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Making the Perfect PitchLizzie Chapman

The truth about investors

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• They aren’t always right

• They can be herd-like

• They need a story

• They like ‘anchors’ – “its basically tinder for dogs”

They invest in people not business plans

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The perfect entrepreneur

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Passion

Vision Leadership

Integrity Expertise

CommitmentListener

Energy

1. The one liner

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• “we are x for x”

• If your mother doesn’t get what you do, we have a

problem

2. The problem

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• Big enough to matter

• But must add up

• Make them relate

• Can be personal

• Long term themes

• Demographics

• Regulation

• Macro influences

• Existing solutions…

COMPETITION

3. The solution (& proof)

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• THE PRODUCT

• Assume the tech works

• Validation

• Traction

• NO demos

4. And we can do it!!

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• SELL yourself

• Perception is reality

• Make it interesting

• Anecdotes not resume

• Don’t lie!

• Division of responsibility

• Advisors

• Investors

5. And our solution could make us all rich

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• Go to market

• Revenue model

- Potential

• Understand costs

• Scalability

• Sensitivity

• Projections

6. Call to action

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• The ask

• How much?

• How long?

• How to measure us?

• Don’t talk future valuation

• Believe the dream

• Long term vision

• Comparables

• Flatter them – how they can help

What NOT to do

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1. Irrational, unfounded hypotheses

2. Irrelevant size of opportunity (thinking too small)

3. Impossible, illogical numbers (thinking too big)

4. Contradictions / inconsistencies

5. Too accurate / scientific forecasts

6. Heavy on the technical

7. Ignore all risks

8. No awareness of competition

9. Forget go-to-market

10.Try to please everyone

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