pitch book presentation

Job Seeker’s “PITCH BOOK”Career Renewal

January 20, 2013

KenSeposRuth-Ann McKellin

Rick WescottChuck Ytzen

Version 3.0

What is a Pitch Book? Comparison - Resumé / Portfolio / Pitch Book Contents of a Professional Portfolio Contents of a Pitch Book Do’s and Don’ts Pitch Book Sample of:

An Architect A Sales Professional Business Process Improvement Analyst Sales / Printing Professional

Agenda

What is a Pitch Book?

Definition:A marketing tool created and used by an investment firm. A firm will create this book filled with information about the firm, and then use this as a tool when attracting new clients for the firm. These books will often include general information about the company, broad financial information describing their achievements, and specific stories about special events or situations the firm has encountered.1[1] www.investorwords.com/6879/pitchbook.html

Resumé Portfolio Pitch Book

Resumé, Portfolio, Pitch Book

General in scope

Professional Summary

Target Position Career Track in

Reverse Chronological Order

Education /Training

Awards / Recognition

A book of records of your ENTIRE professional career!

Displays a composite picture of your education, experience, accomplishments and skills

Helps you to show who you are and what potential you have

Used for any job opening and multiple functional roles

Creative approach to establish the match and help make the decision maker’s job easier!

Thorough review of opportunity and the target company

Contains selected success factors from your career track that make a FIT to the target position

Fine-tuned analysis that results in a PITCH to make a value proposition

Used for one job opening and one functional role

Statement Documents Personal Mission

Statement Branding Statement

Skills Core Competencies Supplementary Skills Supplier/Customer

feedback Career Documents

Resume Project examples SARs – Situation, Action,

Results Authorship

Published Materials / Patents

Grant Proposals / Business Plans

Key Accomplishments Institute a new

procedure Increased profits/sales

Education /Training Degrees/Diplomas Certifications Licenses

Professional Recognition Awards/Honors

Additional Information Recommendations References Personal Contact

information

Contents of a Portfolio

Landing a jobWhat is a Pitch Book

Land the Job

Pitch the Fit

Analyze the

opportunity

Seek out

Pitch Book For a Business For a Job Seeker

Marketing Tool

Created and used by a business organizationThis book filled with information about the firm and then used by them as a tool to secure more business

Created and used by prospective employeesThis book filled with information about yourself and then used as a tool when interviewing for a new career opportunity

Includes general information about the company Broad financial information describing their achievementsSpecific stories about special events or situations they have encountered

Content

/

/ /

Includes specific information about yourselfSpecific information describing your professional achievementsSpecific stories about special events or situations you have encountered

In summary:A Pitch Book is a marketing tool created and used by prospective employees. They will create this book, filled with information about themselves, and then use this as a tool when interviewing for a new career opportunity. These books will often include general information about themselves, specific information describing their achievements, and specific stories about special events or situations they have encountered.……an extension of your resumé, the ultimate leave behindInstead of being “out of sight, out of mind” after the interview, become……”out of sight,IN MIND”

Personal value/branding statement Core competencies/skills that match the

opportunity Job Functional requirements Demonstrated Success in each area Additional skills and expertise What would you bring to the organization Your added value statements Recommendations Contact Information

Contents of a Pitch Book

DO Limit to 8-10 pages Add information on anything that adds value

in the eyes of the employer Make it a very professional-looking document Leave behind a copy for everyone you meet in

the interview process Do NOT

Go overboard Include copyrighted or proprietary material

Do’s and Don’ts

“I spoke to my hiring manager about what it was that put me over the top. She mentioned that I and another candidate did a pitch book but that mine focused on the position and the characteristics she was looking for in the ideal candidate. “

anonymous job seeker

“This is a differentiator. Why wouldn't everyone do something like this.”

RR Donnelly Hiring Manager

“In 23 years of interviewing candidates I have never seen anything like this. More candidates should consider something like this.”

