Fortunate to be volunteering to teach Middle and High Schoolers entrepreneurship (runs Jan. to Jun. 2016).

1. Session 6:
Presentation Skills. Successful Pitches.

2. Master Agenda - Entrepreneurship 101
Session 1 - January 10th - What is creativity? What is my passion?
Session 2 - January 17th - Behavior traits for a successful entrepreneur.
Session 3 - January 24th - Turning your passion into a business opportunity.
Session 4 - January 31st - Steps needed for your startup ... 1,2,3 GO.
Session 5 - February 21th - Financials of the business opportunity.
Session 6 - February 28th - Presentation skills, successful pitches, what ideas got funded.
Session 7 – March 7th - Filing your patent, patent gotchas, successes and failures.
Session 8 - March 14th - Pitch your business plan to VCs (only 12 spots will be available).

3. Weeks 1-3 recap
Week 1
Passion
Creativity
Problem
Week 2
Leadership
Hardwork
Integrity
Social Good
Week 3
The Hacker Way
The VC
Business Plan

4. Weeks 4-5 recap
Week 5
Profit = Sales - Costs
Revenue Models
Financial Statements
Week 4
Incorporation
Paper Money
Pivot
Exit

5. What is Wrong with this Picture?

6. WhywedoMarketing?

7. How to Write a Strategic Marketing Plan?
https://youtu.be/-ul65NjOMzo

8. How to Pitch for Startups Business Funding?
Pitching is not a one-off activity, but core to being a startup.
Important to prepare a pitch to a specific stakeholder …
... to a customer, to a partner, to a cofounder, to an investor.
Entrepreneurs usually make the mistake that pitching for funding …
... is a one time activity and not necessarily a marketing task.
Source: Efactor: https://youtu.be/zWL2-EtVqog

9. Customer Research
• Listen to your customers when creating a
product for them
• Watch your customer use mockups of your
product, because they may not know what
they want
• Without Customer Research …
... startups get created that focus on
features customers did not want!

10. Class Exercise

11. Class Exercise
• Introduce your Founding Team and Startup Name
• What does the Startup do (idea)?
• Pick one or two components from Business Plan template
and describe the components to class.

12. Appendix – Business Plan Template

13. Business Plan
Problem Statement
Solution to Problem
Business Model
Product and Technology
Competition
Marketing and Sales
The Team
Financial Model

14. Startup Business Plan Template
For Presentation to VCs
Adapted from Guy Kawasaki’s 10/20/30 Principle
10 Slides, 20 Minutes, 30 Points Font

15. 15
Before you Pitch to a VC!
• Uncover your audience’s “Hot Buttons”
• Ask yourself the question:
“To make today’s meeting as effective as possible, what are
the three most important things that you would like the
audience to learn about your company at this time?”
• Adjust time & emphasis on sections accordingly

16. Executive Summary
• <Your Company> is a <what you are> specializing in <what
you do> for <specific customers>.
• Our <special sauce> gives us a <unique advantage> that will
capture ??% of this $??? M market.
• We will be looking for $?? M to build an <enabling function>
that will generate $?? M over the next XX months.
<20% of presenters do this well

17. What’s the Problem?
• Describe the problem you are looking to address in simple,
clear concise terms
• Current state, seriousness of problem
• Desired future state, benefit to customer
• Scale of the initial market
• No more than 6 bullets
• Graphics better than words
< 10% of presenters do this well

18. What’s your Solution
• Describe your solution in simple, clear, concise terms.
• Key benefits, features
• Product roadmap
• No more than 6 bullets
• Graphics better than words
> 70% of presenters do this well

19. What’s the Business Model
• Explain how you are going to make money - clear, concise (If
you can’t describe your business model in 20 words or less, you
probably don’t have a workable model)
• What’s the value to the customer? Customer Value
=(Seriousness of Current State + Benefits of the Desired Future
State) Cost of the Solution
• Bottom up is better than top down
< 10% of presenters to this well

20. What’s your “Special Sauce”
• What’s the proprietary, underlying “magic” that gives you a
clear, defensible advantage?
• Patents on their own are rarely sufficient
• What are you going to do particularly well that it will be difficult
to copy?
• Graphics better than words
<30% of presenters do this well

21. How you are going to Market & Sell your product or Service
• Describe your Marketing & Sales strategies in simple, clear,
concise terms.
• 1 or 2 marketing strategies
• Sales cycle & strategy for initial market
• No more than 6 bullets
• Graphics better than words
< 50% of presenters do this well

22. Competition
• There is ALWAYS competition – even if it’s the way it’s done
now.
• Provide a Competition Analysis
– a table/chart comparing your solution to the current
approach and major competitors, by key benefit
• The more realistic you are, the more believable your case
< 30% of presenters do this well

23. Who’s on the Team?
• Management Team
– Why is this the Right Team?
– relevant information only - shorter is better
– include relevant company names & positions
– include independent Directors, if relevant
• Identify holes that will need to be filled
< 10% of presenters do this well

24. • P & L (by Quarter for first year, annually thereafter, 3 years out)
Past Year Q1 Q2 Q3 Q4 TOT 2nd Year 3rd Year
Revenue
COGS
R&D
S&M
G&A
EBIT
Cash Flow
• Bottoms up better that top down
• Assumptions more important than numbers – be prepared to
explain them
< 10% of presenters do this well
Financial Projections

25. Status & Timeline
• Major Milestones, what’s been achieved to date, Current
Status, what still needs to be done & how long it’s going to
take.
• Include expected liquidity event.
<30% of presenters do this well