📝 Workbook · Business · Unit 3

Workbook · 3B — Pitching with impact

← Back to Class Book
Exercise 1

Exercise 1 — Pitch vocabulary

Complete each sentence with ONE phrase from the box.

Word bank — drag or tap, then tap a gap
  1. Our  drop  isn't the AI; it's that we route by role, not by keyword.
  2. Their monthly churn  drop  was 6%; we brought it to 2.4%.
  3. That constitutes a  drop  of 3.6 percentage points within a single quarter.
  4. For every €1 invested with us, they recouped €7 — a 7×  drop .
  5. Trial-to-paid  drop  went from 8% to 14% in the first quarter.
  6. The founder didn't oversell — she  drop  said it was worth a 30-day pilot.
Important notes

Ask the teacher: Write down anything you want to remember from this section. Your notes are saved automatically.

Auto-saving
👩‍🏫 Ask the teacher · visible only to teachers
Exercise 2

Exercise 2 — Sharp adverb, not inflated one

Choose the sharper adverb / adverbial phrase.

  1. We cut onboarding by 40% ___.
  2. The tool paid for itself ___.
  3. We rolled it out ___.
  4. Churn dropped ___ to 2.4% across every cohort.
  5. We ___ outperform the incumbent on time-to-value.
  6. ___ 30 days, they removed one full FTE of manual reporting.
Important notes

Ask the teacher: Write down anything you want to remember from this section. Your notes are saved automatically.

Auto-saving
👩‍🏫 Ask the teacher · visible only to teachers
Exercise 3

Exercise 3 — HIT or MISS?

Which pitch opener HITS (specific + credible + memorable) and which MISSES?

  1. 'We're an AI-powered next-gen platform empowering forward-thinking teams.'

  2. 'We cut reference checks from three days to fifteen minutes.'

  3. 'We help companies grow faster.'

  4. 'Last quarter we saved one retailer a full analyst headcount without firing anyone.'

  5. 'We deliver best-in-class, transformational solutions across the enterprise.'

Important notes

Ask the teacher: Write down anything you want to remember from this section. Your notes are saved automatically.

Auto-saving
👩‍🏫 Ask the teacher · visible only to teachers
Exercise 4

Exercise 4 — Deflate the buzzword

Rewrite each inflated line using a specific number, sharp adverb or adverbial phrase.

  1. We revolutionise the way enterprises deploy AI.
  2. We literally save companies millions.
  3. Our platform is transformational, next-gen and holistic.
  4. We significantly enhance operational efficiency across the board.
Important notes

Ask the teacher: Write down anything you want to remember from this section. Your notes are saved automatically.

Auto-saving
👩‍🏫 Ask the teacher · visible only to teachers
Exercise 5

Exercise 5 — Three pitches on the panel

You'll hear three founders each give a 60-second pitch to the same investor panel. One offends with buzzwords, one is sharp, one is credible but forgettable.

🎙️ Three pitches on the demo-day panel — multi-voice

  1. Which pitch wins the panel — and why?
  2. Which pitch is the buzzword offender?
  3. Which pitch is credible but forgettable, and what ONE change would fix it?
Show transcript

Paula:Speaker 1 (Ken): We're an AI-powered, next-generation talent platform empowering forward-thinking people teams to scale impact across the enterprise. Transformational, holistic, changing the way work happens.

Gustavo:Speaker 2 (Marta): Heads of People spend three days per hire on reference checks. We cut it from three days to fifteen minutes. Consistently, across the last six rollouts, that has freed up twelve hours a week of recruiter time per hundred open roles. Ask: one 30-day pilot, one team, one hiring manager, no engineering effort. You can turn it off in one click — that's a real button, not a slide. That's the ask.

Laura:Speaker 3 (Sanya): We work with People teams on hiring workflows. Our customers have seen meaningful improvements in time-to-hire, better candidate experience, and stronger collaboration between recruiters and hiring managers. We'd love to explore whether there's a fit.

Important notes

Ask the teacher: Write down anything you want to remember from this section. Your notes are saved automatically.

Auto-saving
👩‍🏫 Ask the teacher · visible only to teachers
Exercise 6

Exercise 6 — Your value proposition in 3 sentences

Write your OWN value proposition in exactly 3 sentences, max 45 words. Sentence 1: who + what changes. Sentence 2: proof (baseline → delta with a number). Sentence 3: small reversible ask.

Important notes

Ask the teacher: Write down anything you want to remember from this section. Your notes are saved automatically.

Auto-saving
👩‍🏫 Ask the teacher · visible only to teachers
Exercise 7

Exercise 7 — Case study reflection: the 3-founder panel

Reflect on the Peregrine case.

  1. Which founder gets the majority of your coaching hours — and why?
  2. Write the ONE-sentence coaching rule you'd pin at the top of every founder's slides.
  3. Redraft the FIRST 15 seconds of Ken's pitch, without triggering him.
Important notes

Ask the teacher: Write down anything you want to remember from this section. Your notes are saved automatically.

Auto-saving
👩‍🏫 Ask the teacher · visible only to teachers