Prospect Pitch challenges students to think creatively and strategically in a time constrained situation. As a judge in this event, your role is to assume the role of the prospect and evaluate how effectively each team presents their sales pitch.
The Case Scenario
The students will know nothing about what they are selling, or who they are selling to, before they enter the prep room. They will have 30 minutes to familiarize themselves with the product or service, anticipate what the prospects needs are, and develop a sales presentation accordingly. Given that this is such a limited time frame, the scenario will not be complicated, the customer’s needs will be fairly simple, and it is expected that the presentation will be straightforward.
Within the scenario of the case, it will be assumed that the sales team has already met with you briefly during a discovery meeting.
General Judging Considerations
The students’ role in this event is to present an effective sales pitch. They should be able to identify the needs of the customer, communicate the features and benefits of their product, attempt to close the sale and effectively handle any objections. Students are expected to use industry-standard business and marketing terminology during their presentation. It is assumed that each judge is from the client company.
Event Objectives
To demonstrate the students’ ability to:
- Quickly analyze a sales opportunity
- Develop an appropriate sales presentation
- Present the solution in a convincing manner
Eligibility
- All students must be from marketing or marketing-related programs.
- Please note that post-diploma, graduate certificate or degree program students are not eligible for OCMC.
- Repeat OCMC students cannot enter an event in which they previously participated.
Student Preparation
- Participants should familiarize themselves with the evaluation criteria. Please refer to the case evaluation form below for details.
- Please refer to the case schedules in the program. No changes will be made unless a conflict situation exists.
- Participants will be escorted to a secure preparation room as per the case schedule. Cell phones are not permitted.
- Paper, pens and highlighters will be supplied along with printed copies of the case.
- A Windows laptop with wired 2 button mouse and current version of Microsoft PowerPoint will be provided in the preparation and presentation rooms. A clicker will be provided in the presentation room.
- A maximum of 7 slides are permitted in the presentation deck.
- Students may bring a prepared PowerPoint template into the preparation room on a USB thumb drive (USB A Style). Team branding is permitted.
- Internet access will be available, speed and quality of the connection cannot be assured.
- Presentations must be saved on a supplied USB thumb drive which will be retained but the judges.
- Participants have 30 minutes to prepare their solution. Participants will be advised when five minutes remain.
- At the end of 30 minutes, the team will be moved to their presentation room.
Presentation
- Presentations must not exceed 15 minutes. There will be a five-minute question period following the presentation with judges.
- Participants are responsible for managing their time when presenting. Judges will be conscious of time when listening to presentations and will ask a team to stop if necessary.
- At the conclusion of the question period the students will leave the room.
- The judges will use the remaining minutes in the cycle to complete the evaluation form.
Evaluation by Judges
- At the end of the presentation, after the students have attempted to close, judges will challenge them with objections.
- Judges will not provide any verbal feedback to participants during the competition. They are permitted to ask questions during the official question period.
- Judges will complete an evaluation form with numerical scores and appropriate summary comments.
- Judges will rank each team from top to bottom. In the case of a tie between any of the top 5 teams, they will re-evaluate those teams to break the tie. There cannot be a tie amongst teams ranked one to five.
- Judges decisions are final!
Feedback
Each team will receive feedback from the host College approximately three weeks following the competition.
Event Scoring
| 1st Place | 10 points |
| 2nd Place | 8 points |
| 3rd Place | 6 points |
| 4th Place | 4 points |
| 5th Place | 2 points |