BM Academy UBM and PT Midi Utama Indonesia Tbk Strengthen Communication and Pitching Skills through the Executive Enhancement Program “The Art of Pitching & Persuasion”
TANGERANG, November 12, 2026 — BM Academy Universitas Bunda Mulia (UBM), together with PT Midi Utama Indonesia Tbk, organized the Executive Enhancement Program (EEP) “The Art of Pitching & Persuasion: Building Communication Foundations for Winning Strategic Partnerships” on Tuesday, November 10, 2026, from 8:00 AM to 5:00 PM WIB, at the Head Office of PT Midi Utama Indonesia Tbk. The program aimed to strengthen professionals’ communication capabilities in building and winning strategic partnerships, focusing on effective communication fundamentals, persuasive pitching, and stakeholder engagement. It featured Dr. Patricia Robin, S.I.Kom., M.I.Kom, Academic Manager at Universitas Bunda Mulia, and Virgitta Septyana, S.I.Kom., M.Si., Academic Manager at Universitas Bunda Mulia, as speakers.
The first session, delivered by Dr. Patricia Robin, S.I.Kom., M.I.Kom, carried the theme “Effective Communication Fundamentals: Building Professional & Impactful Interactions”. In this session, participants were guided to understand the fundamentals of effective communication as a foundation for building professional and impactful interactions in the workplace. The session concluded with the message, “Effective communication is not about saying more. It is about making sure the right message is understood by the right person, in the right way, at the right time.” This emphasizes that effective communication is measured not by how much is said, but by whether the right message is understood by the right person, in the right way, at the right time.
The second session, delivered by Virgitta Septyana, S.I.Kom., M.Si., carried the theme “Persuasive Pitching & Stakeholder Engagement: Crafting Value & Winning Partnerships”. Built on the idea of “moving from asking for funds to offering business opportunities”, the session encouraged participants to shift their perspective from organizers who need support to partners who offer value to sponsors. One of the key points emphasized was, “Sponsors don’t buy events. Sponsors buy access to an audience, moments, and business results.” This encouraged participants to see pitching not merely as offering an event, but as crafting value that is relevant to the other party, from access to the audience and the right moments to tangible business results.
The second session covered three main topics. In the first topic, participants learned to understand sponsors’ needs, including why companies treat sponsorship as a marketing investment, the business objectives behind it (brand, experience, and business), the difference between what organizers need and what sponsors need, and how to uncover needs through questions before presenting a package. In the second topic, participants learned to craft value propositions, translating event features into sponsor benefits and measurable business impact using the OBJECTIVE formula, distinguishing exposure from engagement, and designing sponsorship packages based on sponsors’ objectives.
The third topic addressed persuasive pitching and objection handling. Participants explored the psychology of persuasion and the consultative approach, a clear pitch structure, the use of storytelling to convey value, techniques for responding to sponsor objections using the L.A.C.E.R. method, as well as negotiation strategies that protect the value of the offer and follow-up after meetings.
Both sessions were also complemented by participant activities. In the first session, participants were occasionally invited to the front to demonstrate the material and join several games to make it easier to grasp. In the second session, participants began by writing down the sponsor rejection they remembered most, then took part in the Sponsor Mindset Challenge to analyze the objectives, KPIs, audiences, and activation ideas of several prospective sponsors in an event case study. They also joined the Value Proposition Makeover to rewrite an organizer-oriented sponsorship proposal into one centered on the sponsor’s objectives, and the Objection Handling Battle to practice responding to common sponsor objections such as budget, relevance, and ROI. The program closed with the drafting of a 30-day action plan so participants could apply the material right away.
Through this program, BM Academy UBM and PT Midi Utama Indonesia Tbk emphasized the importance of effective communication, persuasive pitching, and stakeholder engagement in building strategic partnerships. The program is expected to help participants develop a more strategic approach to communication, enabling them to build more professional interactions, present ideas more convincingly, and build partnerships that create value for their organizations, rather than merely asking for support.
TANGERANG, 12 November 2026 — BM Academy Universitas Bunda Mulia (UBM) bersama PT Midi Utama Indonesia Tbk menyelenggarakan Executive Enhancement Program (EEP) “The Art of Pitching & Persuasion: Building Communication Foundations for Winning Strategic Partnerships” pada Selasa, 10 November 2026, pukul 08.00–17.00 WIB, di Head Office PT Midi Utama Indonesia Tbk. Program ini bertujuan memperkuat kemampuan komunikasi para profesional dalam membangun dan memenangkan kemitraan strategis, dengan fokus pada dasar-dasar komunikasi yang efektif, pitching yang persuasif, dan keterlibatan pemangku kepentingan (stakeholder engagement). Kegiatan ini menghadirkan Ibu Dr. Patricia Robin, S.I.Kom., M.I.Kom, Manager Akademik Universitas Bunda Mulia, dan Ibu Virgitta Septyana, S.I.Kom., M.Si., Manager Akademik Universitas Bunda Mulia, sebagai narasumber.
