , it is obvious that pitching before a 2 - minute pitch marathon jury without slides is not done in the same way as pitching before a 20 - minute investment committee with a

18:00presentation deck . Looking at the second slide , we can clearly see that there are different pitch formats depending on the various stakeholders , ranging from shortest to longest . For an elevator pitch , we estimate the duration to be about 2 minutes . A short pitch is 5 minutes , an intermediate

18:20pitch is estimated between 7 to 12 minutes , and a long pitch is 15 to 20 minutes . We have formalized templates that we will present to you shortly , with all the design steps , and each pitch format adapts to the different stakeholders . We have identified various stakeholders , whether it's a

18:43short pitch you will give in front of a pitch competition . Before a pitch competition jury or at a pitch marathon . Recently , there was Go Entrepreneur — I don't know if you participated in the entrepreneurs ' event — there were many pitchers who did 3 - minute marathon pitches . By the way , Madjid and Jackie

19:05were at that stand . So , you have an intermediate-format pitch deck of 7 to 12 minutes to pitch to selection committees when applying for an incubator , a specific support program like an accelerator , calls for projects , or joining the Entrepreneurial Mentoring Institute , and so on . And

19:27finally , a long pitch deck of 15 to 20 minutes , which we consider the most complete . And since it is very complete , we believe you can pitch with this format during an interview with a loan approval committee , whether at Initiative France , Réseau Entreprendre , France Active , or ADIE , which all

19:48offer loans . So this format is suited for those stakeholders , but also for a bank meeting or a fundraising session , whether with a business angel , an investment fund , etc. So , globally Guillaume , it is recommended to be a chameleon . That is , in any case , what we suggest to our entrepreneurs who

20:08follow us and listen to us : to be able to adapt according to the contexts they encounter . So , during a networking session at a networking party or an event organized by local support providers , they must be capable of adapting . If their contact says " let's meet in a week and you have 10 to 12

20:25minutes to convince me , " well , it would be good to arrive with a visual aid , and definitely not the business plan , because you don't pitch the business plan ; you pitch a summary that you have scripted . That is why it is important to clearly distinguish the concepts I mentioned earlier and the entrepreneur's four

20:41essential tools , which are the business plan , the executive summary , the pitch deck , and the pitch itself . So , for those who haven't been following , because I saw some in the chat asking us to speak in French , I reviewed all these concepts in the preamble of the webinar .

21:03The audience , always the power of storytelling . So ... Don't overdo it , or so it seems . Ah , well we'll see about that later . You have to start doing it first . Once upon a time , there was a webinar at BPI about the pitch . With that sentence , I

21:24hope to have appealed a little bit more to the child in all of us , but above all , to have captured your attention , because taking the floor is also about taking the attention , isn't it ? You are in front of people ; if you are all alone with them , generally , it goes well . But if you are in front of an

21:39audience , a crowd , well , you have to recapture their attention because people are spaced out , going on their phones , and so on . You have to say I am here , I have something to tell you , I have something to present to you . There you go . And I always tell the people I

21:51coach or the entrepreneurs , the startup founders I meet , don't just present your project , tell its story , because there is a real difference . We don't remember , or not often , a PowerPoint we’ve seen , but we remember the story the entrepreneur took us on , you know . And that is the idea . And storytelling ,

22:09or narrative communication in French , is a powerful tool that helps us do that . Now , indeed , be careful , it’s not about spinning tall tales , like I’m feeding you a line and reeling you in , and then poof , everything is fine . No , everything is not fine . Either way , it will be at one point or

22:25another . No , telling a story means starting to captivate . It's looking , looking people in the eyes , creating a beginning , an end , and leading us toward what we thought would be a happy ending , you know . For example , how can you create impactful and credible storytelling ? Well , there are several

22:45things that often come into play and that will revisit some of the points we’ve seen before , the speaker , the message , who you are addressing , and so on . Well , start by , well , first of all , tell your own story sometimes , and that’s what we see ; people tell a story because they are a witness or one

23:03of the main actors . You had a problem , you saw it , and so on . Embody the persona , that is to say the person , or the people , the customers who are concerned by your project , and so on . You embody them . Sometimes it's you , or sometimes you are in an actor's

23:18position , you are going to play them . Live with them , live their problem , have empathy . Make others understand that this taxi problem you have trying to find one at 2 a.m. in Paris , well , it’s just not possible . And the person who created Uber , it seems , lived through that . That’s why he

23:35created it . In any case , that’s what he tells everyone all the time . Have empathy for people who raise dogs , cats , who have problems , who have things to solve . Okay ? Next , well , you have shown the problem , you have embodied the characters , you are there , and well ,

23:52unveil your idea , your solution , everything you are going to do to create your company , to renew , to revolutionize such a use in such a sector . There . And above all — and this is often the most important part — visualize the benefits , because often people present a story that remains a bit up in the clouds . You feel like

24:12you're in a fantasy world , like Lord of the Rings , or whatever you like . No , things need to be concrete . So , often when you have benefits , concrete results brought by your solution and the company you are going to create or the application you are developing , well , you have to visualize it , you

24:28have to get into the specifics . We’ve experienced the problem , we’ve empathized with the persona , now we must return to the concrete . OK ? And then with these client benefits , well , we hope all’s well that ends well and that people will come to fund you . Or at least take a bit more interest in

24:48your project , because pitching is also — you know , we talk about stories — a story is a script . A script must be worked on , written , and be compelling ; I always come back to the same image : if you make this script , this mini-trailer , it should make people want to see the rest of the film or , at

25:06least , talk to the director or the actor , and so on . So , it’s very important to take us along , to get us on board with your story , you entrepreneurs with a project , and to tell it to us , without — I repeat — telling tall tales or trying to trick us , because funders and people used to

25:27watching pitches aren't easily fooled . But that said , when we’re in front of a good movie , when we have something that unfolds , that is well done , that is well thought out , it still gives us pleasure . That's it for the pitch . So ,