DDCA Architects Principal

Testimonials

Pitch Book ExampleChuck Ytzen

Architect

Charles Ytzen – Job Title Interview date

COMPANY NAME / LOGO

[email protected]

“creating building and planning solutionsto meet and exceed your project expectations”

[email protected]

Revit 2011

AutoCAD 2011

SketchUP

Powerpoint

Microsoft Word

Microsoft Excel

Microsoft Outlook

Performance Testing

Planning

Schematic Design

Design Development

Construction Document preparation

Bidding & Negotiations

Construction Administration

Construction Observations

Building code analysis

Sustainable Design

Client Interface

Written & Oral Communications

[email protected] Technical Skills & Core Competencies

Project Management

Project Organization

Technical expertise

Leadership

Project Oriented

Mentoring

PMP trained, lead multiple project teams simultaneously while maintaining project budgets and schedules

Provide thorough review of program requirements, code requirements, and project objectives to effectively allocate available resources

Experience in the design and development ofnumerous building envelope systems as well as experience in field and laboratory performance testing of curtainwall systems

Engage the strengths of each team member through a “participative” style of managementto lead design teams that meet and exceed project objectives

Work closely with Owners, Developers, and Contractors in establishment of project goals and maintaining budgets and schedules through effective value engineering

Believe in mentoring of junior staff in ways thatthat are challenging and instructive providingan environment conducive to professional development

[email protected] Key Attributes

1. 8-12 years in architectural practice

2. Strong AutoCAD, Revit experience, SketchUp, MS Office, Adobe Creative Suite

3. Illinois licensed architect

4. LEED accreditation

5. Multi-task, team player, can-do attitude

6. Demonstrated experience with client interaction and ability to lead team

7. Strong knowledge of building codes andregulations

Over 12 years experience managing project designteams in a variety of project types an scopes

Over 10 years hands-on AutoCAD experience, inaddition to managing project utilizingRevit and other 3D modeling programs

State of Illinois, Lic. 001.009638Licensed expires 11/30/2014Member of ALA

LEED Green Associate, GBCI Certificate 10474175Certificate expires 12/28/2014Member and volunteer of USGBC

Managed projects varying in scope and in variousdesign phases simultaneously while assumingnon-project related tasks

Served as single point of contact for clients providing services that developed lasting professional relationship that foster client retention; completing multiple projects forseveral clients

In depth knowledge in the application of modelbuilding codes, standards, and regulationsin ways that meet and exceed project objectives

[email protected] Job Requirements

Commercial [email protected]

Crosspoint Building 1

Dean Witter / Morgan Stanley Lake Point Center 5

Laborer’s Pension FundDesign firm: Heitman Architects Design firm: The Jenkins Group

Design firm: NWS Architects Design firm: Heitman Architects

Industrial [email protected]

LEED NC Certified

Anixter2007 AIA “Distinguished Building” Award

The Pampered Chef2002 “Build-to-Suit Project Team of the Year” Award

3M Midwest Distribution Center

Mary Kay Midwest Distribution Center

Design firm: Heitman Architects Design firm: Heitman Architects


[email protected] Interiors

Lake Point Center 5 WMS Gaming

K & M PrintingLaborer’s Pension Fund


Design firm: Heitman ArchitectsDesign firm: The Jenkins Group

[email protected]

Health CareBlackrock Medical Office Building

ManufacturingK & M Printing

Adaptive ReuseFelsomat

RetailWoodgrove Festival

Miscellaneous Projects

Design firm: The Jenkins Group


Design firm: Heitman Architects

[email protected]

Crosspoint Building 1 – Revit Detail

Crosspoint Building 1 – Revit Interior Rendering

Revit

Crosspoint Building 1 – Revit Exterior Rendering

Crosspoint Building 1 – Revit Exterior 3D

[email protected] SketchUp

Crosspoint Building 1 – SketchUp Rendering

Crosspoint Building 1 – SketchUp Rendering

Crosspoint Building 1Fishers, IN

115, 300 s.f.

Meadows Business Park 7Addison, IL104,800 s.f.

Arboretum Lakes 2Lisle, IL153,000 s.f.

Esplanade at Locust PointDowners Grove, IL900,000 s.f.

Dean Witter / Morgan StanleyWest Valley City, UT400,000 s.f.

Lake Pointe Center 5Indianapolis, IN158,000 s.f

Lake Pointe Center 3Indianapolis, IN93,900 s.f.

Laborer’s Pension FundWestchester, IL36,000 s.f.

[email protected]

Kellogg'sWest Jefferson, OH

1,142,000 s.f.

Pampered ChefAddison, IL780,900 s.f.

AnixterAlsip, IL457,500s.f.

3M MDCDeKalb, IL410,000 s.f.

Ray-O-VacDixon, IL 562,600 s.f.

Pier One ImportsSt. Charles, IL300,000 s.f

Mary Kay MDCHoffman Estates, IL135,900 s.f.

Butterfield 550Aurora, IL550,000 s.f.

MazakElgin, IL

55,560 s.f.

K & M PrintingSchaumburg, IL36,500 s.f.

DS ContainersGeneva, IL236,200 s.f.

Blue Cross Blue ShieldChicago, IL138,000 s.f.

FetcoLake Zurich, IL139,950 s.f.

