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Best practices
for pitching
to judges
Emad Saif
Entrepreneurship Trainer
@esaif
March 23 2016
AGENDA
Judging Criteria
Useful Tips
Q & A Preparation
1. Business Model 2. Customer Validation 3. Execution & Design
Judging Criteria
- 5 Min Presentation -
1. Business Model
• Address the 9 building blocks
• Customer acquisition
• Competition
• Scalability
• Risk
• Are teams building something that
people actually want?
• How well does the team understand
their customer and their customer’s
needs?
• Did the team get out and talk to
customers?
• What is the value proposition to
customers?
2. Customer Validation
• Have they established a “Minimal
Viable Product” for the weekend
(software, hardware, etc.)?
• Does it deliver a compelling and
captivating user experience?
• Were they able to demo something
functional?
3. Execution & Design
AGENDA
Judging Criteria
Useful Tips
Q & A Preparation
AUDIENCE WANT TO BE
ENTERTAINED
USE SIMPLE LANGUAGE
SHARE YOUR PASSION
HOOK YOUR AUDIENCE
DON’T MEMORIZE
DON’T READ WORD FOR WORD
KNOW YOUR CORE MESSAGE
7 min
3 min
1 min
•Hook
•Customer Problem
•Value Proposition
•Team
•Product
•Market
•Financials
•Millstones
•Risks
• Hook
• Customer Problem
• Value Proposition
• Team
• Product
• Market
• Hook
• Customer Problem
• Value Proposition
• Team
Pitch
Pitch
Pitch
5GB 1,000 songs
BENEFITS vs. FEATURES
WATCH YOUR TIME
• Time your self
• Plan your pauses
• Use images triggers
NON-VERBALCOMMUNICATION
Body
Distance
Clothes & Looks
Body & Arm Positions
Movement
Gestures
Eye Contact
Face Expressions
Touch
Voice
Voice Tone
Speed & Pauses
END WITH
“CALL TO ACTION”
PRACTICE.
PRACTICE.
PRACTICE.
Steve
Jobs did it
for hours!
AGENDA
Judging Criteria
Useful Tips
Q & A Preparation
WHY Q & A ?
• Feedback
• Additional clarification
• Challenge certain assumptions
DOs & DON’Ts
• Don’t give long explanations limit to 2-30 sec
• Ask for clarification if question is not clear
• You don’t know everything and that’s OK
Handling Feedback
• Accept the feedback
• Don’t respond – this is not a question
• Don’t argue – this is not a debate
• Say “Thanks for your feedback
Common Questions
• Do you have evidence customers want it?
• How big is your market? Is it scalable?
• What’s the team look like? What are your backgrounds?
• What is your product differentiation?
• What risks exist? How do you address them?
• What do you need? Milestones?
THINK LIKE AN
INVESTOR
Market
Attractiveness
Product
Differentiation
Managerial
Capabilities
Resistance to
Threats
Expected
Return
Perceived
Risk
Decision to
Invest
+
-
To Invest or not to Invest?
PITCH VIDEOS
AGENDA
Judging Criteria
Useful Tips
Q & A Preparation
LEAVE AN
IMPRESSION
You can
do it!
QUESTIONS?
Emad Saif
Center for Entrepreneurship
emadsaif@qu.edu.qa
@esaif

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