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Chapter 5 – 60 Second Pitch

1. Read the definition of a 60-second pitch.

Imagine that you have a business idea and you’ve been trying for weeks
to set up a meeting with the CEO to discuss it. One day, as you walk into
the cafeteria at work to get your morning coffee, there he is, standing by
the coffee machine. This is your chance to tell him your idea. But you
haven’t got much time. You’ve got to make a ‘60-second pitch’ – a
description of your idea which is easy for anybody to understand and
doesn’t take longer than 60 seconds to say. That’s time for about 150–
225 words.

2. Put the lines (a–i, and j–r) of this 60-second pitch about introducing a
customer loyalty scheme in the correct order. The first one in each
section has been done for you.

a competitors. Second, we can attract new customers by


offering
b introduce a customer loyalty scheme. First, it’s a very
simple and
c quantities. It will also discourage many customers from
going to our
d There are a number of reasons why I think it would be a
good idea to
e of-mouth recommendations from our existing customers

f our products, and it should mean they buy more often


and in larger
g attractive benefits such as discounts, exclusive offers
and guaranteed price
h effective way of encouraging our existing customers to
continue to buy
i matching. In turn, this will bring in more customers
through word
j with their loyalty card, details of the purchase can be
stored
k business which is essential for the long term success of
our company.
l habits and this information will help us to target them
more
m offers or information about products which we already
know will
n Third, if we use a loyalty card system, we can carry out
detailed market
o electronically. From this we can build up a profile of their
buying
p interest them. Finally, if we have loyal customers, we will
have repeat
q effectively in the future. We can also send them news of
special
r research on our customers. Every time a customer buys
something

3. Choose one of the topics below and make a 60-second pitch to your
CEO (your partner).
 How your company could cut costs
 Setting up a new branch of the company
 Introducing a new product or service
 Changing the company name/logo
 Increasing the research and development budget
 The need to recruit more staff
 Having TV advertising to promote the company
 Introducing a company newsletter for customers
Chapter 7 – Take A Role
Part I

Student A Entrepreneur/Inventor

You are a self-employed engineer and design consultant. You have


advised various companies on the design and production of new
products. You have always been good at repairing and building things,
and in your workshop at home you have built several new gadgets. Last
year you developed a ‘Drinking Fountain for Pets’ but a loan to develop
this product was refused by the bank. Your latest invention is a ‘MINO’.
‘MINO’ is a small device to increase the number of oxygen concentrate
in water. You have already patented this product. Now you would like to
negotiate a loan from a bank to develop, manufacture and market it.
Here are some details to help you:

Amount of loan Rp 500.000.000


Personal Investment Rp 150.000.000
Date of Product launch 1 year from today
Production costs (per unit) Rp 45.000
All other operating costs (per unit) Rp 60.000
Selling price Rp 200.000
Sales channel Mail order (advertising in fishery
magazines)
Yearly sales forecast 5.000 unit
Student B Bank Manager

You are a bank manager and you have a meeting with an


entrepreneur/inventor who you are meeting for the first time. Last year
he/she approached one of your colleagues for a loan to develop a
‘MINO’. Your colleague refused the loan because there was not enough
market research to support the idea. First, you need to know more about
the entrepreneur’s history and personal situation. Then you need to
know more about this new idea – what the product is and what the
market for it is. Make sure that you get the following details:

Amount of loan
Personal Investment
Date of Product launch
Production costs (per unit)
All other operating costs (per unit)
Selling price
Sales channel
Yearly sales forecast
PART II
Useful Language
Requests Responding
I wonder if you can/could help me. (formal) Of course. / Sure. / I hope so.
Can you help me? That’s no problem. As long as you
Can you do me favour? (informal) I’m afraid I can’t help you there.
I’d like (you) to … That might be difficult.
I need you to … OK. I’ll see what I can do.
Student A
You are going on a business trip tomorrow to Bali for two days. Below is a list of
the things you have to do, and people you have to speak to before you leave.
Your partner is going to take the role of each person you speak to and deal with
all your requests and needs. Look at the Useful language box and decide how
you are going to make each request

Things to do 1

1. Borrow a map of Bali from Arika.


2. Phone Garuda Airlines to book a flexible return ticket
(Palembang – Bali).
3. Ask the IT Services Department to update your laptop with the latest version
of PowerPoint (for tomorrow’s sales presentation)
4. Tell Jack to forward only urgent e-mails to Bali (Last time he forwarded
everything.)
5. Ask Rey to recommend a good restaurant in the centre of Bali

Your partner is attending a trade fair tomorrow and he/she also has a list of
things to do. Look at your role card and prepare to deal with his/her requests.
Use the Useful language box to help you.

Your roles for Student B’s requests


a. Exhibition assistant: You only have one copy of the exhibitor list left. You can
lend it to him/her but you need it back.
b. Exhibition organiser: It’s too late to change a stand and you don’t have any
free near the entrance. As a last resort, you can offer one in the middle of the
hall.
c. Exhibition assistant: The exhibitor can make his/her own photocopies – Rp
10.000 per copy.
d. Sales Manager: Is it really necessary to have two people on the stand? You
will try to find someone; if not, you will come yourself.
e. Dry cleaner’s: A suit takes 24 hours to clean. You could deliver it tomorrow
lunchtime for a fee.

