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Be a 1%er: 
How to Raise Funding from Investors 
OCTOBER 9, 2014
@GaryWhitehill
@GaryWhitehill 
The Statistics
“Your time is limited, so don’t waste it 
living someone else’s life. Don’t be 
trapped by dogma–which is living with 
the...
@GaryWhitehill
@GaryWhitehill
@GaryWhitehill
@GaryWhitehill
Overview of the Journey
( STAGE ONE AND TWO ) 
Preparing 
PREPARING: “YOU GET WHAT YOU PUT IN. NO EXCUSES”
( STAGE THREE AND FOUR ) 
Executing 
EXECUTING: “LUCK IS THE ACCUMULATION OF SUPERIOR 
EFFORT AND FOCUSED EXECUTION”
( STAGE FIVE AND SIX ) 
Stacking the Deck 
STACKING THE DECK: “EVERYONE COULD USE A 
FRIENDLY HELPING HAND”
@GaryWhitehill
( STAGE ONE – PREPARING A SUCCESSFUL INVESTOR PRESENTATION ) 
Want Funding? Be Prepared. 
@GaryWhitehill 
• Today – as of ...
( STAGE ONE – PREPARING A SUCCESSFUL INVESTOR PRESENTATION ) 
Don’t Overcomplicate 
the Idea & Minutia 
@GaryWhitehill 
• ...
@GaryWhitehill
Make no Mistake – 
Investor Presentations are War 
@GaryWhitehill 
( STAGE TWO – PRESENTATION DO’S AND DON’TS ) 
• It’s ti...
Be Confident, Not Cocky 
@GaryWhitehill 
( STAGE TWO – PRESENTATION DO’S AND DON’TS ) 
• Focus on what the investor needs ...
Rehearse, Rehearse, Rehearse 
@GaryWhitehill 
( STAGE TWO – PRESENTATION DO’S AND DON’TS ) 
PRACTICE MAKES PERFECT, HELPIN...
Be Ready to Smoothly 
Run Through the Gears 
• 50 mph: describe features, benefits, IP, • 100 mph: present a clearly artic...
( STAGE TWO – PRESENTATION DO’S AND DON’TS ) 
Further Do’s and Don’ts 
@GaryWhitehill 
• Stopwatch: time yourself 
• Passi...
@GaryWhitehill 
The first 5 minutes 
Need photo
The First Minute: Make a Connection 
@GaryWhitehill 
( STAGE THREE – THE FIRST FIVE MINUTES) 
BUILD AN ATTENTION GRABBING ...
( STAGE THREE – THE FIRST FIVE MINUTES) 
The First Minute: Make a Connection 
• Less than 30% take full advantage of the 
...
@GaryWhitehill 
( STAGE THREE – THE FIRST FIVE MINUTES) 
Second & Third Minutes: 
Delve into the Macro 
MACRO-LEVEL OVERVI...
@GaryWhitehill 
( STAGE THREE – THE FIRST FIVE MINUTES) 
Second & Third Minutes: 
Delve into the Macro 
MACRO-LEVEL OVERVI...
@GaryWhitehill 
( STAGE THREE – THE FIRST FIVE MINUTES) 
Second & Third Minutes: 
Delve into the Macro 
BE A WIZARD 
Curre...
@GaryWhitehill 
( STAGE THREE – THE FIRST FIVE MINUTES) 
Second & Third Minutes: 
Delve into the Macro 
BE A WIZARD 
Serio...
@GaryWhitehill 
( STAGE THREE – THE FIRST FIVE MINUTES) 
Second & Third Minutes: 
Delve into the Macro 
BE A WIZARD 
Desir...
@GaryWhitehill 
( STAGE THREE – THE FIRST FIVE MINUTES) 
Second & Third Minutes: 
Delve into the Macro 
BE A WIZARD 
• Les...
@GaryWhitehill 
( STAGE THREE – THE FIRST FIVE MINUTES) 
Second & Third Minutes: 
Delve into the Macro 
DON’T BE A BABY 
•...
@GaryWhitehill 
( STAGE THREE – THE FIRST FIVE MINUTES) 
Second & Third Minutes: 
Delve into the Macro 
SHOW BROADER IMPAC...
@GaryWhitehill 
( STAGE THREE – THE FIRST FIVE MINUTES) 
Second & Third Minutes: 
Delve into the Macro 
EMBRACE DUALITY 
•...
