POSTED December 25, 2011
Book Review: Pitch Anything by Oren Klaff ⚓
Pitch Anything: An Innovative Method for Presenting, Persuading and Winning the Deal
My co-founder introduced me to this book recently by Oren Klaff which describes his proprietary pitching “STRONG” framework that helps anyone pitch something to another party. The framework is flexible enough to be applied to different situations so it doesn’t always have to be in a commercial pitch setting.
On the plus side, Oren clearly has a knack for telling a story and hooking you in. The examples he uses throughout the book show you how he applies his framework and gives you a sense of the outcome that is desired. The theories he mention are intuitive and easy to understand.
For example, Oren uses a concept of “frames”, which can be thought of as a mix of perspective and persona that everyone uses in a social context. If you’ve ever had a presentation where the audience told you time is running out, you’ll be familiar with the “time frame”. Oren covers the major frames in his book and shows you how to adjust your pitch to overcome those barriers.
However, do note that the book only gives you a guideline and skeletal framework from which you can build a pitch strategy. It is not a step by step guide, as it should be. Pitching or presenting has been and will always be an art form - and it is critical that you understand this point. Merely reading the book and understanding the concepts will unfortunately not make you a pitch master. Practice is the key.
I highly recommend this book to entrepreneurs who are looking to raise capital (be it angel/seed funding or VC funding).