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Pitching Fundamentals 0519

1) The document provides tips for creating an effective pitch, including defining what a pitch is, when they should be used, and what the overall aim is. 2) It offers guidelines from experts on pitch structure and content, such as using 10 slides, 30 point font, and covering the problem, solution, business model, team, and call to action in 20 minutes. 3) The document emphasizes keeping the pitch simple, telling a story, practicing, using clear images and information, having a concise solution and closing, and being honest.

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imad bendjeddou
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56 views

Pitching Fundamentals 0519

1) The document provides tips for creating an effective pitch, including defining what a pitch is, when they should be used, and what the overall aim is. 2) It offers guidelines from experts on pitch structure and content, such as using 10 slides, 30 point font, and covering the problem, solution, business model, team, and call to action in 20 minutes. 3) The document emphasizes keeping the pitch simple, telling a story, practicing, using clear images and information, having a concise solution and closing, and being honest.

Uploaded by

imad bendjeddou
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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Pitching Fundamentals:

or
how to make your pitch AWESOME
Ross McLennan, Enterprise Development Executive
May 2019
What is a Pitch?

A simple, compelling way to


explain your idea
When do you do it?

• When you need investment or funding


• To gain support for your idea
• Build team
• When you want to make a sale to a customer
• Entering a pitching competition!
What is your aim?

• To “hook” your audience & capture their attention


• To explain your business clearly and concisely
• To make a sale or receive investment
• To get a follow up meeting
Who is your audience?
What is their aim?

• Do you have a credible and likeable management team?


• Is there an attractive amount of growth potential?
• Can the business be scaled easily?
• Are you investable?
Richard Branson:
How to pitch in 5 steps

1. What's in it for them?


2. Be clear
3. Demonstrate smart disruption
4. Plan for sustainable growth
5. Show them your strengths
Guy Kawasaki

Ten slides
Twenty minutes
Thirty point font
The Investor Pitch
What to include in
an investor pitch

30 30 30
FONT
30 30 30

10 slides 20 minutes 30 point font


Your pitch deck

1. Problem
2. Your solution
3. Business model
4. Underlying magic/technology
5. Go to market plan
6. Competition
7. Team
8. Projections and milestones
9. Status and timeline
10. Summary and call to action
1: What’s the problem?

• Who cares?
• Who are your customers?
• What problem/ pain do they have?
• How do you know this?
• Have you spoken to them?
• Do you have any statistics to back this up?
2: Your solution?

• What is your solution?


• How will you solve the customer’s problem?
• Describe the business
• Avoid technical jargon
• This is about responding to customer needs, not cool features
3: Business model

• What is your business model?


• How will you make money?
4: Underlying magic/ technology

• Brief layperson’s description of the technology


• Intellectual property
• What stage of development is the product at?
5: Go to market plan

• The size of the market


• How is your market segmented?
• Have you spoken to/ engaged with any customers?
• How do you reach them?
• What is your sales & marketing strategy?
6: Competition

• What other solutions to the problem are out there?


• Have you identified competing companies & what do you do
differently?
• Could they be potential partners?
7: Team

• Why you?
• Who is in the team?
• What skills do they have?
• What skills are you lacking?
8: Projections & milestones

• How many units do you plan to sell & by when?


• Financial – what will your turnover be for years 1, 2 & 3?
• What are your startup costs?
• When will you break even?
• What will your profit margins be?
9: Status & timeline

• What is your plan


for the next year/
3 years?
• Gantt chart?
10: Summary & call to action

• Summary bullet points


• The Ask
• Your contact details
• Thank your audience
• Memorable summary statement/ tagline
Pitch Tips
1. Stand Tall, Speak Loudly
2. Tell a Story
3. KISS
(KEEP IT SIMPLE STUPID)
4. Practice, Practice, Practice
5. Use Images & Clear Information
Production Growth
76%
of workers prefer
to work at home
one day a week
BAD
GOOD
6. Clear Solution
ONE PROBLEM

ONE SOLUTION

ONE PERSON
7. Watch the Clock
8. Killer Closing

The University of Edinburgh’s commercialisation service


9. Concise Answers
10. Make backup slides
11. Be Honest

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