@GaryWhitehill 
( STAGE THREE – THE FIRST FIVE MINUTES) 
Fourth & Fifth Minutes: 
Delve into the Macro 
WHY IS THIS THE BE...
@GaryWhitehill 
( STAGE THREE – THE FIRST FIVE MINUTES) 
Fourth & Fifth Minutes: 
Delve into the Macro 
BE A PRIVATE INVES...
@GaryWhitehill 
( STAGE THREE – THE FIRST FIVE MINUTES) 
Fourth & Fifth Minutes: 
Delve into the Macro 
COMMERCIALIZING TH...
@GaryWhitehill 
( STAGE THREE – THE FIRST FIVE MINUTES) 
Fourth & Fifth Minutes: 
Delve into the Macro 
WHY IS THIS THE BE...
@GaryWhitehill 
( STAGE FOUR – THE LAST FIVE MINUTES) 
Sixth & Seventh Minutes: 
Stay Focused 
REASSURE AND INSPIRE 
YOUR ...
@GaryWhitehill 
( STAGE FOUR – THE LAST FIVE MINUTES) 
Sixth & Seventh Minutes: 
Stay Focused 
REASSURE AND INSPIRE 
PUT A...
@GaryWhitehill 
( STAGE FOUR – THE LAST FIVE MINUTES) 
Sixth & Seventh Minutes: 
Stay Focused 
TALK DOLLARS + CENTS 
ARTIC...
@GaryWhitehill 
( STAGE FOUR – THE LAST FIVE MINUTES) 
Sixth & Seventh Minutes: 
Stay Focused 
START WITH CUSTOMER #1… 
EN...
@GaryWhitehill 
( STAGE FOUR – THE LAST FIVE MINUTES) 
Sixth & Seventh Minutes: 
Stay Focused 
SHOW THE OPPORTUNITY FOR FU...
@GaryWhitehill 
( STAGE FOUR – THE LAST FIVE MINUTES) 
Sixth & Seventh Minutes: 
Stay Focused 
ARTICULATE YOUR COMPETITION...
@GaryWhitehill 
( STAGE FOUR – THE LAST FIVE MINUTES) 
Sixth & Seventh Minutes: 
Stay Focused 
ARTICULATE YOUR COMPETITION...
@GaryWhitehill 
( STAGE FOUR – THE LAST FIVE MINUTES) 
Sixth & Seventh Minutes: 
Stay Focused 
SHOW OPPORTUNITY FOR IMPROV...
@GaryWhitehill 
( STAGE FOUR – THE LAST FIVE MINUTES) 
Eighth Minute: 
Less is More 
IN JUST ONE MINUTE, CLEARLY ARTICULAT...
@GaryWhitehill 
( STAGE FOUR – THE LAST FIVE MINUTES) 
Ninth Minute: 
Team is Key 
HAVE A ROCKSTAR TEAM 
HIGHLIGHT: 
• • S...
@GaryWhitehill 
( STAGE FOUR – THE LAST FIVE MINUTES) 
Ninth Minute: 
Team is Key 
HAVE A ROCKSTAR TEAM 
• Be brief and to...
@GaryWhitehill 
( STAGE FOUR – THE LAST FIVE MINUTES) 
Ninth Minute: 
Team is Key 
DO NOT BE A SHOWOFF 
• Only focus on a ...
@GaryWhitehill 
( STAGE FOUR – THE LAST FIVE MINUTES) 
Tenth Minute: 
Show Me the Money 
IN JUST ONE MINUTE COVER: 
• Inve...
@GaryWhitehill 
( STAGE FOUR – THE LAST FIVE MINUTES) 
Tenth Minute: 
Show Me the Money 
• The deal: short, concise, easil...
@GaryWhitehill 
( STAGE FOUR – THE LAST FIVE MINUTES) 
Tenth Minute: 
Show Me the Money 
MAKE BENCHMARKING EASY 
TO ENSURE...
@GaryWhitehill 
( STAGE FOUR – THE LAST FIVE MINUTES) 
Tenth Minute: 
Show Me the Money 
RECAP & CLOSE 
• Do research: art...
@GaryWhitehill 
( STAGE FIVE – Q&A SESSION ) 
Questions & Answers 
KNOW: 
• Investors who ask questions care. 
