Pitching Master Class

www.atp-innovations.com.au

Ben WrightDirector, Commercial Development

September 2012

4 Principles of

Pitching

1/ 15 sec

Your audience will remember 1 thing only, nail it in the first 15 seconds

Stotting

Stotting / Pronking

Pronk is “from an Afrikaans word meaning ‘to show off, strut, prance’, and ultimately from Dutch pronken ‘to strut’; and it was first applied to the spectacular bounds of the South African antelope, Springbok.

Bodylanguage – an honest display of athletic prowess and condition

If you are not confident, you will get eaten

Dress for success

CustomersPartnersInvestors

… it doesn’t matter

they DON’T CARE

about your technology

Content• 12 x slides• > 40 font

• < 10 words / page• Be graphic

TITLETag Line

“Quote from a credible investor or key opinion leader about your business”

PROBLEMWhat is the problem you solve or the unmet need

you address?

WHY?

SOLUTIONHow do you solve this

problem?

What is your value proposition?

OPPORTUNITYData / Statistics on market size

Existing proof points

Timing

MARKETWho is your target customer?

What is your relationship with the customer?

Bottom-up financial forecasts

BUSINESS MODEL

Explain how you will make money

What is your revenue model?

CHANNELS

Approach / tactics that will be used to get customers

What will you do now vs. future customers

ADVANTAGE

Describe your competitive advantage

Registered IP, Know-how, Relationships etc.

TEAMDetail the core team and

its track record

Why are you the best team to take this technology to

market?

ACTIVITYDetail the activities undertaken by

the business to-date.

Track Record / Key Metrics

What will you do next?

ASKDetail the audience ask:

Invest in us Partner with us

Buy our vision / Buy our widget

“We are raising X to do Y over Z time period”

SUMMARY This is a massive opportunity

We’re better because …Demonstrated metrics

This is our ask and use of funds

Name + Role + Phone + Email

Review 4 elements of pitching

Pitch content

Pitch template

www.pitchenvy.com/www.pitchdeck.improvepresentation.com

http://pollenizer.com/universal-startup-pitch-deckhttp://www.marsdd.com/articles/investor-engagement-elements-of-a-pitch-deck/

http://www.businessinsider.com.au/seed-round-pitch-deck-tempate-2013-8?op=1#how-will-you-

make-money-10

Resources

Ben Wright

+61 (0)2 9209 4444b.wright@atp-

innovations.com.au