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Business Research 101  

Last Updated: Nov 7, 2013 URL: Print Guide RSS UpdatesEmail Alerts

You Have a Business Problem, Now What? Print Page

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?

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Walker Management Library
Owen Graduate School of Management
401 21st. Avenue South
Nashville, TN 37203
(615) 322-2970
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