Omaha OK. We know our audience, and we have down cold both the industry and the company we are pitching. Now, let’s make some sausage. I like to get those I work with to follow some simple rules that I have witnessed that are effective. My idea of a perfect pitch is one that tells them up front in five minutes what you are going to tell them, then tells them exactly that in a 30 minute presentation, and then summarizes what you just told them in the last five minutes … read more

Omaha In my last article, I explored how to answer the question regarding how to create the perfect pitch. In my opinion, it is predicated on you being able to understand your audience, the company you are presenting and any outside elements that influence the decision. After you understand these items, then you are ready to follow some simple rules and create a winning presentation. Therefore, keys to a good pitch are: Know your audience … read more

Omaha I have been asked a number of times how to create the perfect pitch. Young (or old) entrepreneurs want the template that will result in funding with the fewest number of steps and the minimum amount of time. After all, we all want it now … and we want it with whipped topping and nuts. Although I am not the brightest, I am pretty sure that if there was a perfect template for the perfect pitch it would … read more

Omaha Recently, I was honored to spend an evening with an outstanding group of young people who participated in Startup Weekend Omaha. Wow, was that refreshing! What I saw was a super group of young people trying to figure out how to walk the walk … knowing they're already beginning to understand how to talk the talk. For me, walking the walk is getting out and doing something about your … read more

Omaha My final blog on negotiation includes several points that I wanted to make when thinking about how I appraoch negotiations and various lessons I have learned that helped me in my career. These points have to do with how to approach the negotiation table and how to manage yourself during the … read more

Omaha There is hope … even for an old dog like me. My kids (and even my grandkids) are loaded with iPods, iPhones, iPads and everything else technologically advanced that starts with a vowel. My oldest grandson, Jackson, (7 years old) laughs at me when he tries to figure out why I can't manage to help him get Super Mario to a higher level. It's not that I am technology challenged; it is just that I am a little slow to change. Eventual … but slow. … read more

Omaha This past week, a colleague and I spent time reviewing the various application forms required to qualify for the Angel Tax Credit Program that was approved by the legislature in May of this year. I have to say that I was pleased with the overall clarity of the application process. This will clearly be a piece of legislation that helps our state grow jobs! Now, having said that, it isn’t a slam dunk to get the process nailed down but after spending a couple of days sorting and re-reading the guidelines, I think we got it. read more

Omaha It takes two to tango…and negotiate. Therefore, there are typically two sides any negotiation and if you are able to figure out both sides, you will be successful more often. Simple case; take a used automobile. Unlike a new car that has a sticker price, the used car is priced subject to a variety of different things. Miles, year, options, history, location … these all play a part. The seller has a price they are asking (and a price they will take). The buyer has … read more

Omaha Can you imagine how the politicians could have negotiated on the appropriate "best thing" for the people if it didn’t get emotional? I know … I know … politics without emotion is some sort of an paradox. However, wouldn’t it be exceptional if this were the case? Just saying … My experience in the business world says that you aren't rational once you let it get personal. You don't think straight; you aren't able to … read more

Omaha Per our friends at Webster, definition of cardinal… cardinal – adjective, of basic importance : main, chief, primary a cardinal principle In negotiating, I think one of the cardinal rules is to never bid against yourself. This may seem obvious but it is amazing how many times I see this play out where one side or the other violates it. It is as easy as it sounds; don't bid against yourself. However … read more