25:41the message — we have the pitch , we have a structure , we have a narrative . Well , now we need to talk about the message because once you've captured attention , you also have to say something . Often , a pitch is a stand-up performance . I feel like standing up , but it wouldn't be practical , or I

25:59often call it a " sit-down " because you're sitting in front of your banker , you're in their office , the laptop is turned around , sometimes you have to do this , that , and so on . You're there , but above all , this isn't improv league . You have to work on all of this . You

26:14must be clear . You must adapt your language to the person in front of you . If they're a banker and you're an AI specialist , they might not understand you . There's no point in dragging them through hyper-technical terms that are hard to grasp . I often say , " Don't be afraid to be vulgar . " Uh , what did I

26:32just say ? Pardon ? Don't be afraid to be a communicator . If people don't understand what you do , adapt to them and make a " project for dummies " version . There's no problem with that . It's actually very good . They’ll thank you for explaining how things work . Timing is very important . Timing ,

26:49time is like honey ; it flows , and sometimes it's in your hands , and you don't know how to handle it . Timing — good timing at small events where they tell you , " You have two minutes , and if the bell rings , you're off . " And if you secretly hope they'll give you an extra

27:04minute , or that you'll manage to speak fast like TV presenters and so on — maybe it's possible , but maybe it's not . So , be really strict about your timing . And the last thing : the 3 R's . Repeat , repeat , repeat . Practice your pitch several times in the mirror , in the restroom , in front of your wife ,

27:25your dog , or your cat . You'll see by their expression — if you have a cat that’s on TikTok , they’ll react . There you go , keep repeating . And after repeating so much , I'll tell you one thing : don't just recite it . No , you become natural and spontaneous again because you know it so well by heart

27:41that you just do it . It's like comedians who perform sketches ; they've done them ten times , but when they do it , it feels like we're seeing it for the first time . And that's brilliant because we've learned it , because we know it , because we know what we're doing , right ? I love this saying right

27:54here . " What is well conceived is clearly spoken , and the words to say it flow with ease " — it's true . So learn it well and repeat , repeat , repeat . Those are some tips and tricks . Right , let's talk about the elevator pitch . So , I’m going to tell you a story .

28:11I’m in an elevator , right ? And what happens in this elevator ? My boss’s boss is there , and I think , " Shoot , there's this project I'm trying to sell to my manager , but it's not working . " There’s your boss's boss , and I need to take advantage of this opportunity very , very quickly . And so you tell

28:30yourself " I’m going for it , " and as the adrenaline rises along with the elevator , you say , " Hi , my name is Jackie . " " I’m from the innovation division down on the 3rd floor , and for the past few months , my colleagues and I have been working on a new project . "

28:46Then you hear a " ding , " and your boss's boss says , " Nice to meet you , goodbye . " And you haven't really said anything at all . So , the elevator pitch is something designed for elevators , but also for family gatherings or at a bar when someone asks , " So , what do you do

29:02for a living ? " And if you start rattling off a bunch of things they aren't interested in , you’ve lost — as we mentioned before — your timing coefficient and the time you had . Okay , so the elevator pitch is good , it’s like a movie trailer , I’d almost say an even shorter one . It’s like what

29:20we see on TikTok , the stuff that’s fast and makes you want to click , or on Instagram and so on . So you have to be ready to quickly skip " what my name is " and instead say , " Here’s my project , here’s the problem , here’s what I want to solve , and how I’m going to

29:34do it . " And you add one or two punchlines to your message . And there you go , either the person will hold the door to say " take my card , let's talk about it later , " or they’ll hold the door and ride back down or up with you — and then you’ve won . You can talk

29:48to them a little longer about your project . There you have it , that’s the elevator pitch . The goal is to be quick and punchy . If we liked soccer , we’d say " straight to the goal . " I don’t remember which team says that , but find your punchline , have fun , and don’t tell them your whole life story

30:06because , in an elevator , storytelling is less important — or it matters in a different way . Madjid , it’s your turn to tell us another story in an elevator . I think I I would like to reiterate something . The slides we are showing are excerpts from our methodological guide , which

30:26you can find on the bpifrance-creation.fr website by creating your " Pass Cap " account . Thanks , Guillaume . Most questions are being asked in the chat instead of the Q & A tab . So , I’m going to answer Dalila regarding an example script that Guillaume and I developed . In any case , we really enjoyed scripting all of

30:45these pitches . So here you have an example of an elevator pitch , and you will understand the context in which it is formulated . My name is Gaston Dubois , and I am the project leader for Envie d'Ailleurs . Let me tell you the story of my cousin Nina , who went on vacation with a group of six friends . It was

31:03very difficult during this trip to agree on activities that suited everyone’s interests . So , I questioned people around me to verify if the experience Nina had wasn't an isolated case . I took the opportunity to observe consumer trends in the travel and tourism market . As a result , the travel apps I analyzed didn't account for this type of situation .

31:24Consequently , I decided to work on developing an app that takes everyone's desire for discovery into account . I am here today to apply to your new support program , which will allow me to bring this project that is close to my heart to life . So , this is a fairly simple structure that already helps highlight

31:45who you are . We are not necessarily talking about an elevator pitch where you have five floors to ascend and only a few seconds , but as you saw when reading , this took less than a minute . Some of you timed it . Thanks , Clément . At 30 seconds . Well , I know how to go

32:02faster on the freeway . The name of your project , the persona . So immediately , earlier we were talking about pathos . We are going to identify ourselves , take a concrete case , a lived situation that we experienced ourselves or that someone around us experienced , an observation , an analysis . Exactly . And the person will embody

32:18this pain point . That's what's interesting . So the character , Nina , and here we are going to point to the problem . We are clearly going to verbalize the problem in one sentence . No need to say a ton , to make a whole chapter out of it ; it's just one sentence — what is the problem I want

