Pitching with Impact
Sascha Klement, Christian Styger, Lulzim Lecaj
30.05.09 - MAS - HTW Chur
1

P professional
now what you want:
I information Go Big or go small
T training
C convince and get on the
investors Radar
H handout, Q&A
2

P professional
• 10 Slides
I • 20 Minutes: 7‘ (P) + 13‘ (Q&A)
T • 30 px Font Size
• logo & graphics
C • in english
H • 1 Bullet level
3

reduce it to the max:
P Slide 1: Event and Logo
2: The Problem
I information 3: The Solution
T 4: Magic USP
5: Market
C 6: Business Model
7: Roadmap and Milestones
H 8: Financial Overview
9: Financial Offer, Exit
10: Q&A
4

P • practise ³ - always pitch
I • elevator pitch (30 sec)
• prepare well the Q&A part
T training • spread positive energy
C • don‘t use a pointer
• don‘t turn around
H
5

P
• be authentic
I • anmiate yourself - not your slides
T • do not lie - be honest
• be open
C convince • be passionate
H
6

• distribute handouts before
P • slide 10 is the Q&A and it‘s the
I central master hyperlink slide
T
C
• add hyperlinks and use them
H handout, Q&A • don‘t forget the return button
• lead your team by involving it
7

Businessplan
first pitch • attract investors
then plan • attract business partners
• structure ideas and push decisions
• test the feasibility
8

Businessplan
• Elevator Pitch 30 sec
how to start • Investor Pitch 5-7min, 10 Slides
• Businessplan, 20 Pages
• Executive Summary, 1-2 Pages
• Teaser 8-10 Pages
• Add. documents, no appendix
9

Businessplan
• it‘s never up to date
take care • keep a version for six months
• not to be carved in stone
• it‘s better to make mistakes on paper
• make business planning manageable
• be prepared for questions and criticism
10

Businessplan
• Executive Summary decision
• Product / Service made
crucial content • Management (Who is who)
hitlist • Marketing (who else?)
• Business Model
• Roadmap and milestones
• Opportunities and risks
• Finance
11

Q&A pitch businessplan
the audience cover
investor pitch teaser
sales pitch exec. summary
partner pitch businessplan
q&a session appendix
12

thank you
for your attention
30.05.09 - MAS - HTW Chur
13

Businessplan
• 8-10 Pages
• complements the Executive Summary
teaser
• for broader distribution then the
complete plan
• created for the first-level
screening process
• to protect the confidental proprietary
back

Pitch
audience
• Answer the little man
• know your audience, make research
• observe the 10/20/30 rule
back

Pitch
audience • Answer the ,so what‘ questions
• bring in a good athmosphere
• know your audience, make research
• observe the 10/20/30 rule
back

Pitch • title
• problem
• solution
investor • business model
pitch • underlying magic / USP
• marketing and sales
• competition
• management team
• financial projections and key metrics
• current status, roadmap back

Pitch • title
• problem
• solution
sales
• sales model
pitch
• technology
• demo
• competitive analysis
• management team
• next steps
back

Pitch • title
• problem
• solution
partner
• partnership model
pitch
• underlying magic
• demo
• competition
• management team
• next steps
back

Businessplan
executive • Brief overview of the most important
summary • describes the idea clearly
• quality decides if rest is read
• most important document!
back

Businessplan
• to answer all questions one might have
max 20 pages
• forces the management to think
its strategy
• used for communication
• do not add an appendix
back

Businessplan
• refer to seperate documents in
appendix the businessplan:
• financial details
• market studies
• tech. details
• other additional documents
back

Businessplan
•has to look good, but not too good
•spiral binding
cover
•cover with name, address, phone no.
•copy no, version and date
•table of contents, page no.
•no typos, bad grammar, spelling
•no technical language
back