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You have only 3 minutes to make 1 impression. On your costumers, your investor, your partners and your audience. You better prepare. Prepare your pitch, your performance, your appearance and your content. How to do that? This presentation prepares you for just all that! See also Audio & 38-page Notes supporting this presentation. VIP members get Discount!! Author: Eva Hukshorn, EFactor
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Pitching & Presenta.on 3 minutes, 1 impression Author: Eva Hukshorn
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EFactor: An introduc6on
• Founders Adrie Reinders, Marion Freijsen, Roeland Reinders • Started OHM Inc. in 2004: Business Development for Fortune 2000 • Serving (mainly) technology companies around the globe • Goal: assist emerging technology companies in selling their product to Corporates • In 2007 they wrote a book: The N-‐Factor
- How efficient networking can change the dynamics of your business - Huge success: no theory, but hands-‐on 6ps & tricks
• Result: EFactor -‐ a social plaUorm for entrepreneurs - Strategic business networking impacts the future of your business - Goal: share knowledge, increase sales, decrease costs, find capital - Mission: increase success of entrepreneurs to start-‐up or accelerate their organiza6on
- In 2012 the new book was launched: The E-‐Factor: Entrepreneurship in the Social Media Age
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EFACTOR, THE WORLD’S LARGEST ONLINE NETWORK FOR ENTREPRENEURS ON EARTH
An online community offering you a network, knowledge, events, and every business resources you need to
succeed
Eva Hukshorn: An introduc6on
• Work Experience - Current: Partner EFactor
Board of Advisory: TreFoil Energy / CleanDrinks / Global Thinkers / ShowLinq
Coach Startup: Bootcamp Amsterdam / New Venture McKinsey - 2009 – 2010: Dutch Bou6que – Marktlink Mergers & Acquisi6ons, Amsterdam - 2007 – 2009: Royal Bank of Scotland – Corporate Finance, Amsterdam - 2004 – 2009: ABN AMRO – Corporate Finance New York, Amsterdam - 2003 – 2004: Accenture – Consul6ng London, Amsterdam
• Educa.on - 1997 – 2002: MSc Economics, Finance – University of Groningen, the Netherlands - 2003: Interna6onal & Asian Studies – Na6onal Sun Yat-‐Sen University, Taiwan - 2009 – 2011: Cer6fied Management Accoun6ng (CMA) – Ins6tute of Management Accountants
(IMA), United States - 2009 – 2001: Colloquium General & Modern Art – Academy for History of Art, the Netherlands - 2012: Interna6onal Financial Report Standards (DipIFRS) – Associa6on of Chartered Cer6fied
Accountants (ACCA), United States
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FUNDING TUESDAY, EVERY TUESDAY
So what can you expect from us each Funding Tuesday?
1. Webinars on EFactor on Finance & Funding related topics in the EVENT Sec6on
2. Blogs & interviews with informal investors and funded entrepreneurs with 6ps & tricks in the BLOGS sec6on under NOW
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3. Finance & Funding related ar6cles on NOW feed
4. In the Finance & Funding GROUP on our website you will find Q&As of the webinars under NETWORK
5. In the KNOWLEDGE base you will find more and more presenta6ons on Finance & Funding related topics, including the webinar presenta6ons
6. And if you become a VIP MEMBER you will personally be supported on your Finance & Funding related ques6ons
Webinar Program Overview 2012
June 19: Business Plan Wri6ng -‐ A Roadmap to Success July 3: Pitching & Presenta.on -‐ 3 Minutes, 1 Impression July 17: Strategy -‐ A Vision for the Future, A Strategy for Geing There July 31: Budge6ng & Forecas6ng -‐ Predic6ng the Outcome Aug 14: Working Capital -‐ An Unknown Key to Success Aug. 28: Capital Management -‐ Playing with Risk Sept 11.: Funding & Investments -‐ Some Sources are More Equal then Others Sept. 25: Valua6on -‐ Art or Science Oct 9: Exit Strategy -‐ Nice to Have or Need to Have? Oct. 23: Bootstrapping -‐ An Alterna6ve Answer to Funding Nov 6: Crowdfunding -‐ The Power of Friends, Family and Fools Nov. 20: Networking -‐ Nice You have 3000 Friends, I have 30 Relevant Connec6ons Dec. 4: Marke6ng & (Social) Media -‐ Noise or Value? Dec. 11: No Sales, No Glory Dec. 18: Most Common Mistakes of Entrepreneurs 5
Some basic ingredients to start a successful company
6 3 key elements of life: Ideas, People and Money
A solid business plan is important: Luck is for the unprepared!
7 Business Plan = Guidebook for the Founder
Business plan: learn to Live & Breath your company, market and customers Business plan as a tool: • Systema6c approach for mapping your idea • Focus • Entry strategy • Iden6fying gaps: knowledge, experience, specialists • Checklist of resources • Communica6on tool • Prac6ce
Business plan is for YOU and YOUR SUCCESS!
