Best Practices for Pitching to Judges - Startup Weekend Doha 2016
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Transcript of Best Practices for Pitching to Judges - Startup Weekend Doha 2016
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Best practices for pitching to judges
Emad Saif Entrepreneurship Trainer
@esaif
March 23 2016
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AGENDA Judging Criteria
Useful Tips
Q & A Preparation
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1. Business Model 2. Customer Validation 3. Execution & Design
Judging Criteria
- 5 Min Presentation -
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1. Business Model
• Address the 9 building blocks • Customer acquisition • Competition • Scalability • Risk
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• Are teams building something that people actually want?
• How well does the team understand their customer and their customer’s needs?
• Did the team get out and talk to customers?
• What is the value proposition to customers?
2. Customer Validation
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• Have they established a “Minimal Viable Product” for the weekend (software, hardware, etc.)?
• Does it deliver a compelling and captivating user experience?
• Were they able to demo something functional?
3. Execution & Design
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AGENDA Judging Criteria
Useful Tips
Q & A Preparation
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AUDIENCE WANT TO BE ENTERTAINED
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USE SIMPLE LANGUAGE
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SHARE YOUR PASSION
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HOOK YOUR AUDIENCE
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DON’T MEMORIZE
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DON’T READ WORD FOR WORD
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KNOW YOUR CORE MESSAGE
7 min
3 min
1 min
•Hook •Customer Problem •Value Proposition •Team •Product •Market •Financials •Millstones •Risks
•Hook •Customer Problem •Value Proposition • Team • Product •Market
•Hook •Customer Problem •Value Proposition • Team
Pitch
Pitch
Pitch
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5GB 1,000 songs
BENEFITS vs. FEATURES
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WATCH YOUR TIME
• Time your self • Plan your pauses • Use images triggers
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NO
N-V
ERB
AL
CO
MM
UN
ICA
TIO
N
Body Distance Clothes & Looks Body & Arm Positions
Movement Gestures Eye Contact Face Expressions Touch
Voice Voice Tone Speed & Pauses
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END WITH
“CALL TO ACTION”
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PRACTICE. PRACTICE. PRACTICE.
Steve Jobs did it for hours!
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AGENDA Judging Criteria
Useful Tips
Q & A Preparation
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WHY Q & A ? • Feedback • Additional clarification • Challenge certain assumptions
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DOs & DON’Ts
• Don’t give long explanations limit to 2-30 sec
• Ask for clarification if question is not clear
• You don’t know everything and that’s OK
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Handling Feedback
• Accept the feedback
• Don’t respond – this is not a question
• Don’t argue – this is not a debate
• Say “Thanks for your feedback
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Common Questions
• Do you have evidence customers want it?
• How big is your market? Is it scalable?
• What’s the team look like? What are your backgrounds?
• What is your product differentiation?
• What risks exist? How do you address them?
• What do you need? Milestones?
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THINK LIKE AN
INVESTOR
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Market Attractiveness
Product Differentiation
Managerial Capabilities
Resistance to Threats
Expected Return
Perceived Risk
Decision to Invest
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To Invest or not to Invest?
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PITCH VIDEOS
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AGENDA Judging Criteria
Useful Tips
Q & A Preparation
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LEAVE AN
IMPRESSION
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You can do it!