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Perfecting Your Pitch     Presentation begins at 7pm          David Shore    DShore@StirlingMercantile.com        604 484-...
?
W IN
C O M M U N IC A T IO N
PRESENTATION
About Stirling MercantileM&A ADVISORYSage advice in times of needor growth opportunity                  M&A               ...
About Stirling MercantileM&A ADVISORYSage advice in times of needor growth opportunity                  M&A               ...
Early - Stage Financing        - PERFECTING YOUR PITCH -
C O M M U N IC A T IO N
Textual Presentations        - PERFECTING YOUR PITCH -
Graphic Presentations        - PERFECTING YOUR PITCH -
Textual Presentations
Graphical Presentations
Graphical Presentations
Pricing : A Science and an Art    TYPE OF INVESTOR                                                     Issue      Aftermar...
What was the title of the previous slide?Keep the answer to yourself for a sec…           - PERFECTING YOUR PITCH -
Pricing : A Science and an Art    TYPE OF INVESTOR                                                     Issue      Aftermar...
Seating      Both Sides of the Table          - PERFECTING YOUR PITCH -
Eye Contact       - PERFECTING YOUR PITCH -
Demo       - PERFECTING YOUR PITCH -
Tell Me What You DoDescribe the problem you solve.“We sell [hardware/software]    that helps [our target market]       to ...
Tell Me What You Do       - PERFECTING YOUR PITCH -
PRESENTATION
Slides1. Company              1. Sales and   Description             Marketing Strategy2. Team                 2. Revenue ...
Presentation to:Date and time                     1
Snapshot$2m for an active board seat                               2
Team   John, CEO    • Former ABC, XYZ   Jim, CTO, Founder    • Former ABC, PQR   VP Marketing    • Identified   David,...
Industry Problem   Revenue is dropping       Expenses are rising                Customers are leaving                     ...
Our Solution                “This should save us $100                  per employee per year”               Mr. Big, CEO o...
Our Solution  Reference    Annual $   Buying Decision  Clients  ABC Co       35,000     Access from the cloud  LMN Ent.   ...
Demo
Addressable Market                     6
Traction
Competitive Position  Speed          Comp                  Comp                         Functionality                     ...
Sales and Marketing Strategy Pricing strategy      Target markets             Channels or partners                    Curr...
Road Map                                                                      FundingIP Roadmap                           ...
ProjectionsProjected Income Statement Analysis($000s)                                   Year 1           Year 2         Ye...
Projections              10
Summary•   Team•   Market opp•   Timing                 13
Appendix•IP Summary                     •Channel Detail•Development Roadmap            •Pricing Detail•Market Segments    ...
Follow up• A short email that night• Answer open questions and tasks• Lead into next steps          - PERFECTING YOUR PITC...
Avoid Saying…    • ‘Our projections are conservative’    • ‘We have no competition’    • ‘We have a first mover advantage’...
C O M M U N IC A T IO N
PRESENTATION
W IN
ThanksThis is onhttp://www.slideshare.net/davidshore andwww.newventuresbc.com for futurereference           - PERFECTING Y...
Tell Me What You DoDescribe the problem you solve.“We sell [hardware/software]    that helps [our target market]       to ...
NVBC Perfecting your Pitch 2012
NVBC Perfecting your Pitch 2012
NVBC Perfecting your Pitch 2012
NVBC Perfecting your Pitch 2012
NVBC Perfecting your Pitch 2012
NVBC Perfecting your Pitch 2012
NVBC Perfecting your Pitch 2012
NVBC Perfecting your Pitch 2012
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NVBC Perfecting your Pitch 2012

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When presenting, most people distract their audience to the point that less than half of their presentation is understood. This will help you with the other half.

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NVBC Perfecting your Pitch 2012

