This lecture covers all the essentials of building and delivering an effective pitch to help you find financing for your entrepreneurial venture or sell your product to customers. Learn the elements of a good pitch deck and identify the key elements of good communication that successful startups use.

2.
No
one
knows
your
product
be1er
than
you.

6. 1. Storytelling

7.
“I
want
to
know
more…”

8.
What
kind
of
Pitch
are
you?
From
www.investorpitches.com

9. THE
DISTRUPTER

10. THE
FOUNDER

11. THE
DREAM
TEAM

12. THE
DETECTIVE

13. THE
EMANCIPATOR

14. THE
PERFECT
WORLD

15. 1. Storytelling
2. Story
Arc

16. THE
STORY
ARC

17. You
can’t
afford
a
bad
hire

18. You
can’t
afford
a
bad
hire

19. 1. Storytelling
2. Story
Arc
3. Timing

21. May
2015
21
Innova7on
&
Entrepreneur
MBA
The
Artful
Science of
Pitching™
(India)

22. The
Artful
Science of
Pitching™
May
2015
22
©
2012-­‐2015
Frank
Erschen,
Inc.
What
investors
need
to
know
from
your
pitch
What
You
Know
About
Your
Business
Elevator
pitch
Product
features
&
benefits
How
my
product
works
Really
big
market
size
numbers
Really
impressive
hockey
sbck
curves
Who
we
are
Our
ask
Compebbon
(or
lack
of)
and
amazing
differenbabon
The
problems
we
solve

23. The
Artful
Science of
Pitching™
May
2015
23
©
2012-­‐2015
Frank
Erschen,
Inc.
P?
??
What
investors
need
to
know
from
your
pitch
What
You
Know
About
Your
Business
Elevator
pitch
Product
features
&
benefits
How
my
product
works
Really
big
market
size
numbers
Really
impressive
hockey
sbck
curves
Who
we
are
Our
ask
Compebbon
(or
lack
of)
and
amazing
differenbabon
The
problems
we
solve

24. The
Artful
Science of
Pitching™
May
2015
24
©
2012-­‐2015
Frank
Erschen,
Inc.
is
the
“story”
you
tell
that
will
excite
an
investor
so
that
they
want
to
learn
more?
Baseline
Story
(with
“accordion”
properbes)
13
topics
13-­‐16
slides
12
minutes
(+/-­‐)
Investable
Story
…
P?
??
What
investors
need
to
know
from
your
pitch

25. The
Artful
Science of
Pitching™
1
–
Introducbon
2
–
Elevator
Pitch
3
–
Problem
4
–
Problem
/
Market
Size
5
–
Solubon
6
–
Why
Now
7
–
Go
To
Market
(GTM)
8
–
Compebbon
/
Differenbabon
9
–
Revenue
Model
10
–
Projecbons
11
–
Team
12
–
Financing
to
Date
/
Ask
/
Use
of
Proceeds
13
–
Summary
Get
Interest
Sell
Close
or
Lose
Provide
background
informabon
to
capture
interest
Convince
investors
that
your
idea
is
an
invesbble
business;
you’re
selling
“the
next
meebng”
Round
out
your
GTM
plans
with
the
rest
of
the
story;
here,
you
will
either
close
the
next
meebng
or
lose
their
interest

26. The
Artful
Science of
Pitching™
Objecbve
of
Your
Pitch
May
2015
A1racbng,
negobabng
and
closing
investment
is
a
process
26
The
Artful
Science of
Pitching™

27. The
Artful
Science of
Pitching™
May
2015
27
©
2012-­‐2015
Frank
Erschen,
Inc.
1.
Title
page
Investable
Story
First
impressions
count
Introduce
your
company,
yourself,
and
why
you’re
pitching
P?
??
What
investors
need
to
know
from
your
pitch

28. The
Artful
Science of
Pitching™
May
2015
28
©
2012-­‐2015
Frank
Erschen,
Inc.
1.
Title
page
–
first
impressions!
2.
Elevator
pitch
Investable
Story
Keep
it
concise
(short
sentences,
watch
syllables)
Be
clear
&
make
it
compelling
Pracbce
PEGS:
Have
them
ready
&
Prac7ced
(them:
15,
45,
90
seconds)
Show
Energy
and
passion
Goal-­‐target*
your
audience
Tell
an
understandable
Story
P?
??
What
investors
need
to
know
from
your
pitch

29. The
Artful
Science of
Pitching™
May
2015
29
Elevator
Pitch
–
Example
O
We
have
developed
an
opbmally-­‐sized,
open,
and
standards
compliant
operabng
system
for
the
class
A-­‐compabble
and
class
B
micro-­‐processor
units
found
in
low-­‐end
intelligent-­‐enabled
appliances.
©
2012-­‐2015
Frank
Erschen,
Inc.