When you are ready, act out the conversations with your partner working.
Student B
You are at a foreign holidays trade fair to represent your company on its stand.
You’ve arrived a day early and there are a few problems. Below is a list of the
things you have to do and people you have to speak to. Your partner is going to
take the role of each person you speak to and deal with all your requests and
needs. Look at the Useful language box and decide how you are going to make
each request

Things to do

a. Get list of other exhibitors.


b. Change stand. You were promised one near the entrance, not at the back of
the hall.
c. Make 500 photocopies of promotional leaflet.
d. Ring Sales Manager at the office to ask him/her to send someone to help on
Saturday (the busiest day).
e. Take suit to the dry cleaner’s. (Needs to be back today.)

Your partner is going on a business trip tomorrow and he/she has a list of
things to do. Look at your role card and prepare to deal with his/her requests.
Use the Useful language box to help you.

Your roles for Student A’s requests

1. Arika, a colleague: You have an out-of-date map of Bali (2004).


2. Garuda Airlines sales assistant: A flexible return ticket costs
Rp 3.000.000. A fixed return ticket is Rp 2.700.000.
3. IT Services Department: Only your boss can authorise upgrades on laptops.
He’s away until next week.
4. Jack, junior salesman: Ask what he/she means by ‘urgent’ e-mails. Get
examples.
5. Rey, a colleague: You visited a restaurant called Bebek Tepi Sawah last year,
but you can’t remember the address.

When you are ready, act out the conversations with your partner working.
PART III
Group A
1. You are a team of management consultants who have been asked by
the directors of a company to provide advice on a problem they are
experiencing with their management meetings.

The problem
The managers in the company are being difficult and uncooperative in
the weekly management meetings which take place at 9.00 a.m. on
Monday mornings.
● attendance is poor
● the managers frequently arrive late or leave early
● the managers are quiet and unresponsive
● there is a sense of a group secret or private joke going on

Discuss the problem and decide on your solutions to present to the


directors of the company.

2. You are the directors of a company. You have asked a team of


management consultants to provide advice on a problem you are
experiencing with your management meetings.

The problem
The managers in the company are being difficult and uncooperative in
the weekly management meetings which take place at 9.00 a.m. on
Monday mornings.
● one or two of the managers are dominating the meeting
● the discussion frequently goes off the point and becomes irrelevant
● the managers are not listening to each other
● the managers have not prepared adequately for the meeting

Listen to the management consultants’ solutions to your problem.


Group B
1. You are the directors of a company. You have asked a team of
management consultants to provide advice on a problem you are
experiencing with your management meetings.

The problem
The managers in the company are being difficult and uncooperative in
the weekly management meetings which take place at 9.00 a.m. on
Monday mornings.
● attendance is poor
● the managers frequently arrive late or leave early
● the managers are quiet and unresponsive
● there is a sense of a group secret or private joke going on

Listen to the management consultants’ solutions to your problem.

2. You are a team of management consultants who have been asked by


the directors of a company to provide advice on a problem they are
experiencing with their management meetings.

The problem
The managers in the company are being difficult and uncooperative in
the weekly management meetings which take place at 69 .00 a.m. on
Monday mornings.
● one or two of the managers are dominating the meeting
● the discussion frequently goes off the point and becomes irrelevant
● the managers are not listening to each other
● the managers have not prepared adequately for the meeting

Discuss the problem and decide on your solutions to present to the


directors of the company.
PART IV

1. Your company makes a smartphone. There is a quality problem in the


factory and the CEO is writing an e-mail to all the senior managers. The
sentences a–f from his e-mail are not in the correct order. Decide which
order is best and write the sentence letter in the numbered boxes.

a. This is unacceptable – we are falling a long way behind our


competitors in terms of quality.
b. I am very concerned about quality levels in our plant over the
last quarter.
c. I’ve just been given the figures – defects are up 8% compared
to the same period last year.
d. When I have your initial thoughts by e-mail, I’ll write a short
report and call a meeting to discuss it in more detail.
e. Please give this matter your urgent attention, and reply by no
later than the end of next week.
f. The situation cannot continue and I want to know your opinions
about why quality is so poor.

2. Write one, two or three e-mails in reply using the information below. Use
separate sheets of paper. Expand the ideas and feel free to change
details or invent extra details. The maximum length for each e-mail is
100 words.

e-mail 1: You are the plant manager. You think the problem is due
to poor industrial relations in the factory. The workers have no
motivation. You think more money should be spent on health and
safety, improved salaries and sports facilities for the workers and
their families

e-mail 2: You are the head of quality control. You think it is a


waste of time trying to motivate the workers. The only solution
is more automation using industrial robots, and at the same
time reducing the number of workers. Automation is expensive,
but in the long term the investment will be justified.
e-mail 3: You are the finance director. You think that the
problem is due to the plant manager and head of quality
control not doing their jobs properly. They should train the
workers better, link pay rises and bonuses to improvements in
quality, and investigate in detail why the level of defects is so
high. Instead of this, they try to avoid any responsibility. Be
careful how you make these points in your e-mail.

3. Think of a quality problem in your own company or organisation.


Answer the following questions.

a. What is the problem?

b. Why do you think it has happened?

c. Who do you need to e-mail about this problem?


d. Now write an e-mail to the person you named in c. The maximum
length for your e-mail is 100 words.

4. Imagine that you are the person who receives the e-mail written in 3.
How would you answer it? Write the reply.