32:36to solve ? Then , beyond the problem , which is very micro , we will show that we have observed a market , that this is not an isolated case , that there are many Ninas who have experienced this , and not just 18 - or 20 - year-old Ninas , but that other people at 40 , 50 , or 60

32:57have faced the same constraints when going on vacation with friends . Identified needs . So here , we reformulate the need , and here , we also look in terms of benchmarking at what the various players already in the market are doing because we aren't alone , and we also show the trends and developments . Uh , and here , we explain

33:19the solution we are envisioning , a starting point for a solution , an intended solution . Once again , I insist on this , uh , because , uh , I , Gaston's project is still , in quotation marks , in its early stages , but it needs to be fleshed out a bit more . So , perhaps the

33:33initial solution he imagined won't be the final solution later on . And here , he clearly formulates the customer benefit , the competitive advantage , in quotation marks , that he derives from it . That is important . And at the end , the objective of the pitch . Why am I telling you this ? Because I want to get

33:48into a program . Because I need your support , I need your guidance . I need your funding . I need your , how should I say , seal of approval . There you go . So , why am I pitching in front of you , and in what context , and in front of which audience ? Which we already

34:03brought up earlier with , both the objective , the message , and the audience . A very simple example to give you a few keys . So we could have given you more , but after a while , too many examples kill the example , and I think that for this one , you just have to change the headings , in any case .

34:19Jackie , yes , indeed , and here there is a slightly longer version , so 30 seconds that were timed . Uh , we can make it slightly shorter by getting straight into the persona , highlighting the problem well , talking a little less about the market , talking about one's solution and saying , " Hey , listen , we

34:37can meet , I can tell you about it whenever you want , okay ? " As we were saying , there isn't just one pitch , there are several pitches with different timings . But you have here a great matrix that is very often used . It's also up to you to see , depending on your speaking pace and so on , how

34:50you want to do it . Or if you're at La Défense , or if you're in an Haussmann-style building where , sometimes , the occupants move a little less quickly and where you can take your time , or go straight in by saying , " My name is Nina , " well , my cousin , and so on , and go through all of this ,

35:05right ? There we go . Very good , Guillaume , let's move on . So Jacky , after the pitch , yes , once we've pitched , I hope you have your business cards ready to hand out . What's very

35:26important is the prep I mean , you have questions , people have questions , and sometimes that's the moment we dread the most . Well , the most or the best , what I love telling my pitchers , my entrepreneurs and everyone , is to prepare for the three killer questions you really don't want to be asked .

35:48They're the most important ones . If you can answer those , honestly , you can answer anything . He who can do the least can do the most , or he who can do the most can do the least . And of course , you shouldn't say — you should sometimes say , " Thanks for asking that .

36:01" That's the real trap question for our project . That's why I'm here looking for partners , CTOs , developers , investors , and you’ve put your finger right on it , which is great . It's also a way to defuse the situation and show that you know your stuff , that you're the boss , the expert , the credible one .

36:19So , don't bury your head in the sand ; you should say , " These are the three questions I hope I don't get , but go ahead and ask them , I'm here to answer . " For the rest , I'm sure you'll handle it well , but make a list like that and practice . Ask someone in your circle , "

36:35By the way , what about this or that ? " and if they hit you with a tough one , great . Even if it stings , you say , " Good point , but here is my answer . " Maybe you can even help me find the solution , because you might be an expert in your field and I’m looking

36:49for one , because I don't know everything , but I know how to delegate and surround myself with the right people . That's the prep , we talk , we look , we answer questions , we stay , if possible , in control of our emotions , and we don't say , " No , that's not it ,

37:04you didn't understand anything . " We're here to discuss , and sometimes , the killer question will help you progress more than the question that just repeats your project and says , " If I understood correctly , it's this , bravo , it's wonderful . " » It's great to have this kind of feedback , and it's great

37:19when people tell you , " Houston , there might be a problem here , " and that's a good thing . That’s what's so great about it . Oops , I think I might be going too fast . You have to so , key words , time yourself , adapt , practice , be clear and bounce back ,

37:40anticipate . There you go . Exactly . It's real work , it's your work , it’s the movie trailer . It makes people want to go for it or not , and that's important for you . Let’s talk about the pitcher's

37:56posture , the pitcher's postures . We're going to linger . We need to linger on this slide because , for me , it's at the very heart of our thinking and our value proposition . We ourselves are pitching a project to you . We're promoting to you , I would say , the methodological guide and the foundational work that we've been

38:17building for a few weeks , a few months , with Guillaume and Jacky . And so , based on our experience , I would say we see pitches very , very , very regularly . And it's true that what Jacky said earlier about this notion of a pitch , it's a play . It has a beginning , an end , it's

38:36a story , there are twists and turns . You have to script it , and whether you're pitching alone or as a group , no matter what , you have to embody different postures that will reassure your audience , your contact , consciously or unconsciously , whether they are a banker , an investor , or a program manager . In short , the person

38:59you are trying to convince needs elements of certainty , needs to verify and validate certain points that will reassure them about whether or not to take you on , or accept you into the training program . So let's start with the observer . This posture , which is very important , is that being curious is not a bad trait . On the contrary ,

39:20it's a very fine quality . Be curious . Observe what's happening around you , demonstrate that you were able to identify the need , that you were able to start from a pain point , a struggle , a frustration that you experienced yourself , a difficult family situation , whatever it may be , but in any case ,

39:37that you were able to start from that and go from the micro , from the small detail of your own experience , to saying : " Wait , have other people experienced the same thing as me ? " » Do other people face the same difficulty as I do ? And here , you must show , demonstrate that you knew how to

39:54analyze , to observe a market starting from the persona and working back to the market . So that is truly a key element . Next , we arrive at the actor phase . Meaning that once you have managed to demonstrate — and here you are more in an analytical posture , here you are more on the brain part , left

