The Kano Model
We just talked to someone today who's part of a fund we're applying to. He gave us a lot of valuable tips, but one thing really struck a chord with me: he said "there's performance attributes that you really need to fulfill, that are the baseline â€“ and then there's excitement attributes, the ones that can really set you apart."
This philosophy is part of the Kano model, a product development and customer development methodology. The performance attributes are the ones people are expecting, while the excitement ones are not foreseen.
And I believe you can project that thinking to everything: a good pitch has all the performance attributes we know from the blueprints: the problem, solution, product, market, traction, etc. But a great pitch also has at least one excitement attribute.
What's your excitement attribute?
Have a great weekend!