pitch and networking workshop startup weekend kosice
TRANSCRIPT
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
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