40:10brain , uh — here you show that you are capable of being creative , capable of getting into the game , of entering the game , since now you have analyzed your market , you know who you are going to play against or with whom you are going to collaborate . And here , you decide to become an actor in this market . So you

40:26are going to unveil your solution and this solution required inventiveness , required creativity to develop it . And so here , you are going to insist on the solution , the product , the service you are going to deliver . You are going to demonstrate that in relation to the missing puzzle piece , the gap identified in the observation phase ,

40:46you are capable of designing the right solution that comes to complete and fill this void . Nature abhors a vacuum , you know that very well . Then , very important , you must not pass for a gadgeteer , an inventor who had a good idea , a good product , but it is also to show that you have this capacity , once

41:04again , this aptitude , this posture of a conqueror , or a female conqueror as well . After , we put both images for you , there is no gender issue at this level . Show that you are capable of conquering , of entering this market , of having a commercial strategy , a strategy also performant , that you are

41:23capable of doing a lot with little . Because when you start in entrepreneurship , you don't necessarily have colossal sums to put into advertising , into commercial strategy or to recruit a team of salespeople . So you are yourself , in any case , the first sales rep , the first salesperson of your company . So show that you have

41:41this capacity to go now that you have the right product to address it to your targets and set up the ad hoc strategy . Another element of posture on which you will have to reassure your audience is showing that you are capable of juggling with numbers . You are capable of giving musicality to the numbers . It's very important that you are a good

42:02manager , that you are comfortable with figures , because the investor , the banker , or whoever it may be , is going to entrust you with funds , making an investment , placing money in you because they believe in you . It's up to you to show that you have the ability to project yourself over two or three

42:20years , that you are capable of estimating your necessary cash flow , calculating your working capital requirements , and so on . You are comfortable with these simulation elements , even if by definition a simulation remains inaccurate , but the idea is to get as close as possible to reality . Another element is your ability to engage your audience . We

42:44talked earlier about ethos , about who you are , about this notion of embodiment , about your values , your vision , the vision you have of the problem you want to address , and how you wish to — why not — change the world , change the game , how you want to make the lives of sick women better .

43:03That's what Même Cosmétiques did , in fact , which I had the chance to support , focusing on women affected by cancer . It’s really about restoring femininity , the place of femininity within the illness . It’s showing how you want to break the codes of education . Like those 13 or 15 - year-old kids , Pierre and Mathieu , who are

43:20behind OpenClassrooms today ; it was " Siteduzero " about fifteen years ago now . It’s the vision you have and showing that you have beliefs , that you have values , and that you wish to embody them . If you have a social or environmental impact project , you must also not hesitate to talk about it ,

43:38both in your vision and of course in the product , or even initially in the problem you identified during the observation phase . I could talk about it for hours , I’ll stop here . As I said , each posture ultimately corresponds to a stage of designing the pitch in correlation with all the work done beforehand in the business plan .

43:59We can draw a parallel . The observer's posture corresponds to the market research and problem identification phase . The actor's posture corresponds to the phase of presenting the solution , along with the description of all the customer benefits and the competitive advantages behind it . The conqueror

44:22posture corresponds to the phase of presenting your commercial strategy — that is , how you will reach your customers — and presenting your business plan , which is to demonstrate how you will make money . We can also draw a parallel with the manager posture ; it corresponds to the phase of presenting the financial elements . And

44:45finally , the visionary posture , which corresponds to the phase of presenting your company's development prospects in the medium and long term . Parallel stage : pitch design and posture . We pitch the , I would say , the building blocks of the project , whether we are alone or in a group . So , if there are

45:04several of you , it’s good for everyone on the team to embody them . It could be the main project lead , the inventor , the initiator of the project , but it also shows that perhaps they are more introverted ; it's really the conceptual part , the inventor , but they have a sales team , they have someone

45:20who will embody this conqueror posture . They have someone else on their team , Ms. Numbers , a Nadine for example — a little shout-out — who knows how to juggle the figures because you also need to reassure people that you aren't just a creative or an inventor . Yes , Jackie . Yes , and we’ve talked a

45:39lot about stories , cinema , acting , plays , and being on stage . That’s the case for those who pitch . What I love about this modeling of postures is that we really have characters ; the characters are right there . It’s up to you to embody them , up to you to take on the tone of an observer from

45:55time to time , or of a slightly more elevated expert , or of an actor putting emotion into the conqueror by saying we want it , we have the desire , we have an insane mindset . The manager is the professor in the background or the one on their computer preparing all this in the films ; the visionary , is that the

46:11magician and all that ? And that is what I find wonderful about this modeling : we are also talking about this pitch where , ultimately , you are playing a role , you are playing roles , and the fact of making them concrete like this , I think it can help you say to yourself : " From time to time I take this

46:26posture , from time to time I do that , " or " How do I adopt it and how do I verbalize it , " right ? I really like these five postures . I find it very helpful , honestly , take some sticky notes , place them and say , " Okay , here's my competitor , what do I need to

46:40say for this ? " Here , I do this ? How do I function ? Uh , there you go . Let's move on to the next slide . So , let's continue with posture . It's true that , well , listen , I was going to say , without transition since I almost started saying this , is that you have

46:58to present it , but then you have to be understood and above all , you have to manage the different postures you have at that very moment , just before the countdown when you’re about to present , when you're going to take the stage , right ? It's often that , or in the privacy of a banker's office , or at

47:16a bank because you are with family . What is important , well , first there's the issue of stage fright . Let me reassure everyone here . Emmanuel Macron , Joe Biden , and so on . We , before starting this webinar , all have a moment of stage fright . And actually , what we tend to forget is that as soon

47:34as you start speaking , the stage fright will slowly or quickly disappear . There you go . So , there are plenty of techniques , things , how to manage it , and so on . I'm going to give you a little one . First , you need to breathe well . You shouldn't drink too much coffee beforehand , and don't overthink

47:48it . Personally , what I like to do beforehand is ask myself : what is the first sentence I need to say ? And I repeat it to myself several times . If I am in a place where I don't have the privacy to do it . You go to the restroom , you repeat it two or three

