how to successfully pitch
TRANSCRIPT
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Pitching Your Idea
Gary Jinks
President/Owner GLJ Group
Founder and Managing Director South Valley Angels
408/420-3650
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GLJ Group Consulting Services © 2016 |
The
Environment
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GLJ Group Consulting Services © 2016 |
Entrepreneurs are everywhere
“Startup has gone mainstream”
Incubators/Accelerators and Co-Working spaces
GLJ Group Consulting Services © 2016 |
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GLJ Group Consulting Services © 2016 |
Entrepreneurs
All ProRookie Professional
• Young
• No Experience
• Multiple Startups
• Always Engaged
• Raised funding
• Had Exit
LAMARKA Consulting Services © 2016 | Enabling Small and medium businesses in line with vision 2030
You are all competing for the same Funding
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GLJ Group Consulting Services © 2016 |
Pathways
On Your
Own
Incubators,
Accelerators
• Build Your Network
• Best for Pro, All Pro
• Compensate with Advisors
• Plugged into an Ecosystem
• Best for Rookie, Pro
• Not All Equal Good
LAMARKA Consulting Services © 2016 | Enabling Small and medium businesses in line with vision 2030
$5000 and up5% - 10% Egoity
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GLJ Group Consulting Services © 2016 |
Business Models
“Startup”Traditional Franchise
• Owner Control
• Debt Funded
• Infrastructure
• Branding
• Equity Share
• Private Investment
GLJ Group Consulting Services © 2016 |
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GLJ Group Consulting Services © 2016 |
Startup Model
“A startup is a human institution designed to deliver a new product or service
under conditions of extreme uncertainty.” - Lean Startup
• What makes it unique – rapid growth, investor exit, acquisition
• Challenges – culture, infrastructure, quality deal flow
GLJ Group Consulting Services © 2016 |
Startup Model is not limited to Tech and Innovation
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Life Cycle - Where are You and What is Important
Incubate The idea
Institutional
Funding
FFF
Idea Ceation
Bootstrapping
Strategy and Plan
MVP/Prototype
Validation and Scale
Product and Revenue
Explosive Growth
Superior Execution
Seed Stage
Market Entry
Series A
Growth IPO/Acquisition
GLJ Group Consulting Services © 2016 |
• Understand the Customer
• Have a Plan
• Know what it Costs
• Communicate it Intelligently
• Build MVP/Prototype
VC
Funding
Angel
Funding
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GLJ Group Consulting Services © 2016 |
Life Cycle - Where are You and What is Important
Institutional
Funding
Accelerate The Company
VC
Funding
FFF
Idea Ceation
Bootstrapping
Strategy and Plan
MVP/Prototype
Validation and Scale
Product and Revenue
Explosive Growth
Superior Execution
Seed Stage
Market Entry
Series A
Growth IPO/Acquisition
GLJ Group Consulting Services © 2016 |
• Get Funded
• Validate the Product
• Validate the Business Model
• Scale
Angel
Funding
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GLJ Group Consulting Services © 2016 |
Pitching 101
PurposePresent your business case and get to the next meeting
MessageClear, Concise, Simple; more is not better.
What Investors look for – Do I understand the business case and exit
Confidence and PassionConfidence is the result of being prepared.
What Investors look for – would I follow this CEO and do I have confidence in the
team; are they committed
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DockSend
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GLJ Group Consulting Services © 2016 |
More applicable to VC or later round than seed
DockSend
What do Investors look at?
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How It Works
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Deal Flow
Legal review and negotiation
Find and Select Ideas
Fit and Readiness
Deliver their message
Meet the Team
Intro - Send
Executive Summary
Screening Process
Pitch
Deep Dive
Due Diligence
Investor Entrepreneur
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• Documents
1. Executive Summary
2. Pitch Deck/Presentation
3. Plan with Financials
• Right Team
– Technical, Business, Start-up, Specialty; Leader
• A Compelling Opportunity
– Large, high demand, growing and now
What Do You Need
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What is Your Message
• You have a vision and you see an Opportunity• You can capture the Opportunity by solving this Problem• You have an executable plan and understand the cost • You have the right team to execute
• What makes you special; value proposition
• Defensible (IP)• Scalable
You have an Investor Exit Plan
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GLJ Group Consulting Services © 2016 |
1. Vision
2. Opportunity
3. Problem
4. Solution
5. Market
6. The Plan
7. Team
8. Financials
9. Funding
Pitch Deck
GLJ Group Consulting Services © 2016 |
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Pitch Deck (Scale 1-10)
Metric Score Notes
Vision
Opportunity
Problem
Solution
Market
Plan
Team
Financials
Total
Risk
Wild Card
5
5
5
5
5
5
5
5
40
is it visionary?
why now, who, how big, growth, is it real, validate?
to capture the opportunity; stake holders
how you fix it, and why you
who, where do you fit, TAM/SAM
get to the finish line
strengths, limitations, network
customer acquisition, assumptions, cost
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• Investors are not looing for conservative.
• A good Pitch Deck is the result of a good Strategy & Plan.
• Sell your product to customers and your business case to investors.
• Know your audiance
• Incubators and Accelerators will replace Jr Colleges and Universities for many.
Sound Bites