30. The
Artful
Science of
Pitching™
May
2015
30
Elevator
Pitch
–
Example
O
We
have
developed
an
opbmally-­‐sized,
open,
and
standards
compliant
operabng
system
for
the
class
A-­‐compabble
and
class
B
micro-­‐processor
units
found
in
low-­‐end
intelligent-­‐enabled
appliances.
P
I’m
Andy
Preneur,
founder
of
SmartCPU.
We’ve
developed
a
best-­‐in-­‐class
operabng
system
for
smart
devices
like
your
toaster.
We
cost
less
and
leave
more
room
for
the
apps
that
make
your
toaster
smart.
We’re
proven
and
I
need
investment
to
grow.
©
2012-­‐2015
Frank
Erschen,
Inc.

31. The
Artful
Science of
Pitching™
May
2015
31
©
2012-­‐2015
Frank
Erschen,
Inc.
2.
Elevator
pitch
3.
The
problems
we
solve
Investable
Story
P?
??
What
investors
need
to
know
from
your
pitch
“Problem”
Sets
Deeper
Context
Size
of
Problem
=
Business
Opportunity
Solubon
Value
Proposibon
Go
To
Market

32. The
Artful
Science of
Pitching™
May
2015
32
©
2012-­‐2015
Frank
Erschen,
Inc.
2.
Elevator
pitch
3.
The
problems
we
solve
Investable
Story
P?
??
What
investors
need
to
know
from
your
pitch
If
your
aspirabon
is
bigger
than
your
current
focus,
show
both
Bigger
focus
=
Business
potenbal
Current
focus
=
investable
story

33. The
Artful
Science of
Pitching™
May
2015
33
©
2012-­‐2015
Frank
Erschen,
Inc.
2.
Elevator
pitch
3.
The
problems
we
solve
4.
Really
big
market
size
numbers
Investable
Story
P?
??
What
investors
need
to
know
from
your
pitch

34. The
Artful
Science of
Pitching™
May
2015
34
©
2012-­‐2015
Frank
Erschen,
Inc.
2.
Elevator
pitch
3.
The
problems
we
solve
4.
Really
big
market
size
numbers
Investable
Story
P?
??
What
investors
need
to
know
from
your
pitch

35. The
Artful
Science of
Pitching™
May
2015
35
©
2012-­‐2015
Frank
Erschen,
Inc.
2.
Elevator
pitch
3.
The
problems
we
solve
4.
Really
big
Market
size
numbers
that
make
sense
Investable
Story
Defining
Market
Size
It’s
less
about
large
numbers,
more
about
logic
and
reasonableness
Link
it
to
the
problem
you
solve
Top
down
analysis:
check
census,
StatsCan,
US
Bureau
of
Labor
stats,
...
Bo1om
up
analysis:
market
intelligence
research,
original
research,
…
P?
??
What
investors
need
to
know
from
your
pitch

36. The
Artful
Science of
Pitching™
May
2015
36
©
2012-­‐2015
Frank
Erschen,
Inc.
2.
Elevator
pitch
3.
The
problems
we
solve
4.
Market
size
numbers
that
make
sense
5.
Product
features
&
benefits
How
my
product
works
Investable
Story
P?
??
What
investors
need
to
know
from
your
pitch

37. The
Artful
Science of
Pitching™
May
2015
37
©
2012-­‐2015
Frank
Erschen,
Inc.
2.
Elevator
pitch
3.
The
problems
we
solve
4.
Market
size
numbers
that
make
sense
5.
Product
features
&
benefits
How
my
product
works
5.
Our
product
…
and
why
people
will
buy
it
Investable
Story
P?
??
What
investors
need
to
know
from
your
pitch
Product
value
proposibon
Context:
Your
product
is
one
FEATURE
of
your
business!
IP*
How
product
solves
the
problem

