German-Norwegian Chamber of Commerce: Drammensveien 111 B, 0273 Oslo

Going to Germany requires a lot of knowledge about the business culture and typical structures there, as well as communication and general cultural awareness. A pitch should always be adapted to a target audience, and structure and professionalism is especially important when wanting to impress German partners or customers. With MEDICA 2021 approaching rapidly and a lot of companies participating in the Market Entry Program towards Germany, it is now more important than ever to share knowledge about this topic.

This event is a hybrid event. Participants can either join us in the seminar room at the German-Norwegian Chamber of Commerce, or follow the event online if a physical attendance is not possible for them.

Participants are required to bring a prepared pitch with them. We will go through pitches together and revise them during the workshop.

Program outline

Part 1 – Theory 

• 08:00 – Intro – Know your target audience: German work culture, Market Awareness, Intercultural Competence: Speaker – Susanne Hawkins (German-Norwegian Chamber of Commerce)
  • Hierarchy – interaction and professional distance between roles
  • Titles and names – how to address others correctly, what to avoid
  • How to impress in Germany – Structure, efficiency, punctuality, reliability in planning
  • Topics and their importance in the German health care market:
    • Innovation
    • Data security
    • User friendliness
    • Origin of the product
    • Numbers and costs
    • Treatment progress and patient outcome
  • Q&A
• 09:00 – Pitching – in Germany: Speaker – Anita Moe Larsen (Norway Health Tech)
  • In-depth target audience research:
    • Customers/Users
    • Business partners
  • What a good pitch should include and how to structure it
  • Body language: Pitching in person vs online
  • How long should a pitch be?
  • Examples of good and bad pitches with explanations
  • Q&A

09:30 – Break

Part 2 – Workshop 

09:45 –  Short repetition/summary of the dos and don’ts from part 1

Introduction of the pitch trainers for small groups: Dr. Marc Hovestädt (Berlin Partner), Ole Christian Ruge (Denova Impuls), Markus Grundke (i2D Partners), Karime Mimoun

10:00 – Divide into smaller groups to pitch to each other:

• • 2-3 companies per group
  • Each group will be supervised by a pitch trainer to receive direct feedback and help them put the theory into action.
  • Feedback and suggestions in the groups
• Revise pitch after feedback and suggestions

11:30 – Selected companies present new pitch to everyone

Participation fee: 

Companies participating in Market Entry Program for Germany: FREE

Companies who are exhibitors at MEDICA 2021 via the Norwegian Pavilion: FREE

Members of Norwegian Smart Care Cluster: FREE

Other companies: 1 person: 2500 NOK, 2 persons: 3500 NOK

If you have questions, get in touch with Irene.Chelliah@norwayhealthtech.com