Reverse Pitch Planning & Execution to Attract Inbound Partnership Proposals

Overview

Nirik supported a Japan-based large system integrator in its new business development efforts, focusing on identifying and engaging potential overseas partners.

While the client had already been actively searching for partners by attending exhibitions and events, Nirik proposed a different approach:
shifting from “searching for partners” to “being approached with proposals.”

To achieve this, we planned and executed reverse pitches, designed to clearly communicate the client’s interests and collaboration themes, and to attract inbound proposals from overseas companies.

As part of this project, two reverse pitch sessions were conducted:
one during an official event held within a large-scale international exhibition (TAITRONICS & AIoT Taiwan), and another at a separately organized side event (5G Forum), both targeting the global market.

This initiative was carried out in collaboration with SparkLabs TAIWAN and TAITRA, leveraging strong ties with the local startup ecosystem and trade organizations in Taiwan.

Project Background

The client was seeking overseas partners to accelerate its new business development initiatives.
However, the conventional approach of identifying and approaching potential partners one by one presented several challenges:

• Inefficiency in partner discovery
• Difficulty in clearly communicating collaboration themes and expectations
• Risk of misalignment during early-stage discussions

Given these challenges, and leveraging our understanding of the Taiwanese market and local business ecosystem, we proposed reverse pitching as a more efficient and strategic method for partner exploration.

Scope of Support and Key Approach

Reverse Pitch Concept Design

Rather than simply arranging speaking opportunities, we supported the project from the concept and structure design stage of the reverse pitch.

• Defining priority themes for new business development
• Designing messages that encourage overseas companies to actively propose collaboration ideas
• Structuring the pitch to go beyond a company introduction and clearly express partnership intent

The goal was to ensure that the reverse pitch functioned as a practical partner discovery tool, not just a presentation.

Execution at Events

We provided advance guidance on:

• Anticipated questions and areas of interest
• Presentation structure and storytelling
• Messaging tailored to overseas audiences

Post-Event Follow-up Support

After the events, we handled the follow-up process by organizing the contacts generated through the reverse pitch and supporting the transition from initial engagement to concrete discussions.

This helped ensure that connections made during the events did not remain one-off contacts, but instead moved forward into meaningful business conversations.

Results

• Connections were established with approximately 20 overseas companies
• Around nine companies submitted concrete inbound partnership proposals

By shifting from an outbound search model to an inbound, proposal-driven approach, the client was able to engage with highly relevant partners in a more efficient manner.