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The Art of the Pitch
(for funding)
ENTR 355
Towson University
November 7, 2016
The 10/20/30 Rule
1
1.Elevator Pitch (Overview)
2.Problem (Opportunity)
3.Solution (Unfair Advs.)
4.Product Demo
5.Sales &...
2
• WOW one-liner that depicts compelling
proposition (<10 words)
• What, How, Why in seconds not minutes
• Consider using...
2. Problem (Opportunity)
• What searing pain do you cure, massive
problem do you solve?
• What great opportunity do you ta...
3a. Solution (Unfair Advantages)
• Tell: What and How.
• Advantage #1
• Advantage #2
• Advantage #3
• How do you maintain ...
3b. Solution / Magic (Demo)
• Show: What and how.
5
4. Sales and Marketing
• How, where and why will you roll out?
• How much have you accomplished?
• What is the source of m...
5. Business Model
• B2B
• B2C
• B2B2C
• 3rd party
payer
7
6. Team
• It’s about the Jockey, not the Horse
8
7. Competition
9
8. Forecast
• Financial, not weather, believable, not brazen
outlandish
• 3 years as base
• Depict projected seasonality
10
9. Status and Milestones
• Current Status
• First Ship
• First Revenue
11
10. Summary and Call to Action
• Summarize the pitch
• Discuss next steps
• Make the ask
– Cash, Cash Referrals, Talent
Co...
Concluding Thoughts
• Participate in a Student
Launch Pad program,
workshop or event
• ‘Read’ or graze through
one of thes...
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The Art of the Pitch

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Workshop for Towson University undergraduates as part of Student Launch Pad

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The Art of the Pitch

  1. 1. The Art of the Pitch (for funding) ENTR 355 Towson University November 7, 2016
  2. 2. The 10/20/30 Rule 1 1.Elevator Pitch (Overview) 2.Problem (Opportunity) 3.Solution (Unfair Advs.) 4.Product Demo 5.Sales & Marketing 6.Business Model 7.Team 8.Competition 9.Forecast 10.Status & Milestones 10 Slides 20 Minutes 30 Point Font
  3. 3. 2 • WOW one-liner that depicts compelling proposition (<10 words) • What, How, Why in seconds not minutes • Consider using one representative visual and/or logo (Think Steve Jobs) 1. The Elevator Pitch (Overview)
  4. 4. 2. Problem (Opportunity) • What searing pain do you cure, massive problem do you solve? • What great opportunity do you tap? • How many people/organizations feel this pain or provide this opportunity? “We can’t solve problems by using the same kind of thinking we used when we created them.” – Albert Einstein 3
  5. 5. 3a. Solution (Unfair Advantages) • Tell: What and How. • Advantage #1 • Advantage #2 • Advantage #3 • How do you maintain advantages? 4
  6. 6. 3b. Solution / Magic (Demo) • Show: What and how. 5
  7. 7. 4. Sales and Marketing • How, where and why will you roll out? • How much have you accomplished? • What is the source of market expertise? 6
  8. 8. 5. Business Model • B2B • B2C • B2B2C • 3rd party payer 7
  9. 9. 6. Team • It’s about the Jockey, not the Horse 8
  10. 10. 7. Competition 9
  11. 11. 8. Forecast • Financial, not weather, believable, not brazen outlandish • 3 years as base • Depict projected seasonality 10
  12. 12. 9. Status and Milestones • Current Status • First Ship • First Revenue 11
  13. 13. 10. Summary and Call to Action • Summarize the pitch • Discuss next steps • Make the ask – Cash, Cash Referrals, Talent Connections, Partnerships, etc. 12
  14. 14. Concluding Thoughts • Participate in a Student Launch Pad program, workshop or event • ‘Read’ or graze through one of these: 13

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