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Business Research 101: You Have a Business Problem, Now What?

Problem, Relevance, Solution

For a successful pitch, you need to understand the problem, its relevance to the buyer and the solution offered. We all Google – but what’s unique about your pitch that goes beyond Google?

Where do you find facts to strengthen your case?  As a journalist, you’d know the Five Ws (Who, What, When, Where, Why) needed for a good article.  These simple concepts can help you begin library research.

  • Who *cares* about this product or service?  Is it a trade association? Government? Key competitors?

  • What is the nature of your idea?  Does it compete with an existing product/service or replace one that already exists? What do you already know about it?

  • When will this be needed or used?  Is that important for you in promoting it?

  • Where will the person/company be – geography, phase of life, what other demographics matter?  What channel will you use to reach them?

  • Why does your idea have value? Why would someone buy it?

Walker Management Library

Walker Management Library
Walker Management Library

Owen Graduate School of Management

401 21st. Avenue South

Nashville, TN 37203

(615) 322-2970
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