1. 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 1 Sibylle Kurz Pitching & Communication Skills 11/2015

2. My Pitch THE ART OF THE PITCH 1995Pitching & 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 1986In 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 2Sibylle Kurz Pitching & Communication Skills 11/2015

3. Thoughts Before Your Pitch A matter of Attitude + Preparation + Development PITCHING = STRUCTURE + PASSION 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 3Sibylle Kurz Pitching & Communication Skills 11/2015

4. A Definition + An Approach...simply a conversation starter... Pitching is just a structured exchange of data about projects + partners. Sharing visions + missions between creative professionals with 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. 4Sibylle Kurz Pitching & Communication Skills 11/2015

5. You Are Your Own Project Story Creativity Marketing Emotional Competence The Art of the PITCH Social Competence Curriculum Vitae & Curriculum Animae => IMPACT Curriculum Vitae & Curriculum Animae => IMPACT Money & Legal Issue/Theme/Motivation Producer & Team 5Sibylle Kurz Pitching & Communication Skills 11/2015

6. 1. Keytool: Status of development Status of your project …. and the next steps of its development… content Audience, User: => € & time-invest …wishful thinking…. time of d evelopment 6Sibylle Kurz Pitching & Communication Skills 11/2015

7. Reality Check = Status Definition The problem: YOU are an expert. YOU know too much content Audience, User: => € & time-invest X ? => hallucinations… ups… …REALITY!.... time of d evelopment 7Sibylle Kurz Pitching & Communication Skills 11/2015

8. 2.Keytool: When Did The Idea Pitch YOU? Emotional Impact in our Limbic System Sens(e)ational experience of: Seeing Hearing Tasting Tactile TouchingSmelling -> 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 … 8Sibylle Kurz Pitching & Communication Skills 11/2015

9. 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 9 Sibylle Kurz Pitching & Communication Skills 11/2015

10. Always prepare for each project/idea: Magic Focussing Tool 5 – 3 – 1 There are always open questions!!! 5Positive, Strong, Unique Aspects (they stay with the project during its lifetime – USPs) Value Propositions  3Critical 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 ! 1Ultimate 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. 10 Sibylle Kurz Pitching & Communication Skills 11/2015

11. I. Pitching Context = Multiple 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 minSocial Talk… „Speed Dating“ 5 minPublic Format / Writers 3‘ 7 min + Q&ADocs Standard Public Pitch 15 minMarkets / Festivals 30 min……Office Meetings… and the magic 8 seconds….Cannes Producers Network 11Sibylle Kurz Pitching & Communication Skills 11/2015

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13. Preparation-Matrix: 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 Sibylle Kurz Pitching & Communication Skills 11/2015 13 Projects

14. II. Preparation Project Key: Audience: For whom + why should the project be done? Define: project's lifeline + timeline define a strategy -> Idea …………………………………………… -> Audience, User -> 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? 14Sibylle Kurz Pitching & Communication Skills 11/2015

15. Preparation & Strategic Lifelines 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!!!) => B2CBusiness To Consumer Pitching & Marketing grow strongly together…. as: 15Sibylle Kurz Pitching & Communication Skills 11/2015

16. New Media = Direct Pitching D2FDirect 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! 16Sibylle Kurz Pitching & Communication Skills 11/2015

17. 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)) 17Sibylle Kurz Pitching & Communication Skills 11/2015

18. Pitching? - …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….-> 18Sibylle Kurz Pitching & Communication Skills 11/2015

19. III. Preparation & Analysis of the project „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 19Sibylle Kurz Pitching & Communication Skills 11/2015

20. Inner Clarification - Reflect + 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...: 20Sibylle Kurz Pitching & Communication Skills 11/2015

21. Me, Myself & 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 21Sibylle Kurz Pitching & Communication Skills 11/2015

22. Stay True To Yourself! General personal & individual structures: Values and Attitudes Responsibility, trust, respect & love for your creativity, your talents, your position Respect for teamwork & acknowledgment of competence of others Motivational & 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/Clarity Strategy of Decision Making, Negotiation Skills Over-Pitching & Missionary Over-eagerness Dealing with Success... Self-Awareness & Self-Assertiveness 22Sibylle Kurz Pitching & Communication Skills 11/2015

23. 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 …… 23Sibylle Kurz Pitching & Communication Skills 11/2015

24. Economy Of Words & Attention 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 24Sibylle Kurz Pitching & Communication Skills 11/2015

25. Walk As You Talk…. 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 25Sibylle Kurz Pitching & Communication Skills 11/2015

26. Pitching = Development 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 PITCHING = FUN And by the way...PITCHING = FUN.... SO ENJOY YOUR PITCH ….... SO ENJOY YOUR PITCH … s.kurz@pitching.de 26Sibylle Kurz Pitching & Communication Skills 11/2015

27. 2013 translation of 2nd revised edition in German published in Czech by NAMU, Prague 27 Sibylle Kurz Pitching & Communication Skills 11/2015

28. March 11, 2015: 3rd revised edition – in German… ups 28 Sibylle Kurz Pitching & Communication Skills 11/2015

29. Demand and Need = Idea Mainly as an artist you create a need Need: a recurrent question (future), radical = never satisfied before, unknown, surprising, invention, i.e. a new medication for a disease, social movements Idea: 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 29 Sibylle Kurz Pitching & Communication Skills 11/2015

30. 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. 30 Sibylle Kurz Pitching & Communication Skills 11/2015