Health Care

Blackrock Medical Office BidgDarien, IL103,000 s.f

Christ HospitalOak Lawn, ILVarious renovations & addition

Good Samaritan HospitalDowners Grove, ILVarious renovations & addition

Blue Cross Blue ShieldItasca, IL

36,000 s.f.

Kraft FoodsAddison, IL75,100 s.f.

Plante MoranElgin, IL62,000 s.f.

Retail

Woodgrove FestivalDowners Grove, IL135,000 s.f.

Chase PlazaBuffalo Grove, IL95,000 s.f.

Adaptive Reuse

FelsomatSchaumburg, IL34,700 s.f.

Rauland BorgMt. Prospect, IL210,100 s.f.

Commercial Industrial Manufacturing Corporate Interiors

Partial Project List

John Edgeworth – President, Edgeworth Laskey Properties LLC………“Chuck has worked on a number of projects for our development company and I would not hesitate to hire him again. He has been lead architect on several office buildings and received many positive comments from contractors, subcontractors and other team members. He is very skilled, personable, and a pleasure to work with. I can recommend him highly.” October 7, 2009

Steve Neil – Vice President, NWS Architects, Inc……….. “Charles was an extremely proficient detailer whom we entrusted to assemble the overall project, manage the technical staff and over see construction for what turned out to be the single largest project the company has completed while maintaining schedule and budget. We would strongly recommend Charles and welcome him back if the opportunity arose.” October 7, 2009

John Weis - Project Architect, Harris Architects, Inc.……… “Chuck was my immediate supervisor at Heitman Architects where he was the manager of many projects that I was involved with. He is a good leader and mentor, an expert building envelope designer and detailer, as well as highly organized and a proficient AutoCAD user. He has the ability to assemble and manage productive project teams. He is skilled at addressing and resolving issues related to complex building detailing. In my experiences with Chuck, I learned a great amount of information and problem solving skills which furthered my knowledge and confidence as a young Architect. I would enjoy working with him again and highly recommend him.” October 12, 2009

Robert van het Hof - Project Manager, Ware Malcomb.........“I recently crossed paths again with Chuck after having worked with him at my previous firm. Chuck has made great strides in modeling with Revit Architecture. He has taken college courses and has completely modeled previous CAD projects in Revit on his own time. The models were very detailed and complete. I was pleasantly surprised to see he embraced this industry-changing software so well.” March 3, 2012

[email protected] Recommendations

Lee Anderson AIA LEED/AP CSIXYZ ARCHITECTS, INC.Standards Director/Specification Writer630-555-5555224-555-5555(Cell)[email protected]

John EdgeworthABC+CDE PROPERTIES President317-555-5555john@ABC+CDE.com

Chuck ReisingMNO [email protected]

References

[email protected]

Pitch Book ExampleRich Wescott

Sales / Marketing

[email protected] Sell By Process

t

Growing The Business

Increasing Sales

How Can Rick Wescott Contribute?

mailto:[email protected]


Background information

Accomplishments

Key Competencies

Career & Personal Goals

Value Add

Planning

Execution

Next Steps

Agenda



Background Information - Rick Wescott

• BS - Indiana University• Management • North Hoffman Estates• Married 31 Years• 1 Daughter at Purdue• Financially Stable• Valid Drivers License• Well Traveled• Fit and Healthy

Personal Information

Additional Training

• Xerox Professional Selling Skills• Strategic Selling• Microsoft Office 2007• National Accounts• Sales Management• Negotiation Seminars• Interviewing • Management by Objectives• Toastmasters




• Director of Strategic Sales (ID Label Inc.)• Vice President Sales (SATO Labeling Solutions America, Inc.• Director of Sales (Checkpoint Systems, Inc.) • Value Added Reseller Manager (Checkpoint Systems, Inc.) • Major Account Manager, Mobile Printing Systems (Zebra)• Key Account Manager (Zebra Technologies Corp.)• Regional Sales Manager (Graphic Technology Inc.)• Account Executive (Graphic Technology Inc.)

Positions Held




• Grew First Sales Territory from $650 Thousand to $4 Million

• Grew First Region from $20 Million to $42 Million

• Secured a $5.3 Million order for in store RF portable printers at SEARS – Total Account Sales @ $10 Million with Labels

• Closed/Facilitated Thermal Printer Sales @ $10 Million at General Motors, Delphi and Motorola

• Grew Sales at the Checkpoint Bar Code Solutions group from $18 Million to $25 Million in less than three years

• Started at 3 Companies in Sales and was ultimately promoted to Management roles

Accomplishments



• Basic Sales Approach/Finding the Business Survey/Qualification Presentations Proposals Close

• Large account Sales Call Planning Excellent Presentation Skills Strategic Selling LAMP – Value Added Business Reviews Rallying the Resources CRM

KeyCompetencies




Missions and Objectives

• Utilize my skills, experience and network to make a difference at a company.