38. The
Artful
Science of
Pitching™
May
2015
38
©
2012-­‐2015
Frank
Erschen,
Inc.
2.
Elevator
pitch
3.
The
problems
we
solve
4.
Market
size
numbers
that
make
sense
5.
Our
product
…
and
why
people
will
buy
it
6.
Why
Now?
Investable
Story
3rd
party
research
Original
research
Why
is
now
the
right
bme?
P?
??
What
investors
need
to
know
from
your
pitch

39. The
Artful
Science of
Pitching™
May
2015
39
©
2012-­‐2015
Frank
Erschen,
Inc.
2.
Elevator
pitch
3.
The
problems
we
solve
4.
Market
size
numbers
that
make
sense
5.
Our
product
…
and
why
people
will
buy
it
6.
Why
Now?
7.
How/when/where
we
will
sell
it
(“go
to
market”)
Investable
Story
Everything
up
to
now
is
background
P?
??
What
investors
need
to
know
from
your
pitch
Everything
ater
this
is
closing
the
sale
(aka
next
mtg)
GTM
is
where
you
are
selling
the
“next
meebng”

40. The
Artful
Science of
Pitching™
VEGaS
May
2015
40
Validabon
Entry
Grow
Scale
bme
$
#
etc
Graphically
explains
your
Go
To
Market
strategy
&
plan
If
appropriate
dedicate
a
page
to
a
stage
©
2012-­‐2015
Frank
Erschen,
Inc.

41. The
Artful
Science of
Pitching™
May
2015
41
©
2012-­‐2015
Frank
Erschen,
Inc.
Investable
Story
P?
??
What
investors
need
to
know
from
your
pitch
IP*
Present
a
fair
assessment
of
the
compebbve
landscape
and
your
differenbabon
Never
assume
you
have
no
compebbon.
Focus
on
what
makes
your
product
great.
2.
Elevator
pitch
3.
The
problems
we
solve
4.
Market
size
numbers
that
make
sense
5.
Our
product
…
and
why
people
will
buy
it
6.
Why
Now?
7.
How/when/where
we
will
sell
it
(“go
to
market”)
8.
Compebbon
(or
lack
of)
&
Differenbabon
Amazing
differenbabon

42. The
Artful
Science of
Pitching™
May
2015
42
©
2012-­‐2015
Frank
Erschen,
Inc.
2.
Elevator
pitch
3.
The
problems
we
solve
4.
Market
size
numbers
that
make
sense
5.
Our
product
…
and
why
people
will
buy
it
6.
Why
Now?
7.
How/when/where
we
will
sell
it
(“go
to
market”)
8.
Compebbon
&
Differenbabon
9.
Really
impressive
hockey
sbck
curves
Investable
Story
P?
??
What
investors
need
to
know
from
your
pitch

43. The
Artful
Science of
Pitching™
May
2015
43
©
2012-­‐2015
Frank
Erschen,
Inc.
2.
Elevator
pitch
3.
The
problems
we
solve
4.
Market
size
numbers
that
make
sense
5.
Our
product
…
and
why
people
will
buy
it
6.
Why
Now?
7.
How/when/where
we
will
sell
it
(“go
to
market”)
8.
Compebbon
&
Differenbabon
Really
impressive
hockey
sbck
curves
9.
Pricing
/
revenue
model
10.
Revenue
&
cost
curves
that
make
sense
Investable
Story
P?
??
What
investors
need
to
know
from
your
pitch

44. The
Artful
Science of
Pitching™
May
2015
44
©
2012-­‐2015
Frank
Erschen,
Inc.
2.
Elevator
pitch
3.
The
problems
we
solve
4.
Market
size
numbers
that
make
sense
5.
Our
product
…
and
why
people
will
buy
it
6.
Why
Now?
7.
How/when/where
we
will
sell
it
(“go
to
market”)
8.
Compebbon
&
Differenbabon
Investable
Story
9.
Revenue
model
10.
Projecbons
u
P?
??
What
investors
need
to
know
from
your
pitch

45. The
Artful
Science of
Pitching™
t0 t1
#1
#0
If
you
want
to
replicate
someone
else’s
sales
pa1ern,
check
how
much
they
raised
to
support
the
pa1ern!
May
2015
45
©
2012-­‐2015
Frank
Erschen,
Inc.
Investable
Story
2.
Elevator
pitch
3.
The
problems
we
solve
4.
Market
size
numbers
that
make
sense
5.
Our
product
…
and
why
people
will
buy
it
6.
Why
Now?
7.
How/when/where
we
will
sell
it
(“go
to
market”)
8.
Compebbon
&
Differenbabon
P?
??
What
investors
need
to
know
from
your
pitch
9.
Revenue
model
10.
Projecbons
u

