How do you make the perfect pitch to the investor? Elizabeth Chapman, Chapman Consulting shares with entrepreneurs the key 6 points that they must include in their pitch and most importantly - "What not to pitch"

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Making the Perfect Pitch
Lizzie Chapman

2. The truth about investors
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• They aren’t always right
• They can be herd-like
• They need a story
• They like ‘anchors’ – “its basically tinder for dogs”

3. They invest in people not business plans
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4. The perfect entrepreneur
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Passion
Vision Leadership
Integrity Expertise
CommitmentListener
Energy

5. 1. The one liner
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• “we are x for x”
• If your mother doesn’t get what you do, we have a
problem

6. 2. The problem
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• Big enough to matter
• But must add up
• Make them relate
• Can be personal
• Long term themes
• Demographics
• Regulation
• Macro influences
• Existing solutions…
COMPETITION

7. 3. The solution (& proof)
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• THE PRODUCT
• Assume the tech works
• Validation
• Traction
• NO demos

8. 4. And we can do it!!
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• SELL yourself
• Perception is reality
• Make it interesting
• Anecdotes not resume
• Don’t lie!
• Division of responsibility
• Advisors
• Investors

9. 5. And our solution could make us all rich
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• Go to market
• Revenue model
- Potential
• Understand costs
• Scalability
• Sensitivity
• Projections

10. 6. Call to action
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• The ask
• How much?
• How long?
• How to measure us?
• Don’t talk future valuation
• Believe the dream
• Long term vision
• Comparables
• Flatter them – how they can help

11. What NOT to do
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1. Irrational, unfounded hypotheses
2. Irrelevant size of opportunity (thinking too small)
3. Impossible, illogical numbers (thinking too big)
4. Contradictions / inconsistencies
5. Too accurate / scientific forecasts
6. Heavy on the technical
7. Ignore all risks
8. No awareness of competition
9. Forget go-to-market
10.Try to please everyone

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