• Investors...
@GaryWhitehill 
( STAGE FIVE – Q&A SESSION ) 
Questions & Answers 
QUESTIONS YOU SHOULD ASK: 
• What other companies have ...
@GaryWhitehill 
( STAGE SIX– ADDITIONAL TIPS ) 
Stacking the Deck in Your Favor 
• Show commitment: be willing to do whate...
@GaryWhitehill 
( STAGE SIX– ADDITIONAL TIPS ) 
Stacking the Deck in Your Favor 
• Show an expansion plan arc: focused + d...
@GaryWhitehill
@GaryWhitehill
THANK YOU! 
EMAIL: Gary@EntrepreneurWeek.net 
TWITTER: @GaryWhitehill 
WEB: www.garywhitehill.com
IDCEE 2014: Raising Capital From Investors - Gary Whitehill (Founder @ BURST & Entrepreneur Week)
IDCEE 2014: Raising Capital From Investors - Gary Whitehill (Founder @ BURST & Entrepreneur Week)
IDCEE 2014: Raising Capital From Investors - Gary Whitehill (Founder @ BURST & Entrepreneur Week)
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IDCEE 2014: Raising Capital From Investors - Gary Whitehill (Founder @ BURST & Entrepreneur Week)

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Gary believes entrepreneurs need to be at the epicenter of radical global economic development.

In 2009, Gary engineered the globally recognized event platform to empower entrepreneurs. Entrepreneur Week was an ongoing series of panels, keynotes, roundtables, and mentoring sessions focused on propelling early and growth-stage entrepreneurs to achieve their personal and professional goals. In just two years, Entrepreneur Week became a global ecosystem and scaled to four continents; curating more than 500 speakers who shared their stories with more than 6,000 entrepreneurs, a group responsible for more than $7 billion in revenue. The platform has been adopted by Stanford University, IBM, and many others.

In Gary's view of the world, communities grow rapidly only when entrepreneurship accelerates socio-economic progress through connection, innovation and knowledge-sharing. Currently, he is particularly focused on creating platforms and infrastructure to unlock the invisible and unrealized potential of business ecosystems.

Gary lives in Silicon Valley and resides on the Global Board of Directors for the Dell Center for Entrepreneurs and has been featured in industry-leading publications including the Harvard Business Review, Inc, and the New York Times.

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Published in: Investor Relations
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IDCEE 2014: Raising Capital From Investors - Gary Whitehill (Founder @ BURST & Entrepreneur Week)

  1. 1. Be a 1%er: How to Raise Funding from Investors OCTOBER 9, 2014
  2. 2. @GaryWhitehill
  3. 3. @GaryWhitehill The Statistics
  4. 4. “Your time is limited, so don’t waste it living someone else’s life. Don’t be trapped by dogma–which is living with the results of other people’s thinking. Don’t let the noise of others’ opinions drown out your own inner voice. And most important, have the courage to follow your heart and intuition. They somehow already know what you truly want to become.” - STEVE JOBS @GaryWhitehill
  5. 5. @GaryWhitehill
  6. 6. @GaryWhitehill
  7. 7. @GaryWhitehill
  8. 8. @GaryWhitehill
  9. 9. Overview of the Journey
  10. 10. ( STAGE ONE AND TWO ) Preparing PREPARING: “YOU GET WHAT YOU PUT IN. NO EXCUSES”
  11. 11. ( STAGE THREE AND FOUR ) Executing EXECUTING: “LUCK IS THE ACCUMULATION OF SUPERIOR EFFORT AND FOCUSED EXECUTION”
  12. 12. ( STAGE FIVE AND SIX ) Stacking the Deck STACKING THE DECK: “EVERYONE COULD USE A FRIENDLY HELPING HAND”
  13. 13. @GaryWhitehill
  14. 14. ( STAGE ONE – PREPARING A SUCCESSFUL INVESTOR PRESENTATION ) Want Funding? Be Prepared. @GaryWhitehill • Today – as of this moment – you are not ready. You may think you are, but your are not.
  15. 15. ( STAGE ONE – PREPARING A SUCCESSFUL INVESTOR PRESENTATION ) Don’t Overcomplicate the Idea & Minutia @GaryWhitehill • Pique the interest of the investor by leveraging the qualities of a salesperson.