46. The
Artful
Science of
Pitching™
May
2015
46
©
2012-­‐2015
Frank
Erschen,
Inc.
2.
Elevator
pitch
3.
The
problems
we
solve
4.
Market
size
numbers
that
make
sense
5.
Our
product
…
and
why
people
will
buy
it
6.
Why
Now?
7.
How/when/where
we
will
sell
it
(“go
to
market”)
8.
Compebbon
&
Differenbabon
9.
Pricing
/
revenue
model
10.
Revenue
&
cost
curves
that
make
sense
11.
Who
we
are
(credibility,
comfort)
Investable
Story
Relevant
experience
Photos
Advisors/Board
P?
??
What
investors
need
to
know
from
your
pitch
…and
Gaps!

47. The
Artful
Science of
Pitching™
May
2015
47
©
2012-­‐2015
Frank
Erschen,
Inc.
2.
Elevator
pitch
3.
The
problems
we
solve
4.
Market
size
numbers
that
make
sense
5.
Our
product
…
and
why
people
will
buy
it
6.
Why
Now?
7.
How/when/where
we
will
sell
it
(“go
to
market”)
8.
Compebbon
&
Differenbabon
9.
Pricing
/
revenue
model
10.
Revenue
&
cost
curves
that
make
sense
11.
Who
we
are
(credibility,
comfort)
12.
Our
ask
Investable
Story
P?
??
What
investors
need
to
know
from
your
pitch

48. The
Artful
Science of
Pitching™
May
2015
48
©
2012-­‐2015
Frank
Erschen,
Inc.
2.
Elevator
pitch
3.
The
problems
we
solve
4.
Market
size
numbers
that
make
sense
5.
Our
product
…
and
why
people
will
buy
it
6.
Why
Now?
7.
How/when/where
we
will
sell
it
(“go
to
market”)
8.
Compebbon
&
Differenbabon
9.
Pricing
/
revenue
model
10.
Revenue
&
cost
curves
that
make
sense
11.
Who
we
are
(credibility,
comfort)
12.
Previous
funding,
our
ask,
use
of
proceeds
Investable
Story
P?
??
What
investors
need
to
know
from
your
pitch

49. The
Artful
Science of
Pitching™
May
2015
49
©
2012-­‐2015
Frank
Erschen,
Inc.
2.
Elevator
pitch
3.
The
problems
we
solve
4.
Market
size
numbers
that
make
sense
5.
Our
product
…
and
why
people
will
buy
it
6.
Why
Now?
7.
How/when/where
we
will
sell
it
(“go
to
market”)
8.
Compebbon
&
Differenbabon
9.
Pricing
/
revenue
model
10.
Revenue
&
cost
curves
that
make
sense
11.
Who
we
are
(credibility,
comfort)
12.
Previous
funding,
our
ask,
use
of
proceeds
13.
Summary
Investable
Story
“The
3-­‐4
things
I
want
you
to
remember
from
my
pitch
are
…”
P?
??
What
investors
need
to
know
from
your
pitch

50. The
Artful
Science of
Pitching™
May
2015
50
Title
Page
Elevator
pitch
Problem
We
Solve
Size
of
Problem
Product
/
Solubon
Why
Now?
Go
To
Market
Compebbon
&
Differenbabon
Revenue
Model
Projecbons
Team
Financing
/
Ask
/
Use
of
Proceeds
Summary
©
2012-­‐2015
Frank
Erschen,
Inc.
Pitch
Topics
and
Flow
12
minutes,
13-­‐16
slides
P
P
What
investors
need
to
know
from
your
pitch
“Accordion”
Pitch
Stretch
and
Squeeze
as
needed

51. The
Artful
Science of
Pitching™
May
2015
51
Title
Page
Elevator
pitch
Problem
We
Solve
Size
of
Problem
Product
/
Solubon
Why
Now?
Go
To
Market
Compebbon
&
Differenbabon
Revenue
Model
Projecbons
Team
Financing
/
Ask
/
Use
of
Funds
Summary
©
2012-­‐2015
Frank
Erschen,
Inc.
Customer
Relabonships
Key
Partners
Key
Acbvibes
Channels
Customer
Segments
Revenue
Streams
Cost
Structure
Key
Resources
Mapping
to
Business
Model
Canvas
Value
Proposibons
The
Artful
Science
of
Pitching™