47:59times because it's often the first sentence that we stumble on , which then gives us more stage fright . There , you do it , you’ve got it , it doesn't matter , it will disappear , that’s for sure . Why ? Because you know , you are here , and if you make a misstep , if you

48:14stumble a bit or things like that , you see , it happens to us too , and well , it's not that serious , and your project is what's very important , and so are you . But there you go , so stage fright , we always make a mountain out of it , but everyone has it , and honestly ,

48:29there are plenty of people who say , " It shows that I’m nervous , " and well , I'll tell you one thing . Actually , it doesn't show ; it's your inner self that feels like it does . And then finally , as Oscar Wilde would say , " Be yourself ; everyone else is already taken . " You're

48:44a bit nervous , well , you know what ? Say it . What a beautiful assembly . And honestly , I'm nervous . But I'm going to tell you the story of my project anyway . Nervousness . Next , there is attention . How do I get it ? Right now , you are , I don't know how many we are , there's

49:01700 , 800,000 , etc. I can't have everyone's attention . But when you are in a small group , look at them , tell a joke , start by getting their attention . Stand up . I really want to do it . I'll do it at least once during this seminar . I'm going to stand up . Stand up ,

49:17firmly anchored to the ground . Open your hands , smile , move a little toward your audience . Don't be afraid . Show them that , on the contrary , you're in control , you're the boss . OK ? You're there , and I'm going to ... well , don't put your hands like this to say "

49:32Alright guys , what's going on ? " No , no , you are anchored to the ground and you'll see , it will give you energy . I almost wanted to say power , but that's what's good . And you know what ? Silence , we are afraid of it , but it actually shows that you are the one thinking ,

49:47who knows , and who manages your time as you wish . OK ? Attention . Well , I already talked about it a little bit . Physical imposture , should we stand up or not ? The most complicated part is when you're sitting down . So , you see , we are holding our seminar like this .

49:59We could have done it standing up , but it's a bit complicated . You're with your banker for 15 minutes , 10 minutes , you're around a U-shaped table , everyone is chatting , etc. How do I do it ? How do I manage to be comfortable , not cross my feet , not tap — can you

50:12hear it ? — my feet on the floor , not do all this , play with my hands , and so on . It's sometimes complicated ; it's something to look at . You have to practice , you know . I often say there are many people who pitch , they are sitting , they do their pitch sitting

50:23down . Now , you have to do it standing up . You must always be standing and looking , you know , to gain the habit , the confidence . You'll see , you won't need to go to the gym anymore , you'll have legs of steel from standing all the time . It's also about that . But

50:35then , it's the words , the gestures , the tone . That's very important , the tone . And I think we're getting there now as well . The tone is your passion , your ability to say , " I believe in my project , you should believe in it too . " Because if you speak like that and

50:53you’re a bit hesitant about your project and all , we’ll be too , you know . You know , sometimes the audience is a sponge . So , you have to know your project . When you improvise , you search for words ; you aren't always quick-witted like you are with your friends cracking a joke . Exactly . I saw

51:10a question from someone who asked , " How do you avoid sounding like a robot when you've learned something by heart ? " Well , that's the example I gave , stand-up or actors , they’ve learned their lines by heart . And yet when you watch them , you get the impression it’s spontaneous , that it’s the

51:21truth . And you will see that with practice , it will come , and it won't be like reciting in school , you know . But you still have to know it by heart . Otherwise , you’ll hesitate , search for your words , etc. , and that will give you stage fright again , and that’s not good , and it’s not the

51:35right time for that . Right , be enthusiastic , be positive , and above all , and I’ll end on this , you always start out great . In the middle , you’re a bit tired , and towards the end , when you need to say again : " Hey guys , believe in my project , " well , you

51:51have to find energy throughout and try , during these 2 , 3 , 5 , 7 minutes , to always be on top , on top , on top . Actually , it’s a marathon that is a sprint . You always have to have the pedal to the metal . Okay ? And that is something you can work on . Do some

52:05exercise beforehand . Thank you , goodbye . Thank you , Jacky , for all those great

52:10tips . We will now move on to the 6th chapter , the pitch support . How to create your pitch deck ? So we are going to do a quick demo of our tool , Mon Pitch Deck , which I remind you , you can find on our site bpfancrecreation.fr by creating an account , uh , and a pass

52:26créa that you’ll find on the homepage . It’s very simple . By the way , thank you , Delphine in the control room , for sharing the link , uh , to create an account on the bpfance récréation.fr site . So , Madid , any advice before we start ? Uh , what are some things to avoid or do , a couple of

52:46tips before pitching ? Well , usually , it's mostly when we have a pitch deck , we have visual aids , we want to , we are tempted to read them . That is what is truly dangerous . The visual aid should tell something complementary to your speech . It is there to support you , and people know

53:02how to read . So , if you yourself just read your slides , they will notice within the first few minutes because we only have one chance to make a good first impression . That , you mustn't forget . So , from the start , there is the visual element , and you are there to comment , you are there to really

53:16embody something . So , really , the difficulty , or rather the pain point we often find , the main thing to avoid , is reading . Reading — people have their little notes , and you really need to embody the project . You know what you are talking about , it's your project , it's close to your heart . Put some

53:30sincerity into it . And so , it's the same thing with jargon , slides that are too cluttered . We want to provide too many figures . Anyway , because we are very generous , but by trying to do too much , after a while , we blur the messages and confuse our audience , to put it simply .

