KUHN CAPITAL Tuesday, March 20, 2018
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The Winning Pitch


We ran across this TED Talk by one David Rose that concisely describes what makes for a good investor pitch.

Actually, it's good advice for anybody selling anything, but its prime audience is the entrepreneur trying to attract funds. Here's a summary:

How to Present

  • Face your audience with your laptop screen between you and them. That way, you stay in eye contact. Don't turn away from them to look at the presentation screen.
  • Operate in Powerpoint or Ovation's 'presenter mode' and use a remote control. Avoid complexity: save the details for printed, leave-behind hand-outs.
  • Don't read your speech. Talk to your audience.

  • What to Convey

  • Integrity
  • Passion
  • Knowledge
  • Skill
  • Leadership
  • Commitment
  • Vision
  • Realism
  • Coachability

  • How to Convey It

  • Start to finish: 15 minutes
  • Build momentum as you go along, finishing at a crescendo
  • When quoting facts, reference external validators. This includes not just facts but relevant relationships like team members, alliances, partners, suppliers, etc.
  • Acknowledge competitors (everybody's got them). But describe your distinctions.
  • Say things that make the audience think.
  • Don't create lots of bullet points (like this article does).
  • Use headlines, or better yet just images.
  • Edit presentation tightly and closely: no typos, no internal inconsistencies or other errors.

  • Content Sequence

  • Company Logo
  • Overview: The Idea
  • Management Team
  • Market
  • Product
  • Business Model
  • Strategic Relationships
  • Competition
  • Barriers to Entry
  • Financial Overview
  • Raise Amount & Valuation
  • Who Owns What Equity
  • Company Logo

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