Top 10 tips

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Donna Abraham's presentation for Technion's Entrepreneurship Center pitching workshop & competition

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  • So when Danny asked me to speak here, he said, “talk about your experiences as an entrepreneur” my auto response was – well I work with entrepreneurs, but I’m not one! But then I looked up the definition: And I realized, pretty much all I have done my whole life has led to this.
  • At the age of 7 I decided that I needed to be an independent earner, so I got a few gigs as a birthday clown – using a hand-me-down overall with hearts and my Mom’s red lipstick, I was “Hearts” the clown. My first “alpha” was for my sister’s birthday, which is where I pitched my very first “venture Captalist – My Mom
  • So Mom gave me a term sheet for $50 – yes we even had a contract! - to buy an actual clown suit, wig and makeup from the Halloween display at Sears, not to mention a marketing budget for a flier I created and hung in the local elementary schools. “Hearts the clown” now became “Send in the Clown” and turned into Rainbow. I was a hit, we broke even in a month and the initial investment was repaid,
  • , yet since I was inexperienced, I didn’t realize that I needed to put a dilution clause in the contract, and the “VC” continues to reap dividends to this day… No exit!
  • After I got my MA at NYU in Dramatherapy, where I interned with Mental patients, PTSD children, Infants and toddlers doing creative development, and getting my Post Masters in Group Psychotherapy, then Training and Organizational development, I was fortunate enough to land a job at the first place I sent my resume out to.BCG is a communications consultancy company based in Manahattan, been around for over 20 years,
  • We basically travel the globe helping people “get their story straight” and look and sound great telling it! (I’ve delivered this in over 100 cities in over 20 countries!) highlights – Dubai, Cairo, China, Hong Kong, South Africa, Phillipines – Braunschweig German, Mechanicsberg PA 
  • 5 years ago – I was missing “home” I had already given some workshops in Israel, and I was seeing the amazing innovation happening here, and I knew a hybrid like myself could be of use here. So in my sheer entrepreneurial spirit – I pitched my boss – what do you think about opening BCG in Israel? (he is not Jewish or Israeli, had never been here and had not hired me because of my Hebrew.) Somehow, he went along with it, and within 3 months I was here! In the past 5 years, worked with large companies, and 3 years ago – I reinvented myself again – With the economic downturn, I had less work with organizations. I was introduced to a prominent Heart Surgeon who I helped with a speech. He had 2 medical devices he was seeking funding for. He asked me to prepare the pitches for an investor conference in NYC where he wanted me to present on his behalf. I was delved into the world of start ups, one pagers, executive summaries, etc.I painfully watched as the other companies that had been chosen to come to NYC from Israel to present got torn apart before their 10 minutes were up. After the presentations, the investors only came up to speak to us. I realized that the methodology I had been teaching all around the world held true for investor pitches as well. So I began “jump starting” start ups, helping them create their “Start up starter kits” – a 2, 5, 8, 10 min pitch, executive summary that you don’t need a degree in cryptography to understand, one pagers, and most important – the few lines you say when somebody asks you “so what is it your company does?” ( I think some of the start-ups I’ve worked with are in the audience tonight – Pnyxe, sensegon, yubitech…)So yes, I guess I am an entrepreneur – and I think entrepreneurship can be summed up in one sentence for me:
  • Spend lots of time on villain!!!!
  • Spend lots of time on villain!!!!
  • Spend lots of time on villain!!!!
  • Spend lots of time on villain!!!!
  • Spend lots of time on villain!!!!Write second presentation – Good Villain – new partner talk to them
  • Spend lots of time on villain!!!!
  • $6.1 B, 10 speech writers and a black turtleneck!But seriously – you don’t have to be steve jobs – just be the best “you” you can be
  • Eye contact
  • Eye contact
  • Top 10 tips

