The Pitch

Purpose

The Pitch is a structured exercise where individuals or teams prepare and deliver a short, persuasive presentation of an idea, product, or initiative. It tests whether the core value proposition is clear, compelling, and memorable — and gives presenters immediate audience feedback.

At a glance

• Group size: 4–20 (2–5 pitching teams)
• Duration: 30 minutes
• Difficulty: Intermediate
• Facilitation style: Structured presentations with feedback
• Setting: In-person or virtual

How to run

1. Brief the teams (3 min). Explain the pitch format: 3–5 minutes per pitch. Include: the problem, the solution, why now, and the ask.
2. Preparation (10 min). Teams craft their pitch. Encourage a clear narrative arc and one memorable hook.
3. Pitch round (3–5 min per team). Each team delivers their pitch. No interruptions.
4. Feedback (2 min per team). Audience provides structured feedback: What was clearest? What was confusing? Would you invest/buy/support?
5. Debrief (3 min). Discuss common patterns. What makes a pitch work?

Materials needed

• Timer
• Flip chart or whiteboard for visual aids (optional)
• Feedback cards or shared doc

Pitfalls & common mistakes

• Too much detail. A pitch is not a business plan — focus on the compelling narrative.
• No clear ask. Every pitch needs to end with what the presenter wants from the audience.
• Skipping preparation time. Unprepared pitches waste everyone’s time.

Inclusion & accessibility

• Allow written pitch submissions as an alternative to verbal presentations.
• Provide feedback templates so audience members know what to evaluate.
• Ensure time limits are communicated clearly and enforced fairly.

Variations

• Shark Tank / Dragon’s Den style: Panellists ask tough questions after each pitch.
• Pitch + Vote: The audience votes with tokens or play money on the most compelling pitch.
• 60-second pitch: Ultra-compressed version for rapid idea sharing.

When NOT to use this

• When ideas are too early-stage to be articulated as a clear proposition.
• When the goal is collaborative development, not competitive selection.

Source & further reading

• Kawasaki, G. (2015). *The Art of the Start 2.0.* Portfolio.
• Osterwalder, A. et al. (2014). *Value Proposition Design.* Wiley.