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Transcript of Pitching guidelines & tips to perfect the art of pitching ... · PDF filePitching guidelines &...
“HOW TO PITCH EFFECTIVELY”Pitching guidelines & tips to perfect the art of pitching...
Copyright © 2013 Matt Pretorius
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...
Copyright © 2013 Matt Pretorius
1) Elevators (90 sec) Pitch
2) Investors (5/10/20 min) Pitch
3) Pitching Extras
Copyright © 2013 Matt Pretorius
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...
Copyright © 2013 Matt Pretorius
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...
Copyright © 2013 Matt Pretorius
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...
Copyright © 2013 Matt Pretorius
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...
Copyright © 2013 Matt Pretorius
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
Copyright © 2013 Matt Pretorius
Copyright © 2013 Matt Pretorius
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.
Copyright © 2013 Matt Pretorius
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
(3) present statusCopyright © 2013 Matt Pretorius
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).
Copyright © 2013 Matt Pretorius
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.
Copyright © 2013 Matt Pretorius
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.
Copyright © 2013 Matt Pretorius
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.
Copyright © 2013 Matt Pretorius
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.
Copyright © 2013 Matt Pretorius
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.
Copyright © 2013 Matt Pretorius
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?
Copyright © 2013 Matt Pretorius
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.
Copyright © 2013 Matt Pretorius
PRESENT TRACTION
“Brag sheet” - Key achievements and business traction so far?
How are things going and what do you expect in
the near future?
Copyright © 2013 Matt Pretorius
FINANCIAL FORECASTS
Financial forecast – Summarized:
Identify key milestones and goals.
Copyright © 2013 Matt Pretorius
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?
Copyright © 2013 Matt Pretorius
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
Copyright © 2013 Matt Pretorius
Product Develop-
ment
Marketing
Working Capital
Administra-tion
Other
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?
Copyright © 2013 Matt Pretorius
PITCHING EXTRASAdditional pitching tools & tips…
Copyright © 2013 Matt Pretorius
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/
Copyright © 2013 Matt Pretorius
PITCHING TIPS
Tell a good story…
Practice makes perfect
– Steve Jobs practiced two whole days before giving a sales pitch…
Copyright © 2013 Matt Pretorius
MATT PRETORIUSCONTACT THE AUTHOR…
Copyright © 2013 Matt Pretorius
/MattPretorius
@Matt_Pret
SOURCES AND REFERENCES Presentation document
Copyright © 2013 Matt Pretorius
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