• Contribute to the growth at that company in a big way

• Be a good fit with the culture and chemistry at a can do company with a motivated supportive management team

• Maximize my income by gaining extensive new business

Career & Personal Goals – Rick Wescott



StrategicSelling

LAMP

Call Planning

Value Add - Sales Methodology

Sales

Time

Sales

CallExecution



Effective Call Planning

• Industry• Target Accounts• Pre-call Research• The Message• Single Calls On Prospects• Define The Opportunity• Purpose• Objectives – Min & Max• Tools used• Outcome• Next Steps

CALL PLAN/ACTIVITY REPORT Date:

Account: Direct/Indirect:

Opportunity Name: Business Partner (if Indirect):

Opportunity Description:

Country/Region:

Amount:

Close Date:

Account Manager: Opportunity Status (Open/Won/Lost):

Printer Model: Consumables: Labels/Keypad Membranes

Printer Quantity: Services: Service Contract/Printer Installation

Call Attendee Name(s), Title(s):

Purpose of Call:

Objectives:

Outcome of Call/Action Items Resource

1.

2.

3.

4.

5.

6.

Concerns

1.

2.

3.

Position in Funnel (Before Call): Contact Qualify Develop Close Complete

Position in Funnel (After Call): Contact Qualify Develop Close Complete

Tools Used:

Quality:

PPT Pres:

Video:

Literature:

Samples:

Hardware:

Other:



Proficient Call Execution

• Your Story

• Qualification (Finding the Pain)

• Listen, Listen, Listen!

• Presentation

• Rallying the Company Resources – Right People – Right time



Value Add Strategic Selling

Blue_Sheet 11232010.xlsx

1.Single Objective2.Ideal Customer3.Adequacy of Position4.Competition5.Buyers

• Economic• Technical• User• Coach

6.Wins7.Base Covered8.Strengths and Weaknesses9.Possible Actions10.Action Plan



Value Add - Large Account Management Program

Periodic Business Reviews

1. Current Business Status2. Accomplishments3. Current Projects4. Account Support5.What is new at our Company?6. What’s New at XYZ Company?7. XYZ Company Goals for Next Year8. What Can We Do Better?9. Summary10. Action Items



Value Add Summary

1. Increase Sales through Effective Call Planning• Opportunity Identification• Objectives within Call• Next Steps

2. Call Execution• Qualification Finding The Pain• Listen, Listen, Listen!• Presentation• Rallying the Company Resources (Right People, Right time)

3. Execute winning Business Strategies• Business Planning• Strategic Selling

4. Build Long term Business Relationships• LAMP• Value Added Business Reviews



Sales Planhighlights

Strategies

Goals

Target Areas of Growth

Objectives

Execution

Sales PLANHighlights



t

Growing The Business

Next Steps?

Increasing Sales


Pitch Book ExampleRuth-Ann McKellin

Quality Assurance Management

1/31/2013Ruth-Ann McKellin 847.702.7707 [email protected] 43

Ruth-Ann McKellin

February 13, 2012

Who I Am…

I am a business process expert recognized for my passion for efficiency and effectiveness.

44Ruth-Ann McKellin 847.702.7707 [email protected] 1/31/2013

What I Do…I partner with internal and external stakeholders to create the business process transformation necessary to increase profit, reduce cost, and improve quality.


How I Accomplish This…I accomplish this by • providing breakthrough Business Process improvements within strategic projects• incorporating Performance Measures to support the ongoing processes• implementing Change Management to prepare the workforce for change and to make the new environment “stick.”


Successful Quality Improvement Requires All Three Elements

Process Improvement

Performance Measurement

Organizational Change

Responsibilities and My ApproachMy Approach

◦ I work with stakeholders to identify and prioritize opportunities to reach quality, efficiency, and effectiveness goals.

◦ I compose teams of stakeholders, who are involved in developing, implementing, and sustaining changes. These representatives are informed and integrated.


Responsibilities◦ Identify opportunities

to improve existing processes and/or create new processes to progress toward established goals.

◦ Serve as a liaison between all stakeholders to implement desired changes – by fostering communications, coordinating efforts and facilitating progress.

1) My Interpersonal Style Inquisitive mindset

◦ I am naturally curious, always asking “How?” and “Why?”