53:49OK . So , lacking illustrations , particularly on the slides . Drowning the audience in fluff . Jacques mentioned it earlier , storytelling is about telling a story , not telling stories or making things up , so to speak . So , um . We are moving on to the demo . So. Yes , we are moving on to the demo . In

54:09any case , as we go through the demo , we will give you a few more tips . So , no worries . So , the intermediate pitch , as we said earlier , who was it aimed at , in front of whom , and in what format ? Well , of course , it's an oral pitch with a

54:21presentation deck including . That's a choice , a decided approach : 14 slides that we need to pitch in 7 to 12 minutes . And the goal of this intermediate pitch is to get support in structuring your project before registration , and of course , to obtain funding . So , the standard outline that

54:43we have chosen to propose for an intermediate pitch plan . So , we can break it down into four acts . There is Act 1 , market and problem , which includes step 1 : the market , step 2 : the persona and identified problem , and step 3 : the competition . So , step one ,

55:06the market , is of course that you have identified a promising market , you are going to analyze the market and explain that it is a growing business sector . Step 2 , the persona and identified problem . This is where you will explain that you have identified a need . Uh next , the competitor analysis . Step 3 ,

55:26demonstrate that your product or service has a position that is credible , attractive , and of course different from what already exists on the market . Next , we can group steps 4 and 5 into an act 2 which we call solution and customer benefits . Uh the solution , this is where you unveil your solution .

55:48Uh so the presentation and characteristics of your product or service as well as the value that drives this product . Next , step 5 , the product manufacturing process , the user journey of the product or service . So in the manufacturing process , you will emphasize the steps of manufacturing your product . We will maybe detail it a

56:10little more when we explain this slide later . Uh an act 3 which groups slides 6 , 7 and 8 which we call strategy and business model . So here in step 6 , you will explain your business model , describe how your company will make money and create value . In step 7 , that

56:31makes a very good transition . We move from the business model to the presentation of the team since in the business model , you have identified the resources and the costs . So you will explain that there is a real match between the team and the business model and therefore demonstrate that you have managed to bring together a dream team

56:49in step 7 . Step 8 of the pitch plan is the commercial strategy . So here , you explain how you will manage to reach your customers according to the different channels you will use . And then act 4 which groups steps 9 , 10 and 11 , sales , expenses , financing plan . So

57:09here , these are the financial elements . You will explain how you build your annual turnover in step 9 , sales . In expenses , you will roughly present the total of your operating expenses by grouping them by category . We have given you examples , notably in the slides that you will see later . Next ,

57:28the financing plan . So step 11 . There you demonstrate that you have identified the investments necessary for your project . And finally , the last act which is the step of prospects , so step 12 , development perspectives . So here you will highlight your development perspectives in the medium

57:49and long term . So now we're going to look at the design stages for the intermediate pitch , which you can find on the site , I remind you , bpifrance-creation.fr , by creating your account . So , let's move on to the demo . Magim Guillaume , just the model . Regarding the slide you commented on ,

58:05they will see it afterwards because it wasn't on screen , so it will be rendered right after the demo for ... Yeah , it's a summary . There you go . A summary , so in demo mode . So quickly , we won't go through them all . In any case , we offer you a template like this

58:21one . You will have the option to download three PowerPoint templates from the BPI France Création website that you can modify as you wish . But in any case , you will have a short version , an intermediate version like this one , and you will also have the long version . So here , we remind you of the

58:39posture to adopt , at the bottom of our guide , my slide on how to build your slide and the common mistakes . So here , we give you some tips and , above all , the message you will deliver orally . And so we clearly see the complement and the triptych we mentioned at the start : what pitching is , what I say ,

58:57what I project , and what I display in terms of support . So here , we're going to show you a quick little model . So here , for example , on how to present your market's key figures . A mistake to avoid is trying to do too much or giving too many figures . Here , we offer

59:14you a template to really create a small infographic with 4 , 5 , or 6 key figures , and you can modify the slide as you wish . So really rely on infographics , and we find the posture of the observer here . Show that you have managed to find the key figures , that you have been able to synthesize the market , in

59:32any case . So here , we insist on , I would say , the persona and the problem . So we come here to embody it with real faces . You should avoid using little avatar photos and the like , and instead use faces to really humanize , I would say , the problem and the need you have

59:51identified . So that is one of the tips we give you , and each time a reminder of the posture to adopt in terms of physical and stage presence , and then , once again , the message to deliver regarding the persona part . So we won't go through them all , right ? So here , for the competition section , we explain

1:00:09how to present it , and each time , for example , on the Persona section , you'll have the option to adapt the slide template we provide . So , for each one , you'll have a commented slide and the templates available for download . Exactly . Commented and illustrated , plus a blank template to fill in . And

1:00:25to fill it in , you can use our methodological guide . So , we'll quickly move on , for example , to the solution ; we can show the product , right ? That's what we really ask of you : to show the product visually . And here , we explain how to present it . So , there was a

1:00:42question earlier about the business model . Should we pitch it , at what point do we pitch the business model , and so on ? Here , we'll also explain the manufacturing process . This is also a question your jury might ask themselves while listening to you . But concretely , how is it manufactured ? Where is it

1:00:55manufactured ? With whom ? Which partners ? So , we'll explain the manufacturing process here , or as a variation , we'll explain the user journey if it's more of a digital solution . Once again , we provide all the editable , downloadable templates for that . So , we mentioned the business model earlier . The one

1:01:14thing not to do is to show up with the Business Model Canvas . If you've followed the key steps of creation via the BPI France Création timeline , you'll be led to create the BMC in blocks and ... It's tempting to copy-paste the matrix onto a slide and say , " Here , I'm going to pitch my BMC , "

1:01:31and we awkwardly try to say too much by commenting on every single block . There are too many of them . We don't put text there ; we'd rather invite you to use visual elements , really just small icons for a simplified BMC . A simplified BMC in five blocks . We always have the " what , " the value

1:01:52proposition in the center , the " how , " the " to whom , " and immediately the financial elements that will serve as a transition for the financial section . Right after , the question arises : at what point do I talk about my business model ? The business model comes at that moment . In our staging for the

1:02:05intermediate pitch , at least , we'll break down the key activities , key partners , and key resources so they come a bit later . And in this instance , you have the model that is — the template — which you will have the ability to modify and adapt . So , for example , the team — the team is

1:02:24part of the key resources . Show once again that you have known how , uh , to bring together the dream team . How to ... how to bring it up ? Or , if you are all alone , well , show that you are also , uh , the right man or woman for the situation regarding this project and

1:02:36that you have a real vision , an aptitude for this subject , a ... this sector , or even that you already have a background in this line of business . So , uh , these elements of posture keep coming back . Here , we explain to you how to structure your slide regarding the team . And then likewise , we arrive

1:02:53at the commercial strategy : how will I , uh , convince my clients that I have the right product , how will I reach them . So , the entire commercial strategy , uh , and , uh , this is really , uh , very important to adapt according to the channels you are also going to choose .