Sesi pertama dibawakan oleh Ibu Dr. Patricia Robin, S.I.Kom., M.I.Kom dengan tema “Effective Communication Fundamentals: Building Professional & Impactful Interactions”. Dalam sesi ini, peserta diajak memahami dasar-dasar komunikasi yang efektif sebagai fondasi untuk membangun interaksi yang profesional dan berdampak di lingkungan kerja. Sesi ditutup dengan pesan, “Effective communication is not about saying more. It is about making sure the right message is understood by the right person, in the right way, at the right time.” Pesan ini menegaskan bahwa komunikasi yang efektif tidak diukur dari banyaknya hal yang disampaikan, melainkan dari sejauh mana pesan yang tepat dipahami oleh orang yang tepat, dengan cara dan waktu yang tepat.
Selanjutnya, sesi kedua dibawakan oleh Ibu Virgitta Septyana, S.I.Kom., M.Si. dengan tema “Persuasive Pitching & Stakeholder Engagement: Crafting Value & Winning Partnerships”. Mengusung gagasan “dari meminta dana ke menawarkan peluang bisnis”, sesi ini mengajak peserta mengubah sudut pandang dari penyelenggara yang membutuhkan dukungan menjadi mitra yang menawarkan nilai bagi sponsor. Salah satu poin yang ditekankan adalah, “Sponsor tidak membeli event. Sponsor membeli akses ke audience, momen, dan hasil bisnis.” Pesan ini mengajak peserta melihat pitching bukan sekadar menawarkan sebuah acara, tetapi menyusun nilai yang relevan bagi pihak lain, mulai dari akses ke audiens, momen yang tepat, hingga hasil bisnis yang dapat dirasakan.
Materi sesi kedua mencakup tiga topik utama. Pada topik pertama, peserta diajak memahami kebutuhan sponsor, mulai dari alasan perusahaan menjadikan sponsorship sebagai investasi marketing, tujuan bisnis di baliknya (brand, pengalaman, dan bisnis), perbedaan antara kebutuhan penyelenggara dan sponsor, hingga cara menggali kebutuhan melalui pertanyaan sebelum menawarkan paket. Pada topik kedua, peserta mempelajari cara menyusun value proposition, yaitu menerjemahkan fitur event menjadi manfaat bagi sponsor dan dampak bisnis yang terukur, dengan memanfaatkan formula OBJECTIVE, membedakan exposure dan engagement, serta merancang paket sponsorship berdasarkan tujuan sponsor.
Topik ketiga membahas persuasive pitching dan objection handling. Peserta mempelajari prinsip psikologi persuasi dan pendekatan konsultatif, struktur pitch yang runtut, penggunaan storytelling untuk menyampaikan nilai, teknik menjawab keberatan sponsor dengan metode L.A.C.E.R., serta strategi negosiasi yang menjaga nilai penawaran dan tindak lanjut setelah pertemuan.
Kedua sesi juga dilengkapi dengan berbagai aktivitas peserta. Pada sesi pertama, peserta sesekali diminta maju untuk memperagakan materi dan mengikuti beberapa permainan (games) agar materi lebih mudah dipahami. Pada sesi kedua, peserta memulai dengan menuliskan penolakan sponsor yang paling diingat, lalu mengikuti Sponsor Mindset Challenge untuk menganalisis tujuan, KPI, audiens, dan ide aktivasi dari beberapa calon sponsor pada sebuah studi kasus event. Peserta juga mengikuti Value Proposition Makeover untuk menulis ulang proposal sponsorship yang berorientasi pada penyelenggara menjadi berorientasi pada tujuan sponsor, serta Objection Handling Battle untuk berlatih menjawab berbagai keberatan sponsor, seperti budget, relevansi, dan ROI. Kegiatan ditutup dengan penyusunan rencana aksi 30 hari agar materi dapat langsung diterapkan.
Melalui program ini, BM Academy UBM dan PT Midi Utama Indonesia Tbk menegaskan pentingnya komunikasi yang efektif, pitching yang persuasif, dan keterlibatan pemangku kepentingan dalam membangun kemitraan strategis. Kegiatan ini diharapkan dapat membantu peserta mengembangkan pendekatan komunikasi yang lebih strategis, sehingga mampu membangun interaksi yang lebih profesional, menyampaikan gagasan secara lebih meyakinkan, dan membangun kemitraan yang bernilai bagi organisasi, bukan sekadar mengajukan permohonan dukungan.