This paper aims to investigate the nature of the nascent pitch, by applying the narrative paradigm to better understand how nascent entrepreneurs seek to acquire resources via a pitch. Fourteen videos of supported and non-supported pitches from Startup Weekend Sunshine Coast 2015 were analysed using a Grounded Theory approach. The findings that emerged show that audience engagement, speaker credibility, and effective use of symbols are the pillars of an effective pitch. These three themes, when used well enabled an overarching communication framework of personalisation. Personalisation occurs when the pitch becomes personally relevant to the audience, rather than an abstract concept. This allows them to visualise and relate to the venture concept and participate in what is being pitched. This paper contributes to the entrepreneurship discipline by crystallising the crucial elements of the nascent pitch for human resources. This study provides guidance for nascent entrepreneurs on significant elements to consider for a nascent 60 second pitch. Furthermore, it provides a framework for entrepreneurship mentors to guide and support nascent entrepreneurs. While some researchers have studied the venture capital pitch, this paper addresses the overlooked nascent pitch, often used to gain human resources and social support.
2016 Australian Centre for Entrepreneurial Research Exchange (ACERE), Gold Coast, Australia 2-5 February 2016
Proceedings of the 2016 Australian Centre for Entrepreneurial Research Exchange / Per Davidson (ed): 16 pages