  1. 1. Perfecting Your Pitch Presentation begins at 7pm David Shore DShore@StirlingMercantile.com 604 484-0070 x 2001 davidshore
  2. 2. ?
  3. 3. W IN
  4. 4. C O M M U N IC A T IO N
  5. 5. PRESENTATION
  6. 6. About Stirling MercantileM&A ADVISORYSage advice in times of needor growth opportunity M&A EXPANSION CAPITAL Advisory Multiple industry experience DIVESTITURES Expansion Seasoned corporate Divestitures financiers Corporate financier Capital involvement can improve price, simplify process EARLY-STAGE Fairness Early-Stage FINANCING Opinions Finance Full-service approach FAIRNESS OPINIONS throughout process Aligned interests likely Director comfort & legal to secure funding protection from independent, expert valuation - PERFECTING YOUR PITCH - .
  7. 7. About Stirling MercantileM&A ADVISORYSage advice in times of needor growth opportunity M&A EXPANSION CAPITAL Advisory Multiple industry experience DIVESTITURES Expansion Seasoned corporate Divestitures financiers Corporate financier Capital involvement can improve price, simplify process EARLY-STAGE Fairness Early-Stage FINANCING Opinions Finance Full-service approach FAIRNESS OPINIONS throughout process Aligned interests likely Director comfort & legal to secure funding protection from independent, expert valuation - PERFECTING YOUR PITCH - .
  8. 8. Early - Stage Financing - PERFECTING YOUR PITCH -
  9. 9. C O M M U N IC A T IO N
  10. 10. Textual Presentations - PERFECTING YOUR PITCH -
  11. 11. Graphic Presentations - PERFECTING YOUR PITCH -
  12. 12. Textual Presentations
  13. 13. Graphical Presentations
  14. 14. Graphical Presentations
  15. 15. Pricing : A Science and an Art TYPE OF INVESTOR Issue Aftermarket INSTITUTION UNDERWRITE BUY RETAIL BUY HOLD BUY SELL STAGSThe Secrets of Superb Public Speaking – John Miers 2009 - PERFECTING YOUR PITCH -
  16. 16. What was the title of the previous slide?Keep the answer to yourself for a sec… - PERFECTING YOUR PITCH -
  17. 17. Pricing : A Science and an Art TYPE OF INVESTOR Issue Aftermarket INSTITUTION UNDERWRITE BUY RETAIL BUY HOLD BUY SELL STAGSThe Secrets of Superb Public Speaking – John Miers 2009 - PERFECTING YOUR PITCH -
  18. 18. Seating Both Sides of the Table - PERFECTING YOUR PITCH -
  19. 19. Eye Contact - PERFECTING YOUR PITCH -
  20. 20. Demo - PERFECTING YOUR PITCH -
  21. 21. Tell Me What You DoDescribe the problem you solve.“We sell [hardware/software] that helps [our target market] to [save money or make money]” - PERFECTING YOUR PITCH -
  22. 22. Tell Me What You Do - PERFECTING YOUR PITCH -
  23. 23. PRESENTATION
  24. 24. Slides1. Company 1. Sales and Description Marketing Strategy2. Team 2. Revenue Model3. Problem or Need 3. Projections4. Solution/Demo 4. Roadmap5. Value Proposition 5. Summary6. Addressable 6. Contact Information Market, Traction 7. Appendix7. Competition 10 seconds to 2 minutes each - PERFECTING YOUR PITCH -
  25. 25. Presentation to:Date and time 1
  26. 26. Snapshot$2m for an active board seat 2
  27. 27. Team John, CEO • Former ABC, XYZ Jim, CTO, Founder • Former ABC, PQR VP Marketing • Identified David, Board Member • DEF, PQR . 3
  28. 28. Industry Problem Revenue is dropping Expenses are rising Customers are leaving 4
  29. 29. Our Solution “This should save us $100 per employee per year” Mr. Big, CEO of Target Customer 5
  30. 30. Our Solution Reference Annual $ Buying Decision Clients ABC Co 35,000 Access from the cloud LMN Ent. 42,000 Flexible pricing XYZ Inc. 25,000 Convenience, time savings • Relate each decision to value • “Price” is a problem 5
  31. 31. Demo
  32. 32. Addressable Market 6
  33. 33. Traction
  34. 34. Competitive Position Speed Comp Comp Functionality 7
  35. 35. Sales and Marketing Strategy Pricing strategy Target markets Channels or partners Current funnel 8
  36. 36. Road Map FundingIP Roadmap Roadmap Expan- >$10m Series B sion Full LaunchBeta, one sector Alpha $4m Series A Design Seed, $1.2m Angel $0.3m F, F & E today Year 1 2 3 4 5 Revenue Early Crossing Mainstream Exit RoadMap Adopters the Chasm Growth 11
  37. 37. ProjectionsProjected Income Statement Analysis($000s) Year 1 Year 2 Year 3 Year 4 Year 5Net New Members (000s) 3 21 115 332 612Cumulative Members (000s) 3 24 139 470 1,082Growth 908% 587% 339% 230%Gross Revenues 68 100% 607 100% 4,309 100% 17,826 100% 46,684 100%Growth 891% 710% 414% 262%Direct Operating Expenses 29 42% 255 42% 1,810 42% 7,487 42% 19,607 42%Gross Profit 39 58% 352 58% 2,499 58% 10,339 58% 27,077 58%Growth 891% 710% 414% 262%Selling, General and Administrative 1,040 1528% 1,140 188% 2,571 60% 9,269 52% 21,942 47%Growth 110% 226% 361% 237%EBITDA -1,001 -1470% -788 -130% -72 -2% 1,070 6% 5,135 11% 9
  38. 38. Projections 10
  39. 39. Summary• Team• Market opp• Timing 13
  40. 40. Appendix•IP Summary •Channel Detail•Development Roadmap •Pricing Detail•Market Segments •Market Trends•Use Case – Primary Markets •Tech Trends•Use Case – Secondary Markets •Proforma HR•SWAT Analysis •Cap Table•Positioning Detail •Uses of Capital 14
  41. 41. Follow up• A short email that night• Answer open questions and tasks• Lead into next steps - PERFECTING YOUR PITCH -
  42. 42. Avoid Saying… • ‘Our projections are conservative’ • ‘We have no competition’ • ‘We have a first mover advantage’ • ‘We only need to capture x% of the market share’ .D - PERFECTING YOUR PITCH - .
  43. 43. C O M M U N IC A T IO N
  44. 44. PRESENTATION
  45. 45. W IN
  46. 46. ThanksThis is onhttp://www.slideshare.net/davidshore andwww.newventuresbc.com for futurereference - PERFECTING YOUR PITCH -
  47. 47. Tell Me What You DoDescribe the problem you solve.“We sell [hardware/software] that helps [our target market] to [save money or make money]” - PERFECTING YOUR PITCH -

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