pitch and networking workshop startup weekend kosice

Pitch SUW Kosice

What are WE going to talk about today?

1. Pitching Fundamentals 2. Slide Preperation 3. Investors Perspective 4. Networking

1. Pitching Fundamentals

Anytime

Art not Science

What is a Pitch?

Your head

Their heads

Pitch ? ? ?

Never enough time

A (Start-up) Pitch

Pitching Universe

Investor Pitch

Friends Pitch

Back of Napkin Pitch

Elevator Pitch

Conference Pitch

„Impressing the Ladies“ Pitch

?

In general for whole universe

“Everything you achieve, you will achieve with or through other people.”

For example „SUW Kosice“

YOU

You are here

Startup Week 2011

Pitching for

Success

If so important, you would think

people work hard to do it well….

A European comparision?

~ 500 pitches

Really good ones: ~ 20

(that I acctually remember)

We have a problem in

Europe!

People are dying…

…and dying….

…ok, some manage to survive…

…. but it is an epidemic…

…that covers Europe

Name of the disease:

B.P.P.

Bad Presentations

& Pitches

but NOT (powerpoint)

bullets kill people

people kill People!

YOU (potentially)

1. Kill people

2. Waste opportunities

3. Contribute to epidemic

Good news!!!

Pitching & Presenting can be TRAINED

Right mindset (hopefully now)

Pitching Universe

Who of you was there?

YOU?

Who of you was there?

YOU?

Vs.

What is more important?

Center of the universe

Pitching = inspiring

Pitching = selling

Pitching = convincing

But pitching requires more!

Let‘s think about the „center“

Your head

Their heads

Pitch ? ? ?

Remember?

I bet you are inside here

Get out of YOUR head

Your head

Their heads

Pitch ? ? ?

First thing to do

You have to get inside here

What do YOU (as audience) want?

YOU

"I am sorry I have had to write you such a long letter, but I did not have time to write you a short one” - Blaise Pascal

"If you can't explain it simply, you don't understand it well enough." - Albert Einstein

K.I.S.S.S.

Visualize!

Relate to know things

The Unknown meeting The Known

„…it is like GPS, but for indoors.“

Clarity

Authenticity

Find a unique part…

Emotion

Connection

Excitement Retention

One Liner

Elevator Pitch

Investor Pitch

Structure

Anatomy of a One-Liner

Adeo Ressi (Founder Institute)

Anatomy 1 – Elevator Pitch

You

Problem

Solution

Your Need

Anatomy 2 – Elevator Pitch

You

Need

Satisfaction

Your Need

Anatomy 3 – Elevator Pitch

You

Vision

„Product“

Your Need

Bad Pitch You

Problem

Solution

But there is another way

The king died, and then the queen died of grief.

The king died. The queen died.

Story = Structure

The forgotten Half of the Pitch

Magic formula Emotion

2. Slide Preperation

3 Steps

1. Preperation*

2. Focus 3. Process

* Creating a good presentation starts far before designing the first slide!

PREperation

Unplug

Gather

Think before doing

Focus

Audience

YOUR Reason* *Different reason why you want to present = different presentation

Core

What is the core of what you do?

“Perfection is achieved, not when there is nothing more to add, but when there is nothing left to take away” -Antoine de Saint-Exupéry

Ready to go

Process

Back to basics*

*Use one piece of paper per slide and start basic drafting

Storyline*

*Fit to a „story“ and add more details to draft

Refine*

*Rearrange, add, remove slides & refine drafted slides, content & storyline (reasearch missing parts)

Design *57th International Advertising Festival in Cannes

1. Preperation 2. Focus 3. Process

Three broad steps for creating good presentations

3. Investors Perspective

Broad Investor Perspective*

*Different investors have different expectations

The not so secret formula

PP CC TT RR

2P 2C 2T 2R

2PCTR

Product Potential

Value

Competition Capital

Can we win?

Traction

Team

Lines not

dots

*Mark Suster / Bothsidesofthetable.com

Return Risk

2PCTR

2PiCTuRes* *a figurative memory bridge for the abbreviation

*if you literally want to remember 2 pictures of this whole presentation

1 Possible Structure

0. One-Liner

1. Problem / Need

2. Solution / Satisfaction = Product (!)

3. USP / Unfair advantage

4. How do you make money?

5. Market / Going to Market

6. Team

7. Status Quo

8. Outlook

9. Backup Slides

Example

http://investors.dressrush.com/

4. Networking

"When I started to go on auditions, I just wanted them to like me. That wasn't the right attitude ... I started to view auditions as my chance to solve their problem." - George Clooney

Special Thanks

1. Design your future with your contacts

2. Create your networking map

3. Add value to your network

4. Know your One-Liner

5. Networking is a ceremony, be prepared

6. Meet like an networker*

7. Introduce people with each other

8. Use your social network(s)

9. Be known (over time)

10. Continue the relationship *a person that becomes the “host” in anywhere he or she goes

stARTistsCANdo

Can Ertugrul