How to Successfully Pitch

Pitching Your Idea

Gary Jinks

President/Owner GLJ Group

Founder and Managing Director South Valley Angels

[email protected]

408/420-3650

mailto:[email protected]

GLJ Group Consulting Services © 2016 |

The

Environment


Entrepreneurs are everywhere

“Startup has gone mainstream”

Incubators/Accelerators and Co-Working spaces



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


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


Business Models

“Startup”Traditional Franchise

• Owner Control

• Debt Funded

• Infrastructure

• Branding

• Equity Share

• Private Investment



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


Startup Model is not limited to Tech and Innovation


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


• Understand the Customer

• Have a Plan

• Know what it Costs

• Communicate it Intelligently

• Build MVP/Prototype

VC

Funding

Angel

Funding


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


• Get Funded

• Validate the Product

• Validate the Business Model

• Scale

Angel

Funding


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

DockSend


More applicable to VC or later round than seed

DockSend

What do Investors look at?


How It Works

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

• 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

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


1. Vision

2. Opportunity

3. Problem

4. Solution

5. Market

6. The Plan

7. Team

8. Financials

9. Funding

Pitch Deck



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

• 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