Contemporary Management Research Pages 279-300, Vol. 16, No. 4, 2020 doi: 10.7903/cmr.19684 Strategic Entrepreneurial Storytelling: An Applied Framework for Better Pitches Thomas Martin Key College of Business, University of Colorado Colorado Springs, US E-Mail:
[email protected] Thomas N Duening College of Business, University of Colorado Colorado Springs, US E-Mail:
[email protected] ABSTRACT Entrepreneurs are responsible for bringing innovative products and services to market. However, in order to bring new value to consumers, most entrepreneurs must secure funding. An integral component in the process of resource acquisition is the entrepreneur’s story. Very little research has dealt with the storytelling structure that a good pitch should use. Stories are a fundamental part of the way human beings understand themselves and the world around them. This paper synthesizes the current state of entrepreneurial storytelling and builds a parsimonious framework for strategic entrepreneurial storytelling (SES) through qualitative analysis of actual pitches. Our framework will help entrepreneurs build intentional and compelling stories for their investment pitch through the concepts of SES context, content, and execution. Keywords: Storytelling, Entrepreneurship, Resource acquisition, Investment pitch, Angel investors INTRODUCTION Stories (narrative) are one of the fundamental ways in which humans organize and make sense of their lives and the circumstances around them (Bruner, 1991; McAdams, 1997). Storytelling constitutes a distinct form of communication that is recognizable across cultural and geographic divides and is deemed an innate social skill of the human species (McNeil, 1996; Prince, 1982). Stories we tell ourselves provide us with a sense Contemporary Management Research 280 of identity.