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Develo
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Pitching to Investors Bootcamp
Day 3
B O G O T A , 2 4 - 2 6 A U G U S T 2 0 1 6
L A N C E L A K I N G
J O N E W O R R E N
26 August 2016
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Agenda, Day 3
09:00 Recap & Agenda
09:15 Finance: Dilution & Capital Structure
10:00 Finance - Summary
10:30 Break
10:45 Pitch Training – Part I: Hook/Problem/Pain/ Value Proposition/Secret Sauce/Business Model/Team
11:45 Storytelling & Body Language
12:15 Sensitive information
12:30 Lunch
13:30 Pitch Training – Part II: P2P training
15:15 Break
15:30 Slide design 101
16:00 Pitch Clinic
16:45 Review & reflection
17:00 Adjourn
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Finance: Dilution & Capital Structure
8/26/2016
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Activity: Determining Dilution
* obtained from http://ownyourventure.com/equitySim.html
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BREAK
8/26/2016
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Pitch Training, Part I
8/26/2016
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Pg 7
The Storyboard
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Write Your Narrative
• Using the storyboard technique, write the narrative for your pitch
• Max 30 minutes for the first draft
• Practice with the person sitting next to you
8/26/2016
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Storytelling – Use of voice and body language
8/26/2016
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1. Address the audience – not your slides
Keep eye contact
Avoid talking when looking at your slide
September 2014
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2. Say it like you mean it!
This is your story – own it – show your passion
It’s a performance where you act normal
It is more a conversation than a circus act
8/26/2016
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3. Use gestures to strengthen your message
Avoid confusing body language (insert video)
8/26/2016
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4. Unless you are the next Steve Jobs – dress for the occasion
Steve Jobs was famous for meeting investors bare feet, unshaven – and sometimes smelly…...
8/26/2016
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5. Be prepared for the unexpected
Things beyond your control can happen – don’t lose sight of the end goal
8/26/2016
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6. Don’t talk yourself out of a deal
Say what you have to say – and shut up!
Leave room for questions
The pitch is an introduction to the main conversation – not the main conversation
8/26/2016
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Sensitive Information
8/26/2016
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• What to say or not to say to investors?
Will someone steal your idea?
September 2014
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LUNCH
8/26/2016
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Pitch Training, Part II
8/26/2016
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The Pay Off
• What are the 2-3 key facts you would like the audience to remember from your pitch?
• Work individually for 5 minutes – craft the bullet points
• Discuss as group
Pg 20
• Activity: 5 minutes
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• Work in groups of 3-4
• Practice the narrative to your group
• Group: Give feedback on content & presentation
Practice Narrative
September 2014
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BREAK
8/26/2016
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Slide Design 101
8/26/2016
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WORKING WITH SLIDES
THE PITCH DECK - VISUALS
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The Pitch Deck
[Title]
• Hook/Problem
• Value Proposition (Solution)
• Business Model
• Underlying magic
• Marketing and Sales
• Competition
• Management Team
• Financial Projections
• Timeline/Ask
• Summary
• The 10 essential slides:
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The Pitch Deck
• Visual communication
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InFocus Worst PowerPoint Slide Awards
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The Pitch Deck
• 10-20-30 PowerPoint Rule 10 slides 20 minutes 30 point font
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The Pitch Deck
• Font sizes
54 point font
32 point font
18 point font
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The Pitch Deck
• Slide design
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The Pitch Deck
• Slide design
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Main + supporting points
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The Pitch Deck
Similar to the appendix in a business plan, you should have more slides prepared that you don’t use until the Q&A section:
- PEST analysis
-Job descriptions
-Technical specs
-Financial spreadsheets
-Testimonials
-White papers/references
• Your “back-deck”
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Remember our principles
September 2014
Simple Unexpected Concrete Credible
Emotion Story
SUCCES
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• Rapid transfer of information – edit for impact
• BUT: Mind the ratio of ideas per words -> rule of thumb: one main idea per slide/one minute per slide
Main principle
September 2014
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SUMMARY & REFLECTIONS
8/26/2016