  16. 16. @GaryWhitehill
  17. 17. Make no Mistake – Investor Presentations are War @GaryWhitehill ( STAGE TWO – PRESENTATION DO’S AND DON’TS ) • It’s time to bring your A-Game. • Step back from complex & interconnected thoughts.
  18. 18. Be Confident, Not Cocky @GaryWhitehill ( STAGE TWO – PRESENTATION DO’S AND DON’TS ) • Focus on what the investor needs to hear–and know.
  19. 19. Rehearse, Rehearse, Rehearse @GaryWhitehill ( STAGE TWO – PRESENTATION DO’S AND DON’TS ) PRACTICE MAKES PERFECT, HELPING YOU: • Determine Hone Build Visualize your confidence how what presentation: to to present: and say, self-and eliminate tone, assurance. what posture, not unnecessary to say: slide garner deck, points, as presence much focus constructive on in the critical room, deliverables. visual feedback aids, as etc. possible.
  20. 20. Be Ready to Smoothly Run Through the Gears • 50 mph: describe features, benefits, IP, • 100 mph: present a clearly articulacteodm SpWetiOtivTe p aldanv,a ntage @GaryWhitehill ( STAGE TWO – PRESENTATION DO’S AND DON’TS ) THE ROADMAP TO FOLLOW: • 1 Mile per hour: articulate the market opportunity • Gear back down: be ready for Q & A and value proposition. along with an exit strategy
  21. 21. ( STAGE TWO – PRESENTATION DO’S AND DON’TS ) Further Do’s and Don’ts @GaryWhitehill • Stopwatch: time yourself • Passion: Be addictive • Focus: benefits are paramount • Differentiate: clearly articulate competitve advantage/barrier to entry • Emotions: be nervous • Be Accessible: do not use slang or jargon • Follow the 10-10-30 Rule • Stay Concise: detail goes to the appendix
  22. 22. @GaryWhitehill The first 5 minutes Need photo
  23. 23. The First Minute: Make a Connection @GaryWhitehill ( STAGE THREE – THE FIRST FIVE MINUTES) BUILD AN ATTENTION GRABBING ELEVATOR PITCH THIS INCLUDES: • Where • Pa•i nW thhye pa• nrWodd thhuhooce wt i/Issd teiehnraevv icotcealeavm meised a.fforlloremmvie.adt.ing.
  24. 24. ( STAGE THREE – THE FIRST FIVE MINUTES) The First Minute: Make a Connection • Less than 30% take full advantage of the initial “engagement window.” @GaryWhitehill BUILD AN ATTENTION GRABBING ELEVATOR PITCH
  25. 25. @GaryWhitehill ( STAGE THREE – THE FIRST FIVE MINUTES) Second & Third Minutes: Delve into the Macro MACRO-LEVEL OVERVIEW OF TARGET MARKET OUTLINE THE: • Addressable • How p• rTodarugcet/ts Cero vmnicsauerk maedet drs.siz vea.lue.
  26. 26. @GaryWhitehill ( STAGE THREE – THE FIRST FIVE MINUTES) Second & Third Minutes: Delve into the Macro MACRO-LEVEL OVERVIEW OF TARGET MARKET • Clearly articulate the unique selling proposition (USP) of the venture versus other competitors.
  27. 27. @GaryWhitehill ( STAGE THREE – THE FIRST FIVE MINUTES) Second & Third Minutes: Delve into the Macro BE A WIZARD Current Pain Point: • What is the problem the target market faces? • Do they want to solve it, avoid it, or is there simply an un-served or under-served niche?
  28. 28. @GaryWhitehill ( STAGE THREE – THE FIRST FIVE MINUTES) Second & Third Minutes: Delve into the Macro BE A WIZARD Seriousness of the Pain Point: • What are the implications for the target market if the product/service isn’t adopted in the marketplace?
  29. 29. @GaryWhitehill ( STAGE THREE – THE FIRST FIVE MINUTES) Second & Third Minutes: Delve into the Macro BE A WIZARD Desired Future Reality: • If it was up to you, where would the consumer be in 2/5/10yrs as a result of adopting the product/service in the marketplace?
  30. 30. @GaryWhitehill ( STAGE THREE – THE FIRST FIVE MINUTES) Second & Third Minutes: Delve into the Macro BE A WIZARD • Less than 15% effectively and clearly articulate their USP, product benefits, and competition… let alone sprinkle in a few useful buzzwords.
