Let The Motive Be Alive If we only get motivated from the outside, then there is a mistake in the system. Naturally motivated means: being set on fire,

Sibylle Kurz Pitching & Communication Skills 11/2015

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Let The Motive Be Alive

If we only get motivated from the outside, then there is a mistake in the system.

Naturally motivated means: being set on fire, being enthusiastic.

This inner motivation goes along with how:

we follow our talents

we stand up for our wishes

we act regarding our mission.

All this has to be done with abandon, involvement and loving dedication.

Nobody ever will find a work, which automatically gives him fun all the time.

But fun is generated through us and our abandon, involvement and loving dedication.

Quote from „Abenteuer Business“ by Ralf Nemeczek und Isabella Sonntag

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My Pi tch

THE ART OF THE PITCH

1995 Pitching & Communication Skills

Coaching, Teaching, Training: media, arts & culture, publishing, music…

My File Rouge is being a supporter for creatively working people… and I like it!

1977 Record Industry, Concert Management & Touring, Business-Trainee,

+ 15 years of acquisition and distribution of filmrights, co-financing, co- production

1986 In between: University, Coaching-Education + Training

Publications Pitch It! 2000; 2008; 2015 3rd Edition;

Pitch It! 2013 - Czech translation NAMU

Filmlehren-Bekenntnisse 2013 - Is it possible teaching film?

Low-Budget-Filme 2006 - Marketing & Distribution Sibylle Kurz Pitching & Communication Skills 11/2015

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T h o u g h t s B e f o r e Y o u r P i t c hA matter of Attitude + Preparation + Development

PITCHING = STRUCTURE + PASSION

I. Preparation „Pitching Contexts/Situations“

II. Preparation „Project Content“

III. Preparation „Person & Personality of Pitcher“

IV. Helps you in „Congruent Communication“

V. Results

PITCHING = DEVELOPMENT OF:

Projects + Networks + Self-Awareness


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A Def in i t ion + An Approach

...simply a conversation starter...

Pitching is just a structured exchange of data about

projects + partners.

Sharing visions + missions between creative professionalswith similar goals.

Pitching is perceiving yourself truly as a professional.

Tip: Tell your stories to yourself first to deeply feel them and understand your part in the process.


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You Are Your Own Project

Story Creativity Marketing

Emotional

Competence

The Art of the PITCH

Social Competence

Curriculum Vitae & Curriculum Animae => IMPACT

Money & Legal Issue/Theme/Motivation Producer & Team


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1. Keytool : Sta tus of development

Status of your project ….

and the next steps of its development…

content Audience, User:

=> € & time-invest

…wishful thinking….

time of development


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Real i ty Check = Status Def in i t ion

The problem: YOU are an expert. YOU know too much

content Audience, User:

=> € & time-invest

X? => hallucinations… ups…

…REALITY!....

time of development


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2.Keytool : When Did The Idea P i tch YOU?

Emotional Impact in our Limbic System

Sens(e)ational experience

of: Seeing Hearing Tasting Tactile Touching Smelling

-> Emotion - Immediate personal reflection/check => enforced emotions

-> Effect: collision/ conflict on value system - clarifies your C.V. & C.A.

-> Filmmakers/Artists provoke, question or re-balance values

Film reaching audience => impact, emotional effect, theme

…Per – Sonare …Sibylle Kurz Pitching & Communication Skills 11/2015


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Curriculum Vitae & Curriculum Animae

In regards to your motivations: why is it interesting for you?

Personal

Cultural (our industry), social, educational

Regional, national, international

Economical

In the development process you must repeatedly re-connect to

Your original questions, to the basis:

Where do your questions come from?

Tip: from Determinism to Self Determination: Maslow‘s Hierarchy of Needs + Herzberg‘s Motivation-Hygiene Theory


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Always prepare for each project/idea: Magic Focussing Tool 5 – 3 – 1 There are always open questions!!!

5 Positive, Strong, Unique Aspects (they stay with the project during its lifetime – USPs) Value Propositions

3 Critical Aspects / Elements (they change all the time during development)

Relevant for the pitch: depending on status => explain your strategy how to deal with the issues Tip: Think about those questions you don’t want to be asked!...