52. The
Artful
Science of
Pitching™
October
2014
52
Value
Proposibon
3
Problem
Solved
or
Opportunity
Created
7
Go
To
Market
Cost
Structure
9
Revenue
Model
10
ProjecWons
*
Key
Partners
7
Go
To
Market
†
Problem
3
Problem
Solved
or
Opportunity
Created
4
Market
Size
*
Key
Acbvibes
7
Go
To
Market
†
Solubon
3
SoluWon
/
Product
Customer
Segments
4
Market
Size
7
Go
To
Market
*
Key
Resources
11
Team
12
Financing
to
Date,
Ask,
Use
of
Proceeds
†
Key
Metrics
7
Go
To
Market
10
ProjecWons
Revenue
Streams
9
Revenue
Model
10
ProjecWons
*
Customer
Relabonships
7
Go
To
Market
†
Unfair
Advantage
11
CompeWWon
/
DifferenWaWon
Channels
7
Go
To
Market
*Green
is
Business
Model
Canvas
†Orange
is
Lean
Canvas
Black
is
Both
Small
text
is
where
Canvas
element
is
used
in
The
Ar^ul
Science
of
Pitching
framework
Mapping
Aryul
Science
to
Business
Model
&
Lean
Canvas
Business
Model
Canvas
Lean
Canvas
(Alexander
Osterwalder
&
Yves
Pigneur)
(Ash
Maurya)

53. The
Artful
Science of
Pitching™
May
2015
Pitch
Framework
Common
Pitch
Risks
Title
page
Intro
company,
you,
purpose
of
pitch
Poor
first
impression
Elevator
pitch
15
second:
establish
your
space
Not
crisp
/
isn’t
capbvabng
Problem
“The
problem
we
solve
is
…”
Too
esoteric
/
not
focused
Market
size
How
big
is
this
problem/opportunity?
Irrelevant
/
size
over
substance
Solu7on
“The
way
we
fix
this
problem
is
…”
Delivered
like
a
product
sell
Why
Now?
Why
is
now
the
right
bme?
Not
convincing
Go
To
Market
How
you
will
build
the
business
…
Incomplete
/
not
defensible
Compe77on/
Differen7a7on
“We’re
be1er
because
…”
Not
convincing
/
incomplete
research
Revenue
Model
“The
way
we
make
money
is
…”
Not
clear,
not
enough
margin
Projec7ons
6-­‐8
quarters
+
2-­‐3
years
Unrealisbc
/
not
supported
Team
Convey
credibility
…
admit
gaps
Incomplete
/
don’t
recognize
gaps
Financing
/
Ask
/
UOP
Past
financing,
current
ask,
use
of
$
Incomplete
/
asking
for
too
much/li1le
Summary
“The
3
things
to
remember
are
…”
Oten
not
done
53
The
Artful
Science of
Pitching™
©
2012-­‐2015
Frank
Erschen,
Inc.

54. The
Artful
Science of
Pitching™
May
2015
Pitch
Framework
Common
Pitch
Risks
Title
page
Intro
company,
you,
purpose
of
pitch
Poor
first
impression
Elevator
pitch
15
second:
establish
your
space
Not
crisp
/
isn’t
capbvabng
*
Problem
“The
problem
we
solve
is
…”
Too
esoteric
/
not
focused
*
Market
size
How
big
is
this
problem/opportunity?
Irrelevant
/
size
over
substance
*
Solu7on
“The
way
we
fix
this
problem
is
…”
Delivered
like
a
product
sell
*
Why
Now?
Why
is
now
the
right
bme?
Not
convincing
Go
To
Market
How
you
will
build
the
business
…
Incomplete
/
not
defensible
Compe77on/Differen7a7on
“We’re
be1er
because
…”
Not
convincing
/
incomplete
research
Revenue
Model
“The
way
we
make
money
is
…”
Not
clear,
not
enough
margin
Projec7ons
6-­‐8
quarters
+
2-­‐3
years
Unrealisbc
/
not
supported
Team
Convey
credibility
…
admit
gaps
Incomplete
/
don’t
recognize
gaps
Financing
/
Ask
/
UOP
Past
financing,
current
ask,
use
of
$
Incomplete
/
asking
for
too
much/li1le
Summary
“The
3
things
to
remember
are
…”
Oten
not
done
54
The
Artful
Science of
Pitching™
©
2012-­‐2015
Frank
Erschen,
Inc.