Evolu6on of your startup life
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3 YOUR COMPANY • 6me spend: ? • structure tasks, weekly, monthly • success = old investors out, new investors in
YOUR IDEA • 6me spend: 6-‐9 months • describe the problem you are solving for whom • test for outside interest
YOUR BUSINESS PLAN • 6me spend: 2-‐3 months • details of the execu6on process • 5 years, 3 phases, 1st phase 18 months explicit
9-‐12 months prepara.on before launch
9 You are the biggest investor of them all!
• Your own investment does not consist only of 6me spend
• Become as cri.cal as your external investors would be
• Your Team is as important as your idea
• Money is the end-‐game of the investor, so is yours
Take a different approach, become your own investor
Some things to keep in mind while searching for investments
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An informal investor is NOT A HOLY GRAIL
Searching for investment, long, LONG process
Social CLICK
Solid BUSINESS PLAN
Manage EXPECTATIONS
The TEAM will make it happen
COURAGE is high risk, high return
Investment is about TRUST
Don’ts for entrepreneurs
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1 Not able to explain yourself
2 Demand with no return
3 Money is the Holy Grail
4 Unrealis6c returns & hockey s6cks
5 Claiming there is no failure is possible
6 Target all investors
Warning for investors
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1 Only interested in returns
2 Demanding majority stake
3 Demanding fees
4 Different goals
5 Personal guarantees
6 Making you pay
To know by heart before you start
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1 Problem solved
2 Market, compe6tors, market share
3 Team, responsibili6es, experience
4 Investment and return
5 • Planning & milestones • Protec6on • Revenue model • Strategic alliances • Needs in knowledge & resources
The Elevator Pitch: 3 minutes, 1 impression
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EXAMPLE 1 “A small group of diabe6c pa6ents depends on con6nuous intraperitoneal insulin infusion.
Advantages compared to subcutaneous administra6on are faster glucose response and lower peripheral insulin concentra6ons. I am modifying the insulin which reduces the incidence of
insulin aggregates, development will take up to 5 years.” EXAMPLE 2 “I am so excited about my new idea, it is a customer-‐friendly fashion webshop with enormous poten6al. It has an easier naviga6on system, beser colors and I am planning to add all the big
brandnames. This will definitely make you a lot of money.”
EXAMPLE 3 “My idea offers a business with up to 200 employees cost savings of 5-‐10% by improving there
administra6on system. Ini6al analysis have convinced me that there is a poten6al margin of 50%. With EFactor and Entrepreneur Magazine, I have access to my target group. Distribu6on will be
done through direct sales and retail.”
Presen6ng your idea in another 5 minutes
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1. Watch your 6me 2. Pitch solo 3. Con6nue when things go wrong, bring examples 4. Speak calm & simple 5. Introduce yourself 6. No humor or funny gimmicks 7. Max 8 relevant slide and 3 topics per slide 8. Tell audience what they are going to see 9. Visuals & bullet points 10. Explain experience team in this specific field 11. No technical details 12. Touch upon marke6ng & sales 13. Milestones & funding needed 14. Expect obvious ques6ons 15. Don’t save the best for the last, but end strong!
Impressing without words
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SMILE EYES POSTURE ATTITUDE
HANDS VOICE DRESS ASSECOIRES
Your idea: prepara6on
ü Problem to be solved
ü Target group
ü Need by target group
ü Unique selling point
ü Technical details
ü Comparable products compe6tors
ü Superiority of your product
ü Duplicable
ü Protec6on
ü Costs of produc6on
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Content to cover in your founder’s guidebook
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Content overview 1. Execu6ve summary 2. Idea descrip6on 3. Marke6ng & sales 4. Management team 5. Organiza6on 6. Finance 7. Risk analysis 8. Funding 9. Timeframe
Conclusion & final remarks
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PREPARE YOUR BUSINESS PLAN. PREPARE YOUR PRESENTATION. PREPARE FOR YOUR PITCH AND PREPARE FOR YOUR INVESTOR.
JUST PREPARE!
Next webinar = July 17: A Vision for the Future, A Strategy for Ge`ng There
1. Understand you business, market & customers 2. Listen to the investor 3. Act as equal partner 4. Watch your body language 5. Dress equal to your audience 6. Bring summary of presenta6on & examples product 7. Ask for the next step 8. Investors are not the holy grail 9. You and your team are the key to success
Webinar Program Overview 2012
June 19: Business Plan Wri6ng -‐ A Roadmap to Success July 3: Pitching & Presenta6on -‐ 3 Minutes, 1 Impression July 17: Strategy -‐ A Vision for the Future, A Strategy for Ge`ng There July 31: Budge6ng & Forecas6ng -‐ Predic6ng the Outcome Aug 14: Working Capital -‐ An Unknown Key to Success Aug. 28: Capital Management -‐ Playing with Risk Sept 11.: Funding & Investments -‐ Some Sources are More Equal then Others Sept. 25: Valua6on -‐ Art or Science Oct 9: Exit Strategy -‐ Nice to Have or Need to Have? Oct. 23: Bootstrapping -‐ An Alterna6ve Answer to Funding Nov 6: Crowdfunding -‐ The Power of Friends, Family and Fools Nov. 20: Networking -‐ Nice You have 3000 Friends, I have 30 Relevant Connec6ons Dec. 4: Marke6ng & (Social) Media -‐ Noise or Value? Dec. 11: No Sales, No Glory Dec. 18: Most Common Mistakes of Entrepreneurs
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BECOME A VIP MEMBER WITHIN 1 WEEK AND GET YOUR PLAN CHECKED!
1. Increased Business Exposure and Social Media Integra.on 2. Jay Abraham's Business Maximizer Manual 3. Access To Exclusive Expert Events Twice A Month 4. "Special Solu.on" Ac.on-‐Based Reports, at least twice a month 5. VIP Only Discounts 6. VIP Weekly Newsleger 7. VIP Inner Circle 8. eProducts from the world's largest library
9. IN ADDITION: If you agended this workshop AND become a VIP Member of EFactor within ONE WEEK, you can send me you ques.ons on working capital and I will provide you with assistance: www.efactor.com/hukshorn
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HTTP://WWW.EFACTOR.COM/VIP
Thank you!
This document was prepared by Eva Hukshorn. Several people and organiza.ons have inspired
her to write this presenta.on, amongst which are, but not limited to the Founders of EFactor,
McKinsey&Company/NewVenture, Nebib, Entrepreneur.com