They are written on your forehead anyway ! 1 Ultimate Sentence – of the urge, the necessity „The Message Of The Creative“ in the context of content, theme, emotions, effect - or

in the context of production-related issues and U.S.P.s

Tip: They are great to be used as opening or closing sentences of both your informal and formal pitches, as a kind of thoughts and motivational statements.

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I . P i tch ing Context = Mul t ip le Lengths…

Whether you pitch 30 seconds or an hour

the only answer is: I want to know more !

1 min tweeds „Elevator“- + BreakFast Pitch

3 min Social Talk… „Speed Dating“

5 min Public Format / Writers 3‘

7 min + Q&A Docs Standard Public Pitch

15 min Markets / Festivals

30 min…… Office Meetings…

and the magic 8 seconds….Cannes Producers Network


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P r e p a ra ti o n - M a t r i x : I want to know more…

Skills: Structure & Timing 3. Formal

2. Public 4. NonPublic

Skills: Social Talk

1. Informal

Key-Subjects: Curriculum Vitae & Curriculum Animae

=> Theme + Motivation


Projects

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I I . Preparat ion Pro ject

Key: Audience: For whom + why should the project be done?

Define: project's lifeline + timeline

define a strategy

-> Idea …………………………………………… -> Audience, User

Primary Target Group – financiers, distributors, sponsors, partners, curators, museums & galleries...

Secondary Target Group – paying audience, public, user...

What’s the benefit for everybody?

And for you?

Clarify your USPs + UBPs: What can only YOU offer? Why should one care?

Why do YOU care?


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Preparat ion & St ra teg ic L i fe l ines

Keep watching your audience,

so the audience keeps watching you! …

Knowledge of hard + soft facts of your partners.

B2B Business To Business (…pitch the ending!!!)

=> B2C Business To Consumer

Pitching & Marketing grow strongly together…. as:


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New Media = Di rect P i tch ing

D2F Direct To Fans

which benefits, perks?

360° project-development

distribution of crossmedia-projects

growing directmarketing/distribution to the user

Challenge:

the emotional contract between creators (professional

talent) and the user will change: Co-Creativity… !?

Entertainment = Engaging the intellect of your audience!


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Convincing elements for the pitch of your project/idea - Resume

• Identify your own motivation(s).

• Stress your legitimacy (skills, experiences) and of your team.

• Contextualize your project/idea in the market and in society.

What kind of contribution you give/add to society, to culture,

to knowledge, etc…? What is your theme?

• Give a clear definition of your activity and timelines.

• Give a clear idea of your resources and needs.

• Have a clear goal for each meeting – what can you realistically achieve?

• Define the demand or the need and the sustainibility (crossmedia).

• Connecting the structural with the emotional experience in your pitch

creates a need! ...hopefully ;o))


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Pi tch ing? - …always!

If you want to sell your project you have to pitch it!

Enjoy your projects, passion + profession!

as: You always pitch!

In your individual way….of course!

…so better be ready at any time,

and know yourself well….->


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I I I . Preparat ion & Analys is o f the pro ject „YOU“

Inner Clarification = Pitching begins within:

Why am I doing what I am doing?

Psychological ABC:

Attitudes – Believes – Characteristics ….

SWOT of your personality + professional lifeline


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Inner Clar i f icat ion - Ref lect + Develop…

Intellectual skills & capabilities:

You decide to be a Brain Owner

or a Brain User…

Personal & individual structures:

Curriculum Animae

Physiological, neurological, practical issues

Details...:


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Me, Mysel f & I…

Intellectual skills & capabilities:

Communication skills & communication will

Basic knowledge about rhetorical tools, dramatic structure of talks

Active listening skills; ability to raise strong quality questions

Dealing with criticism (constructive or not!): active + passive

Vulnerability: “Criticism is the breakfast of the Champions!”