55. The
Artful
Science of
Pitching™
May
2015
Pitch
Framework
Common
Pitch
Risks
Title
page
Intro
company,
you,
purpose
of
pitch
Poor
first
impression
Elevator
pitch
15
second:
establish
your
space
Not
crisp
/
isn’t
capbvabng
Problem
“The
problem
we
solve
is
…”
Too
esoteric
/
not
focused
Market
size
How
big
is
this
problem/opportunity?
Irrelevant
/
size
over
substance
Solu7on
“The
way
we
fix
this
problem
is
…”
Delivered
like
a
product
sell
Why
Now?
Why
is
now
the
right
bme?
Not
convincing
Go
To
Market
How
you
will
build
the
business
…
Incomplete
/
not
defensible
*
Compe77on/Differen7a7on
“We’re
be1er
because
…”
Not
convincing
/
incomplete
research
Revenue
Model
“The
way
we
make
money
is
…”
Not
clear,
not
enough
margin
Projec7ons
6-­‐8
quarters
+
2-­‐3
years
Unrealisbc
/
not
supported
*
Team
Convey
credibility
…
admit
gaps
Incomplete
/
don’t
recognize
gaps
Financing
/
Ask
/
UOP
Past
financing,
current
ask,
use
of
$
Incomplete
/
asking
for
too
much/li1le
*
Summary
“The
3
things
to
remember
are
…”
Oten
not
done
55
The
Artful
Science of
Pitching™
©
2012-­‐2015
Frank
Erschen,
Inc.

56. The
Artful
Science of
Pitching™
May
2015
Pitch
Framework
Common
Pitch
Risks
Title
page
Intro
company,
you,
purpose
of
pitch
Poor
first
impression
Elevator
pitch
15
second:
establish
your
space
Not
crisp
/
isn’t
capbvabng
Problem
“The
problem
we
solve
is
…”
Too
esoteric
/
not
focused
Market
size
How
big
is
this
problem/opportunity?
Irrelevant
/
size
over
substance
*
Solu7on
“The
way
we
fix
this
problem
is
…”
Delivered
like
a
product
sell
Why
Now?
Why
is
now
the
right
bme?
Not
convincing
Go
To
Market
How
you
will
build
the
business
…
Incomplete
/
not
defensible
Compe77on/Differen7a7on
“We’re
be1er
because
…”
Not
convincing
/
incomplete
research
Revenue
Model
“The
way
we
make
money
is
…”
Not
clear,
not
enough
margin
Projec7ons
6-­‐8
quarters
+
2-­‐3
years
Unrealisbc
/
not
supported
*
Team
Convey
credibility
…
admit
gaps
Incomplete
/
don’t
recognize
gaps
Financing
/
Ask
/
UOP
Past
financing,
current
ask,
use
of
$
Incomplete
/
asking
for
too
much/li1le
Summary
“The
3
things
to
remember
are
…”
Oten
not
done
56
The
Artful
Science of
Pitching™
©
2012-­‐2015
Frank
Erschen,
Inc.

58. MARKETING
PITCH
• Less
Jargon,
• Grandma
can
understand,
• Media,
• About
the
company
and
product.
• NO
ASK

59. 1. Storytelling
2. Story
Arc
3. Timing
4. Audience

61. Demo
Day
pitch

63. 1. Storytelling
2. Story
Arc
3. Timing
4. Audience
5. Wri7ng
Process

65. The
Artful
Science of
Pitching™
WRITE
OUT
A
SCRIPT.

66. The
Artful
Science of
Pitching™
Logo/name

67. 1. Storytelling
2. Story
Arc
3. Timing
4. Audience
5. Wribng
Process
6. Deck
Design

68. The
Artful
Science of
Pitching™
This
is
a
12
pt
font

69. The
Artful
Science of
Pitching™
This
is
a
32
pt
font

70. The
Artful
Science of
Pitching™
This
is
a
72
pt
font

71. The
Artful
Science of
Pitching™
Create
Interesbng
Slides

72. 1. Storytelling
2. Story
Arc
3. Timing
4. Audience
5. Wribng
Process
6. Deck
Design
7. Presenta7on

74. The
Artful
Science of
Pitching™
Look
good…
feel
good

76. ENUNCIATE

77. The
Artful
Science of
Pitching™
Take
10
big
deep
breaths

78. The
Artful
Science of
Pitching™