Pitching guidelines & tips to perfect the art of pitching ... · PDF filePitching...

“HOW TO PITCH EFFECTIVELY”Pitching guidelines & tips to perfect the art of pitching...

Note: This pitch deck is a suggested guideline template of main aspects to cover and should be changed with the company’s specifics, and look and feel.

TYPES OF PITCHES

Pitching overview...

1) Elevators (90 sec) Pitch

2) Investors (5/10/20 min) Pitch

3) Pitching Extras

ELEVATORS (90 SEC) PITCHElevators pitch deck guideline & tips…

Note: This Elevators pitch deck is a suggested guideline template of main aspects to cover and should be changed with the company’s specifics, and look and feel.

WHAT IS THE PROBLEM YOUR SOLVING?

Core aspect number one...

Describe the present or emerging problem in the market.

Why does it exist? How important is it?

What is the market dynamics surrounding the opportunity and scope/size?

WHAT IS YOUR UNIQUE VALUE PROPOSITION?

Core aspect number two...

Describe/showcase your innovative product/service… (use examples/demos/screenshots).

Highlight key benefits of your innovation that give you unique potential for leverage and growth scalability.

Show how your innovation fits in the value chain or ecosystem of your target market.

WHAT IS YOUR BUSINESS MODEL?

Core aspect number three...

What is your key assumptions and business strategy?

How do you make money? What is your pricing, your cost and revenue drivers? Highlight key aspects.

What is your scalability?

CONCLUSIONCore aspect number four...

Inspire the audience with the bigger picture and lasting thoughts.

Reiterate your core value proposition and tagline.

VIDEOS & LINKSPitching is Kids play (Dragons Den):

http://www.youtube.com/watch?v=hCPg5mI1PXY

State Utah Elevator Pitch Winner: https://www.youtube.com/watch?v=i6O98o2FRHw

Chris Westfall – Elevator Pitch Example: https://www.youtube.com/watch?v=98WlZJqscVk

Guy Kawasaki – Make a Great Pitch: https://www.youtube.com/watch?v=51TLge2peLc

Steve Jobs Presentation Secrets by Carmine Gallo: http://www.slideshare.net/cvgallo/the-presentation-secrets-of-steve-jobs-2609477

INVESTORS (5/10/20 MIN) PITCHInvestors pitch deck guidelines & tips…

Note: This Investors pitch deck is a suggested guideline template of main aspects to cover and should be changed with the company’s specifics, and look and feel.

COVER PAGE

START-UP COMPANY

Start-up Company name, location, tagline, presenter’s name, title and info.

COMPANY OVERVIEWProvide a clear description of your

business/concept core value proposition (#Tweet).

Note: Core value proposition = what unique benefit will you provide to what set of customers to address what particular need?

Additional points to clarify your…

(1) target markets,

(2) unique technology/solution, and

INTRO: START-UP DREAM TEAM

Key team members (normally 3-4 key members) in the start-up company.

Short summary of credentials (10-15 sec per member).

PROBLEM/OPPORTUNITY

Describe the present or emerging problem in the market. Why does it exist? How important is it?

What is the market dynamics surrounding the opportunity and scope/size?

Note: Don’t restate the obvious.

SOLUTION & SOLUTION DELIVERY

How do you solve the present or emerging problem/opportunity?

Describe/showcase your innovative product/service… (use examples/ demos/screenshots).

Show how your innovation fits in the value chain or ecosystem of your target market.

UNIQUE BENEFITS & “SECRETE SAUCE”

Highlight key benefits of your innovation that give you unique potential for leverage and growth scalability.

What differentiate you? What is your unique IP/ Barriers to entry for others? What is your ‘secret sauce’ or underlying magic?

Note: Do not use detailed product architecture or jargon. If no “secrete sauce”, mention freedom to operate from your competition.

CUSTOMER SEGMENT

Who is your target industry/market? Clearly describe your target market.

Identify what is the size and potential of the market?

Highlight present key customers and targeted customers in the future.

MARKET COMPETITION

Who else does what you do? Key competitor matrix – strengths and weaknesses in comparison to your start-up company.

Highlight key reasons why customers prefer your solution to other solutions (use referenceablecustomers or prospects perspectives/words)

Note: Make sure your check-box criteria reflect the market's requirements, not just your product's features.

GO-TO-MARKET STRATEGY

Define your pipeline of customer acquisition strategy and strategic partners.

How will you reach your target customers? What is unique or innovative about your strategy?

What is the critical hurdles you need to overcome and how will you overcome them?

BUSINESS MODELWhat is your key assumptions and business

strategy?

How do you make money? What is your pricing, your cost and revenue drivers? Highlight key aspects.

What is your scalability?

Note: Explain the sensitivity of your business to variations in your assumptions.

PRESENT TRACTION

“Brag sheet” - Key achievements and business traction so far?

How are things going and what do you expect in

the near future?

FINANCIAL FORECASTS

Financial forecast – Summarized:

Identify key milestones and goals.

ZAR’mil Present Year 1 Year 2 Year 3 Year X

Revenue R150k R1m Etc.

Cost (R100k) (R800k)

EBITDA R50k R200k

FUNDING & VALUATION

What amount of capital do you require (RXm)? Proposed valuation: How much equity is on offer?

Basis for valuation: How was the valuation roughly

calculated?

Amount raised in the past? (Source?) Milestone mapping.

What is your potential exit strategy?

USE OF FUNDS

Investment plan and use of funding to promote scalability of start-up company.

Start-up funding timeline.

Note: Use Pie-Charts to

illustrate use of funds

Product Develop-

Marketing

Working Capital

Administra-tion

CONCLUSION

Key message about your start-up company (core value proposition, tagline, etc.). What is the five things you want them to remember?

Inspire the audience with the bigger picture and lasting thoughts.

Questions?

PITCHING EXTRASAdditional pitching tools & tips…

PITCHING TOOLS

Business Model Canvas by Alex Osterwalder and Yves Pigneur: http://www.businessmodelgeneration.com/

HBS Elevator Pitch Builder – Harvard Alumni

Prezi Presentation: http://www.prezi.com/

MS Office Powerpoint: http://www.pitchdeck.improvepresention.com/

PITCHING TIPS

Tell a good story…

Practice makes perfect

– Steve Jobs practiced two whole days before giving a sales pitch…

MATT PRETORIUSCONTACT THE AUTHOR…

/MattPretorius

@Matt_Pret

SOURCES AND REFERENCES Presentation document

Garr Reynolds – Presentation Zen: Simple Ideas on Presentation Design and Delivery

Zachariah George (COO, U-Start Africa) – Investor Ready Clinic course.

Keet Van Zyl, Eben Van Heerden, Brett Commaille & Andrea Bohmert – Early Stage Investment course (Find-Make-Growth-Realise).

Bill Reichert (MD, Garage Technology Ventures) – Perfecting your pitch article.

Founders & Funders Venture Capital – How to pitch your business article.

Chris Westfall – Elevator Pitch Example: https://www.youtube.com/watch?v=98WlZJqscVk

Guy Kawasaki – Make a Great Pitch: https://www.youtube.com/watch?v=51TLge2peLc

Steve Jobs Presentation Secrets by Carmine Gallo: http://www.slideshare.net/cvgallo/the-presentation-secrets-of-steve-jobs-2609477

Pitching guidelines & tips to perfect the art of pitching ... · PDF filePitching...

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