The document provides tips and guidance for developing and delivering effective pitches. It discusses the importance of having a clear goal for the pitch, telling a compelling story, demonstrating product-market fit, and showing traction. The key elements of a successful pitch include introducing the problem being solved, demonstrating the solution, highlighting what makes the solution different, outlining the business model and market opportunity, describing the go-to-market plan, and showing evidence of traction. Effective delivery requires practicing and memorizing the pitch, using repetition of key points, and bringing energy.

1. WE GOT 99
PROBLEMS
BUT A PITCH
AIN'T ONE

2. NOBODY CARES ABOUT YOUR IDEA
AT LEAST NOT YET

3. MOST STARTUP PITCHES ARE
BORING
TOO
COMPLEX
NOT WELL
DELIVERED

4. WE FAIL TO
CONNECT WITH
THE AUDIENCE

5. AND DELIVER
PRESENTATIONS
WITHOUT THE
SUBSTANCE

6. AND YOUR MOST IMPORTANT
PITCHES HAPPEN WITHOUT YOU

7. A PITCH IS A PRESENTATION
TO GET SOMEONE TO TAKE ACTION

8. THE INVESTMENT PROCESS
ONE LINE
PITCH
20 SEC.
ELEVATOR
PITCH
1 – 2 MIN
STAGE
PITCH
3 - 6 MIN
INVESTOR
DECK
> 20 MIN

9. PITCHING IS A SKILL

10. YOUR BIGGEST ENEMY

11. THE GOAL OF A PITCH
ENTERTAIN IMPRESS
ELICIT
INTEREST

12. HAVE A
CLEAR
GOAL

13. BUILD A RELATIONSHIP

14. THE PITCH
INTRO TO

15. AT THE
START
YOU HAVE
7 SECONDS

17. TELL A STORY
USE FACTS & EMOTIONS

18. CONTRADICT
WISDOM
PLAY ON
FEAR
STARTLING
FACT
MAKE ME
LAUGH
GET
PERSONAL

19. YOUR SOLUTION

20. SHARE THE VISION
NOT THE STATUS

21. PROBLEM-SOLUTION FIT

22. SHOW HOW IT WORKS
IN THREE SIMPLE STEPS

23. KNOW YOUR CUSTOMER
BEAT YOUR
COMPETITION

24. KNOW YOUR SECRET SAUCE
BUSINESS
PHASE

25. BUSINESS
MODEL
MARKET
SIZE
GO TO
MARKET

26. HOW DO YOU MAKE MONEY?

27. HOW BIG IS YOUR TOTAL MARKET?
AND YOUR FIRST SLICE?

28. THE MILESTONES
TO YOUR NEXT BIG GOAL

29. TRACTION IS KEY

30. BETA USERS
CUSTOMERS
INTERVIEWS
PRESS
PRIZES PROGRAMS
LOI & POC
SALES
FUNNEL

31. SHOW YOUR TEAM

32. HAVE
AN ASK

33. THE PITCH STRUCTURE
Problem Solution/
Demo
Difference
to Others
Business
Model
Market Size/
Opportunity
Go To
Market
Plan
Traction Team AskFinancials
(optional)

34. DEVELOPMENT PROCESS
COLLECT
CONTENT
CREATE
SCRIPT
DESIGN
DECK
POLISH &
MEMORIZE

35. DESIGN & DELIVERY
TIPPS ON

36. USE THE
PENCIL
FIRST

37. KEEP TWO DOCUMENTS

38. YOUR KEY POINTS
• Pick three key points
• Repeat them
• Repeat them
• Repeat them
38
USE THE
MAGIC OF
THREE

39. THE DELIVERY
INTRO TO
MEMORIZE TO PERFECTION

40. "Under pressure,
you don't rise to
the occasion, you
sink to the level of
your training“
- Navy SEALS

41. SEPARATE DRIVER & PRESENTER

42. DO IT ALONE

43. BRING ENERGY

44. WE GOT 99
PROBLEMS BUT A
PITCH AIN'T ONE
DIRK LEHMANN | MORE:
THEPITCHTRAINING.COM