Pitching Your Venture

Frank Moyes Leeds School of Business

University of Colorado Boulder, Colorado

Frank Moyes 1

Goals for Tonight

Essential elements of your

presentation

Slide format

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Present Your Plan

Make it real - tell a story

Focus on 3 points you want judges to remember Introduce points at beginning

Repeat in the Conclusion

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Presentation Slides

10 Slides max

Back-up slides to help in answering likely

questions

Each slide conveys one point

Everything on the slide must support the point

~3 bullets max, short phrase

Use graphics

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Killer Slide Presentation

Title Slide - Introduction

(3 key points)

Opportunity/Problem

Solution

Target Customer

Sustainable Competitive

Advantage

Competition

Marketing Strategies

Management

Financial summary

Funding

Risks

Conclusion (3 key points)

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Title Slide

Name of your firm

Date

Name of investor firm

Optional: How much money is being

sought for this round?

Appropriate graphics (logo, etc.)

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Introduction

Introduce team

3 key points want investors to

remember

Get their attention

Elevator speech (not on slide)

Value proposition (not on slide)

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Opportunity/Problem

What is the need? Pain?

Validate by customer research &

interviews

Market size, growth & trends

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Solution

Describe what you do

Key features

Value proposition

Benefits to target customer

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Target Customer

Validation - use your customer research

Consumer

Demographics & psychographics

How make buying decisions

Business

Type of companies

How make buying decisions

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Sustainable Competitive Advantage

Differentiation

Resources and capabilities

Identify your competitors

Current & future

Direct & indirect

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Marketing Strategy (choose critical steps)

High level description

Distribution - channel

Positioning

Sales strategies

Communications

Pricing strategy

Roll out plan

Partnerships

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Management

Key managers

Backgrounds & accomplishments

Who is missing & how address

Boards

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Year 1 Year 2 Year 3 Year 4 Year 5

Revenues($000) $1,000 $2,500 $5,000 $15,000 $25,000

Gross Profit 25% 35% 36% 36% 37%

Operating Expenses 35% 40% 30% 25% 20%

Net Income -10% -5% 6% 11% 17%

Cash Flow ($000) (500) (1,000) 200 1,000 3,000

Investment ($000) 500 1,000

Debt ($000) 500

Customers 200 600 1,100 4000 6000

Headcount 4 15 40 60 90

Financial Summary

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Cash Flow

-6

-4

-2

0

2

4

6

8

10

PP&E Operating CashFlow

$ Millions

Year 1 Year 2 Year 3 Year 4 Year 5

Risks

2 or 3 that are unique to you venture

What can go wrong & what must go right?

How will you mitigate

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Funding

How much cash do you need?

Sources & Uses

Valuation

Exit if appropriate

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Hecho en Casa Sources & Uses Statement

Financing Amount Ownershi

p

Uses of Funds

Round A (June

2005)

$315,000 41.0% Salaries $221,800

Inventories $ 60,100

Working Capital $ 16,400

Capex $ 15,000

Other $ 1,700

Round B (Oct.

2006)

$310,000 15.5% Salaries $197,100

Inventories $ 79,200

Capex $ 30,000

Other $ 3,700

Round C (Q3 2007) $170,000 4.0% Salaries $122,000

Inventories $ 41,700

Capex $ 6,300

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18

Conclusion

Summarize 3 key points

Good investment

Questions

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Questions & Answers

Answer in 30 seconds or less

Decide beforehand who will answer what

questions

Only one person answer

Unless team member is in trouble,

If don’t like your answer, they will ask again

If you don’t know the answer, say so

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Backup Slides

Revenue Model

Customer research summary

Key benchmarks

Key financial assumptions

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Suggestions

Use your customer surveys to support

Use charts, graphs, simple tables

Tell a story

Don’t be boring

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