Separate personal criticism from subject related criticism

Conflict management, negotiation skills

Empathic awareness, emotional reading, open-mindedness

Perceptional skills with oneself + others, mindfulness

Reflection: Your vision + professional reasons why = your mission

Patience versus Impatience... - awareness of time-consuming process


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Stay True To Yourse l f !

General personal & individual structures:

Values and AttitudesResponsibility, trust, respect & love for your creativity, your talents, your positionRespect for teamwork & acknowledgment of competence of othersMotivational & Learning Skills – wanting to sell your project!

Characteristic Traps (reflectable...)Taking risks: plunging into s.th. New, unknown. Be aware you can loose s.th. familiar.Resilience factor – there might be resistance from “out there”“Being perfect” trap – you are an expert....“Habit” traps - 100 different approaches... K.I.S.S. Procrastination – the last minute expert

Flexibility Stubbornness Determination/ClarityStrategy of Decision Making, Negotiation SkillsOver-Pitching & Missionary Over-eagerness

Dealing with Success... Self-Awareness & Self-Assertiveness Sibylle Kurz Pitching & Communication Skills 11/2015

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Reality Check: How to deal with stress?

Physiological, neurological, practical components:

Perception of Audience:

Size of group, their anonymity, eye contact, distance

Informal versus public pitching

Size of room:

Position (sit, stand), pitch with a partner (hierarchy/order/personal space)

Use of technical aids (microphone, presentation tools, assistance)

Q&A – anticipation; making notes, 5-3-1 tool

Contact with moderator

Personal Level:

Being in form, chrono-biology, raise of energy-level, take your “position”

Stress: some exercises

Water, lemon drops, tongue squeezer

……. And whatever your personal points additionally could be……


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E c o n o m y O f W o r d s & A t t e n t i o n

Congruence of Communication and in Presentation

Since the early 60’s: studies about perception of communication

by Paul Watzlawick / Gregory Bateson at the Palo Alto Institute, CA

Verbal (the WHAT) ………… %

+ = 100%

Non-verbal (the HOW) ..….…... %

Position + Voice is the first to be out in the room of you, not the content.

…………. % body language, position, gesture, mimics

…………. % tonality, sound of voice, rhythm, volume, pressure, pitch/frequency


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Walk As You Ta lk….

Verbal (the WHAT) ……7…… %

+ = 100%

Non-verbal (the HOW) ..….93…... %

Be aware: Position + Voice is the first to be out in the room of you, not content:

…55………. % body language, position, gesture, mimics

…38………. % tonality, sound of voice, rhythm, volume, pressure, pitch/frequency

ATTENTION:

The 7 % verbal content must be 100% professionally prepared.

Inner Attitude Outer Posture Position & Standing


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P i t c h i n g = D e v e l o p m e n t

Pitching is a selling tool,

a communication tool,

about individuality + authenticity

responsibility for your creativity + the future

but mainly a great development tool...

for your project, yourself + your network

And by the way... PITCHING = FUN

.... SO ENJOY YOUR PITCH …

[email protected]



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2013 translation of 2nd revised edition in German published in Czech by NAMU, Prague

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March 11, 2015:3rd revised edition – in German… ups



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Demand and Need = Idea

Mainly as an artist you create a needNeed: a recurrent question (future), radical = never

satisfied before, unknown, surprising, invention, i.e. a new medication for a disease, social

movementsIdea: what do you want to change with your idea? Timing: The moment in time for change is important?

Is it the time for yourself , society time, peers time, market time? And why?

Demand: satisfy a client with something he is lacking (present). It is presently existing but not accessable for him,

i.e. medical services in the countryside


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Shareconomy & Crossparticipation

What in your project can interest others? Intrigue others?

What is the benefit of participating/collaborating in your project?

It is about sharing – utilizing everything for everyone

Win win – social, cultural footsteps through participation

Ex: Teija Ranninen, West Finland Film Commission invited all taxi drivers to a film set to identify with Turku as European Film City.They are now real good guides. They are proud now.

Documents

Let The Motive Be Alive If we only get motivated from the outside, then there is a mistake in the system. Naturally motivated means: being set on fire,