1:03:08That is why the distribution channel dimension does not appear on the simplified BMC , since you will integrate it into the commercial strategy section . So again , we offer you a template to adapt according to your project to explain your commercial strategy and your digital strategies , since now everything regarding a

1:03:29commercial conquest strategy also happens and passes through digital . So here , you will need to explain , uh , the strategy and , uh , the relevant financial elements . So , you will have access to all these , all these , all these slides , okay ? Uh , all these blank template models are accessible on our site and you will

1:03:47only have to fill them in . And here , we arrive at the financial section . Uh , show that you are capable , beyond the commercial strategy , of going out and making revenue , hard cash , of making sales . So , it is very important . Hence the need to show the sales table and explain how you will

1:04:04build your revenue in terms of average basket , etc. , number of services . That we explain , that you really explain how you are going to construct the revenue at least for the first year , and then we transpose it to the 2nd , 3rd year . So here , likewise , it is editable directly in PowerPoint , modify via the

1:04:25slide , modify the data and modify the graphs directly on the PowerPoint master that we will provide for download on the Bpifrance Création site . And so , where there are sales , there are also expenses . Show that you control your expenses . That is also very , very important . The first year , they can of course be higher than the

1:04:42turnover . So you might end up in a deficit , which often happens when starting a business . You must not forget that at the beginning , the car is at a standstill . So , the time to start the engine , shift into first gear , and get going , you might reach cruising speed after maybe 12 , 14 , 18

1:04:57months , hit your break-even point and really start to see some better results and profit . So once again , we offer templates to modify , and we move on to the financing plan . So , the financing plan is where we also explain the role that our stakeholders , in this case , financial partners , will play . If it's

1:05:19in front of a banker : " Mr. Banker , given the project , I am investing this much , and I am requesting this amount from you . " Or for an honorary loan committee like Réseau Initiative , France Active , or Réseau Entreprendre . " Dear committee members , I am requesting this amount from you ; in my

1:05:37financing and costing scenario , I intend to ask you for this specific amount . " So we clarify everyone's role in the financing strategy , since that's what we're here for . There we go . And you should never end a pitch with financial data . What I’m telling you now is very , very important . Otherwise ,

1:05:56most of the questions will be about the finances instead of returning to the relevance of your project , your vision , the problem you've identified , and so on . So , focusing on the market and innovation aspects . And the idea here is really to pivot back to growth prospects . You prepare your business plan for 3 years . Show that you have

1:06:17the ability , based on your market trends , to look beyond those 3 years and that you're on a clear path to really change the game . There you go . And if I may add something , indeed , if we end on the numbers , it's better to summarize your idea and your project , because after a certain number of

1:06:35slides , people will have forgotten it . And if we end only on the numbers , I don't think it's a good way to finish a story . So we return to the summary from earlier , commented on by Guillaume , who explained the plan section . Let me stop you for a second . I just want to remind everyone about the tools

1:06:52, because I saw a few messages pass by in the chat . I want to remind you that all the tools on the bpi-france-creation.fr site are free because I saw that some people were asking if it was paid . So even if they try to sell it to you , it is free . There you go , you need to

1:07:05know that . They don't collect VAT . So it is free , it is available for download . Bpifrance Création is truly the essential site for entrepreneurs . You have all the resources , it is a gold mine . So , regarding the pitch outline , we won't go back over that , and what was mentioned earlier , which

1:07:22Guillaume commented on , we will just return to the intermediate pitch to explain that we have summarized it into sequences and acts , since we used the analogy with Jacky earlier regarding theatrical staging , telling a story from beginning to end , and so on , like a TV series , with chapters and seasons . So here , the sequencing of acts is

1:07:42really very important , as is the posture to adopt for each of the steps , both in the outline and the act , and the timing to try to respect to meet deadlines . And so , the intermediate pitch deck model that we showed you , we have the same one for the short pitch and the same for the long pitch . So you will

1:08:05find all these pitch deck models . So indeed , we have a different outline for the short pitch and a different one for the long pitch . The long pitch being the most complete . The most complete , but you must be able to adapt , once again . And in this case , I will take the example of the short

1:08:24pitch . In the short pitch , from the start , you arrive , take the stage , present the team , the entrepreneur , and they establish their legitimacy , and that is why we address the team right away . Whereas in the long pitch , as you saw for the intermediate pitch , a conqueror's posture , we start with

1:08:38the team with a conqueror's posture right from the beginning , and you have the team arriving a little later . So , the more time you have , the more you have the possibility to tease the project a bit more and reveal your solution in the middle of your speech . And the less time you have , the more

1:08:54you point to the problem immediately , because you always have to show that there is a problem , therefore the solution , and the solution will only have value or power of incarnation if it is correlated with a problem . So , we'll quickly move on to ... Well , quickly , to make a successful pitch

1:09:11deck , it's very simple and , as I told you , you just need to click on the " My pitch deck " tool once you have created your Pass Créa on the bpifrancecreation.fr website . And , at that point , you will be able to download our methodological guide which will accompany you step-by-step and explain how to use our three pitch

1:09:27templates to complete : short , intermediate , and long . Any questions ?