  31. 31. @GaryWhitehill ( STAGE THREE – THE FIRST FIVE MINUTES) Second & Third Minutes: Delve into the Macro DON’T BE A BABY • Be ready to evolve your business model.
  32. 32. @GaryWhitehill ( STAGE THREE – THE FIRST FIVE MINUTES) Second & Third Minutes: Delve into the Macro SHOW BROADER IMPACT • Explore the macro-level implications of the product/service.
  33. 33. @GaryWhitehill ( STAGE THREE – THE FIRST FIVE MINUTES) Second & Third Minutes: Delve into the Macro EMBRACE DUALITY • Create a compelling case which satisfies both parties.
  34. 34. @GaryWhitehill ( STAGE THREE – THE FIRST FIVE MINUTES) Fourth & Fifth Minutes: Delve into the Macro WHY IS THIS THE BEST? • Investors seek products/services which are exponentially better.
  35. 35. @GaryWhitehill ( STAGE THREE – THE FIRST FIVE MINUTES) Fourth & Fifth Minutes: Delve into the Macro BE A PRIVATE INVESTIGATOR • Addressing the development pipelines of competitors is an excellent idea.
  36. 36. @GaryWhitehill ( STAGE THREE – THE FIRST FIVE MINUTES) Fourth & Fifth Minutes: Delve into the Macro COMMERCIALIZING THE BUSINESS BE CUSTOMER-CENTRIC TALK INTELLECTUAL PROPERTY
  37. 37. @GaryWhitehill ( STAGE THREE – THE FIRST FIVE MINUTES) Fourth & Fifth Minutes: Delve into the Macro WHY IS THIS THE BEST? • Less than 10% make it through the first five minutes successfully. It’s tough…hence why preparation is vital!
  38. 38. @GaryWhitehill ( STAGE FOUR – THE LAST FIVE MINUTES) Sixth & Seventh Minutes: Stay Focused REASSURE AND INSPIRE YOUR GOAL IS TO TOUCH ON, AT A MICROLEVEL, THREE KEY ISSUES: • How and when the investor recoups their original investment • How and when • Validity of exits your at venture 10x-15x their original investment (projected) (projected)
  39. 39. @GaryWhitehill ( STAGE FOUR – THE LAST FIVE MINUTES) Sixth & Seventh Minutes: Stay Focused REASSURE AND INSPIRE PUT ANOTHER WAY, FROM AN INVESTOR’S POINT OF VIEW: • When• wWilhl eIn m •wa Cikllea nIs eayrto iloueu asssa tmy g woenth emayty yo ionnu vt’helilss td mione?vnets btmacekn?t?
  40. 40. @GaryWhitehill ( STAGE FOUR – THE LAST FIVE MINUTES) Sixth & Seventh Minutes: Stay Focused TALK DOLLARS + CENTS ARTICULATE: • Initial target market: discretionary d • Total add• rGesrsoaubplien mg aorfk yeot:u dr imscarrektieotn: athryeo dmlloaulrllsat irtphsl eitehyre .pyo pssoessssess.
  41. 41. @GaryWhitehill ( STAGE FOUR – THE LAST FIVE MINUTES) Sixth & Seventh Minutes: Stay Focused START WITH CUSTOMER #1… END WITH #1,000,000 • Remember: Walk before your run.
  42. 42. @GaryWhitehill ( STAGE FOUR – THE LAST FIVE MINUTES) Sixth & Seventh Minutes: Stay Focused SHOW THE OPPORTUNITY FOR FUTURE INNOVATION • The larger and more diverse the target consumer base over time, the more product matters.
  43. 43. @GaryWhitehill ( STAGE FOUR – THE LAST FIVE MINUTES) Sixth & Seventh Minutes: Stay Focused ARTICULATE YOUR COMPETITION CHOOSE ONE: • Competition: Do you • No Dir•e cNt oC Comompepteittiiotino:n O: (hD kROne oaNwllOy t?Th e (STmAh ieYn si nTidvHee-IsoStou)rt? digs in)
  44. 44. @GaryWhitehill ( STAGE FOUR – THE LAST FIVE MINUTES) Sixth & Seventh Minutes: Stay Focused ARTICULATE YOUR COMPETITION • Have a strategic plan for competitors attempting to leapfrog.