    1. 1. “Pitch Perfect” - Top 10 Tips for a 10 Minute Pitch
    2. 2. Agenda “Early Stage” “Top Tips” “Top Tips”Entrepreneurship Redefined Structure & Content Delivery & Polish
    3. 3. “Early Stage” Entrepreneurship Redefined Entrepreneur –noun: A person who organizes and manages any enterprise, especially a business, usually with considerable initiative and risk.
    4. 4. “Early Stage” Entrepreneurship #1 - Seed
    5. 5. “Early Stage” Entrepreneurship #2 – Round A
    6. 6. “Early Stage” Entrepreneurship #2 – The “VC”
    7. 7. Entrepreneurship - NYC
    8. 8. Entrepreneurship – Road Warrior
    9. 9. Entrepreneurship – Road Warrior Clients
    10. 10. Entrepreneurship – Home Again… William Arthur Ward
    11. 11. Top Tips – Structure and Content
    12. 12. Top Tips – The Presentation ActionMap™
    13. 13. 1) “Chunk” into 4 Sections – Then a 4 Point Agenda
    14. 14. Agenda Slide The Need Proposed Solution Business Plan Vision For FutureChallenge/Problem Product Overview Current Status, Traction Milestones, Products, Funding Team , Requirements, ROI, etc. Biz Model, Market Analysis, Go-to-Market, Competitive Analysis * Key Investment Merits
    15. 15. 2) The “Villain” – Make Them Feel The Pain
    16. 16. Agenda SlideThe Villain Your Hero Your Hero’s Your Hero’sChallenge/Problem Product Overview Combat Strategy Next Moves Team , Model, Milestones, Products, Funding Market Analysis, Requirements, ROI, etc. Go-to-Market, Competitive Analysis * Why Your Audience Will Love Your Hero
    17. 17. Heroes and Villains Bad economy  Rising commodity prices Changing demographics  Waste in the system Time to market  Popular rising cultural trend Competition  Missing a great opportunity
    18. 18. 3) Know Your Audience’s Questions – Write for One
    19. 19. 4) Don’t Data Dump! One Big Idea Per Slide
    20. 20. 5) One Big Idea That Grandma Could Understand Albert Einstein
    21. 21. H ig h E n d E n te rp ris e R o u te r Develope Intel Forum B Fall 2001 S LOT 1 P ro te c t N et A S erve r P roce sso r C S erD es S erD es S erve r S erve r 1 0 -p o r t K B 1 GbE M AC P A S erve r S erve r S P I -4 P 2 L C S erve r N et P roce sso r A K N P E L M u lti 1G ig L A N B ackb o n e D W D M /O A D M TR N 4035B S LOT 2 Do Much B A N C S IX L 2 1 A E 1 ,2 ֹ ..n 2 3 3 0 0 P in M S A N et C More S w itc h N x N Sw itc h 4 P ro ce sso r 5 6 IX F1 8 1 0 3 F ab ric 7 ORX RX 1 0 G b it E th e r n e t K 4 4 1 0 G b it/s n 1 S O N E T /S D H M A C/PCS/W IS S P I - 4 to X S B I P L In Less B A 2 O TX TX o r S F I -4 1 ,2 ֹ ..n 3 4 5 6 7 N et P ro ce sso r A N Space C K n 19 G E W A N L in e C ard E P T R N 4 03 5 B E B L SC S I 3 0 0 P in M S A S LOT..n A A N et or P roce sso r C NF ib er C h an n el IX F1 8 1 0 3 S to rag e ORX RX K E D isk A rray 1 0 G b it E th e r n e t 10 G E M A C/ PCS/ W IS P C o n tro ller L A N /W AN S P I - 4 to X S B I O TX TX L o r S F I -4 N et P ro te c t A P roce sso r N C o p y rig h t © 2 0 0 1 Inte l C o rp o ra tio n. 10G E L A N L in e C a g e 3 2 P ard
    22. 22. Top Tips – Delivery
    23. 23. 6) Presentation = Conversation
    24. 24. 7) Voice – Volume, Clarity, Pace, Musicality – Breathe!
    25. 25. 8) Gestures – Talk with the Hands – Not the Feet
    26. 26. 9) F.E.A.R
    27. 27. 10) Walk in the Room at Your Best
    28. 28. Summary - Content1) “Chunk” into 4 Sections 2) The “Villain” - 3) Know Your Audience’s Then a 4 Point Agenda Make Them Feel The Pain Questions - Write for One 4) Don’t Data Dump! 5) One Big Idea That Grandma One Big Idea Per Slide Could Understand
    29. 29. Summary - Delivery6) Presentation = 7) Voice – Volume, 8) Gestures Conversation Clarity, Pace, Musicality – Talk with the Hands – Breathe! Not the Feet 9) F.E.A.R. = Face Everything 10) Walk in the Room and Recover at Your Best
    30. 30. Summary - Overall William Arthur Ward
    31. 31. Thank You!For further information, please contact:Donna Abraham Donna@Dabraham.com www.Dabraham.com 052-368-6802 Facebook Page: Donna Abraham Corporate Storytellerhttp://il.linkedin.com/in/donnaabraham

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