1:09:33Uh , I have a question from François , he asks the following . So , can this methodology also be used when you have already created a company or for business development ? Well , in a development phase , you will need , no matter what , to go , I would say ,

1:09:54perhaps look for clients , partners , and continue to convince . Maybe a financier , or maybe to join a larger company with a view to an acquisition , a collaboration , a partner abroad ; in short , no matter what happens , there is always a need to convince and to sell your project , your product . So , you

1:10:14will just have to adapt between the commercial pitch and the entrepreneurial pitch . What do you mean by Persona ? Question from Lauren . Well , the persona is , in quotes , the composite sketch , the typical profile of your target . So , I took Nina earlier , the 18 - year-old girl who travels a

1:10:35lot with friends because they like to travel in groups , in tribes . So , there you go . So , in any case , provide a typical typology of the target you wish to identify and address with your solution . It is actually knowing your client well ; it is having the profile , the composite sketch of your client

1:10:55before your eyes and saying : " I am addressing the housewife under 50 " ( which no longer exists ) , but " I am addressing young people of such and such age range , " etc. , and they are the ones I want to convince . And since I see them and I have portrayed them ,

1:11:08well , I know how to address them because I know how they express themselves , what interests them , their interests , their budget , and so on and so forth . That is what a marketing persona is . It is actually a marketing term . It's segmentation , right ? So , there's a lot of work at the beginning on market

1:11:20analysis . You do a demand study , and then you segment and say , this is my core target , it's right here . How long on average does it take to be ready , I mean , between the business plan and the pitch ? Well , that varies . It all depends on where you are , so to

1:11:36speak . If you are still just an aspiring entrepreneur , you just have the desire , or you have an idea , you have a project , it all depends on the sequencing . But I always use the analogy of a pregnancy . For me , a project , uh , it's 9 months , you know .

1:11:49On what occasion can we see people pitching ? Madin ? Oh , even Jacky , Jacky's Pitch Factory . Jacky . The Pitch Factory at Gorepreneur every year in Paris . A Gorepreneur . We see it on TV on M6 , we see it everywhere . Well , to see pitches , you have to get out .

1:12:07Yes . You shouldn't just be sitting in front of your computer . You have to get out , you have to say , hey , what's happening at the Chamber of Commerce in my department ? What's happening here in my territory at the incubators , what's going on ? Uh , go to hackathons sometimes organized in business schools

1:12:24and so on . In short , you have to get out , inquire , look around , see if there are meetups nearby . There are tons of them all the time everywhere . And before sometimes there are plenty of things we don't know about that are happening , and frankly , you'll see , you'll find them everywhere in the

1:12:39regions , with all the wonderful entrepreneurship players in France right now who are doing everything for young entrepreneurs and project leaders . You'll see there are huge , there are enormous opportunities to see people pitch , and please , for heaven's sake , don't just stay on the web or behind your computers . Get out . There are

1:12:56competitions , you know , competitions like the MOVG , the Pépite competition for students , VivaTech . Entrepreneurship for all , too . Exactly . Exactly . Entrepreneur for all , entrepreneurship for all , which you can find . Talent competition , Talent of the Cities competition . Anyway , there are plenty to go and see what's happening

1:13:12at VivaTech coming up this October . You'll talk about it later , Guillaume , at Big , you also have startups that come to pitch . Anyway , so go see all these big events to immerse yourself and see a little bit of what's going on . Question from Sarah , can we show a video to present the project ? You can

1:13:28definitely do a video pitch , just like a video resume . Uh , it’s going to be the same thing . You write your script , uh , you tell your story , uh , somewhat based on the script template I offered you earlier . Uh , and you can put yourself on camera or perhaps do a

1:13:43little extra editing , uh , where you could also maybe add a voiceover over visual elements . So you can do both . Both put yourself on camera , embody it if needed , so it’s not just you alone in front of the lens . But you can also , with these videos , take advantage of the video format to do some editing and

1:14:03, uh , do a product demo , etc. , or a user journey . You can do a lot of things . I think we’ve , we’ve answered , uh , the majority of the questions . I saw that Jackie and Madid , you had also answered directly , uh , in writing . Uh , Delphine also answered

1:14:21quite a few questions , and in particular , I see there are questions that we answered during the webinar as well . Uh , hmm . Hmm . So we are reaching the end , uh , of this webinar . Uh , I invite you to register , uh , for our event that we hold every year , uh , at the Accor Arena Paris on

1:14:43October 5 , 2023 , for the Big event . Big stands for Bpifrance Inno Génération . So , uh , it’s an event that is , uh , the largest business gathering in Europe , designed by and for entrepreneurs and driven by the values of Bpifrance . So it’s a unique

1:15:03opportunity for visitors to develop their business and their network . It’s a day to understand the challenges of tomorrow , uh , and technological trends . We have over 500 workshops and conferences that will be broadcast on the big day , live in audio and video . So it’s an event aimed at all business creators , and that applies

1:15:23regardless of the size of the company , too . It concerns large groups , as well as startups , micro-businesses , SMEs , and mid-sized companies . There you go , it’s truly a unifying event not to be missed on October 5 , 2023 , at the Accor Arena Paris . So. With pride , be proud of what you are

1:15:42presenting . It will be pride , and we are very proud to have presented this webinar to you and , in particular , to have designed this famous methodological guide that you can find on our site . So , there you have it , I saw there were a lot of questions regarding the replay . Yes , the replay

1:16:00will be accessible , as well as the presentation slides for this webinar , at bpifrance-creation.fr/webinaires . So to learn more , of course , go to bpifrance-creation.fr , and in particular , the Bpifrance Création webinars will continue next month . Each month we have a webinar , except in

1:16:21August , as you might expect . So , thank you for participating in this webinar . Uh , thank you to everyone . Thanks Madid , thanks Jackie , thanks Delphine in the booth for moderating this webinar . See you very soon . Thank you and have a great day , everyone . Thank you . Thanks everyone , take care .