  45. 45. @GaryWhitehill ( STAGE FOUR – THE LAST FIVE MINUTES) Sixth & Seventh Minutes: Stay Focused SHOW OPPORTUNITY FOR IMPROVEMENT • Any smart investor is going to find the holes. There is no point in hiding them.
  46. 46. @GaryWhitehill ( STAGE FOUR – THE LAST FIVE MINUTES) Eighth Minute: Less is More IN JUST ONE MINUTE, CLEARLY ARTICULATE: • Marketing Strategy • Sales Strategy • Product Strategy
  47. 47. @GaryWhitehill ( STAGE FOUR – THE LAST FIVE MINUTES) Ninth Minute: Team is Key HAVE A ROCKSTAR TEAM HIGHLIGHT: • • Specific Communica•skills/• Market ti expertise oFnle •sx knowledge, kiD•bi lirLllisive,t yeab which d oaaenntrhdds h wdaibepirtdi o makes hlsaii kc tcsyiauil tmlstisoto.success io nlama.dre amrpsta .arknedt in this .investors. venture more likely.
  48. 48. @GaryWhitehill ( STAGE FOUR – THE LAST FIVE MINUTES) Ninth Minute: Team is Key HAVE A ROCKSTAR TEAM • Be brief and to the point.
  49. 49. @GaryWhitehill ( STAGE FOUR – THE LAST FIVE MINUTES) Ninth Minute: Team is Key DO NOT BE A SHOWOFF • Only focus on a hallmark name if they’ll be a key teammate.
  50. 50. @GaryWhitehill ( STAGE FOUR – THE LAST FIVE MINUTES) Tenth Minute: Show Me the Money IN JUST ONE MINUTE COVER: • Investment required. • Deal structure. • Exit strategy. • Summary and strong close.
  51. 51. @GaryWhitehill ( STAGE FOUR – THE LAST FIVE MINUTES) Tenth Minute: Show Me the Money • The deal: short, concise, easily readable & referenced. NOTHING MORE.
  52. 52. @GaryWhitehill ( STAGE FOUR – THE LAST FIVE MINUTES) Tenth Minute: Show Me the Money MAKE BENCHMARKING EASY TO ENSURE YOUR VALUATION IS FAIR, SUPPORT THRU: • Multiple to last year’s revenues or profits • Multiple to next year’s revenues or profits • Recent comparable transaction
  53. 53. @GaryWhitehill ( STAGE FOUR – THE LAST FIVE MINUTES) Tenth Minute: Show Me the Money RECAP & CLOSE • Do research: articulate specific reasons why this exact group must invest.
  54. 54. @GaryWhitehill ( STAGE FIVE – Q&A SESSION ) Questions & Answers KNOW: • Investors who ask questions care. • Investors who don’t ask questions have already checked out. • Have a ‘Top 100 Answers’ prepared beforehand. • If you don’t have an answer, don’t make one up.
  55. 55. @GaryWhitehill ( STAGE FIVE – Q&A SESSION ) Questions & Answers QUESTIONS YOU SHOULD ASK: • What other companies have you invested in that have a similar bend to us, but in another market? • Aside from capital, what concrete way can you help us? • How you seen a deal like this before? What was your feedback to them? What is different about us? • Where do you believe our top two weaknesses reside?
  56. 56. @GaryWhitehill ( STAGE SIX– ADDITIONAL TIPS ) Stacking the Deck in Your Favor • Show commitment: be willing to do whatever is necessary. • Display you can, and will, bootstrap: heard of ramen noodles? • Have a winning team: have 360 degree complementary skillsets • Big brains: show individuals + the company honing its craft. • Be brief: the tighter your presentation, the more impact.
  57. 57. @GaryWhitehill ( STAGE SIX– ADDITIONAL TIPS ) Stacking the Deck in Your Favor • Show an expansion plan arc: focused + deep - - wide + light • Create the market: line up customers pre-product • Be honest: realistic numbers, assumptions, and timing • Network relentlessly: what you sow = what you ultimately reap
  58. 58. @GaryWhitehill
  59. 59. @GaryWhitehill
  60. 60. THANK YOU! EMAIL: Gary@EntrepreneurWeek.net TWITTER: @GaryWhitehill WEB: www.garywhitehill.com

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