Servant-Leader management style◦ I remove blocks so my team can excel.

Excellent verbal and written communication skills◦ I have these skills in both German and English

Ability to interact with all levels within the organization◦ I communicate and work effectively with staff level to

Board members. Expert facilitation skills. Excellent customer service, negotiating, and team

building skills.


2) My Working StyleStrong analytical, organizational, and

planning skillsHigh attention to detailExcellent problem-solving skills

◦ I apply data analysis and creative insights to develop solutions to complex issues.

Ability to work efficiently and set priorities under time constraints


3) My Technical Expertise Project management skills

◦ I have extensive experience in project management and am also formalizing this experience by getting the PMP certification (in process).

Knowledge of industry recognized business process improvement methodologies◦ I keep current with Lean Six Sigma, TQM, BPI, Kaizen, etc. and am a

Certified Six Sigma Green Belt. Strong business process modeling and analysis skills; ability to

analyze and document complex business processes◦ I have expertise in business process modeling and use quantitative and

qualitative methods of analysis. I am Chair of Business Process Improvement for the local American Society of Quality (ASQ) chapter.


3) My Technical ExpertiseSolid knowledge of business process

fundamentals, assessment and redesign methodology, Business Process Management concepts and practices◦ I have used standard BPR and BPM methodologies

for many years.Knowledge of organizational and/or business

change management principles and methods. ◦ I teach Organizational Behavior and Change

Management at the MBA level and have applied the principles and methods in all my projects.


References“Ruth-Ann McKellin is truly one of the smartest people I know! She possesses the patience and process expertise to quickly ramp up to SME-level knowledge of the various parts of an organization, exactingly hone in on root issues, and thus construct optimal solutions for successful resolution. Her approach is both warm and professional, and at the same time, direct and without sugar coating. If you value integrity, tenacity and the wit of someone who “gets it”, Ruth-Ann McKellin is someone you want on your team.” April 15, 2009 Christine Resko, Senior Corporate Recruiter - IT, DeVry Inc

“Ruth-Ann is an outstanding leader and business management consultant with both a strategic perspective and the ability to execute well at the required level of detail. With her excellent process skills, technical vision and business acumen, she has earned the respect of all those around her. Ruth-Ann is one of the most impressive, forward-thinking, and visionary people I have had the pleasure to work alongside. Ruth-Ann is very knowledgeable, extremely competent, and provides new insights on "old data". She has an in-depth knowledge of the tools and methodologies available to her. Ruth-Ann is the type of leader that would tell you how it was and not skate around issues. She is a great asset to any organization and I would work with her again, given the opportunity.” November 2, 2007Marci Rakestraw Business Advisor (Relationship Manager), DeVry Inc.


References, continued“Ruth-Ann is one of the most logical and rational people that I have had the pleasure to work with. Her abilities to think in an intellectual capacity provided great benefit to the organization. She is very professional and her output of work was exceptional. I could always count on her to provide strategic thought for the business. Her interactions with her customers were superb in that she was able to provide solutions for the challenges they faced on a daily basis. I really enjoyed working with Ruth-Ann and would do so again if the opportunity arose. She is definitely someone you would want to have on your team.” November 1, 2007Christopher Meyer, Manager-IT PMO, DeVry Inc.

“Ruth-Ann and I are both members of the Chicago Area Lean Six Sigma Leadership Network. Ruth-Ann is continuously adding new insights to our meeting discussions and is very articulate expressing her ideas. Her positive attitude and her striving for improvement motivate everyone in the meeting to match her efforts. I strongly feel that she would be of value to any company or group that has her as a member.” January 26, 2012Tom Newton, Manufacturing Project Engineer, Trainer, Writer, Rauland-Borg


Pitch Book ExampleKen Sepos

Sales / Printing Professional

Logo-they love

flattery!

Power Statement!

Use an image they relate to!

COMP NAME

COMP LOGO

Restate the Job Description!

COMP NAME

What can I do for them to make them

successful?

Successes: how did I do it for prior companies!

COMP NAME

Check Marks say, “yes, I have that!

COMP NAME

Keep your brand on every page!

What else do you have that they should know about?

Keep it to things THEY need!

Strut your Stuff!

CLIENT NAME NOT DISCLOSED

Based on the job description, what qualities

do you bring to the job?

How would you start doing what they

need?

Bring it all together!

Graphics help convey ideas!

Questions create discussion!

COMP NAME

COMP NAME

COMP NAME

COMP NAME

COMP NAME

Make it easy for them to call now!

EMAIL Address

Phone contacts

COMP LOGO