1. PITCHING IS A SKILL
ATTENTION

2. TWO MANY BRAINS
LIZARD
MID
NEO CORTEX
LIZARD
MID
NEO CORTEX
90% FILTER = BORING, DANGEROUS, COMPLICATED

3. CROSSING THE CHASM
NON
THREATENING
PLEASANTLY
NOVEL

4. BORED
CONFUSED
THREATENED

5. FRAMES - DEATHMATCH

6. SET THE FRAME – WIN THE GAME
POWER
! < >

7. PRIZE
>>

8. TIME
!

9. ANALYST Brief
You
Time pressure
Risk
Tension
Consequences
…

10. STATUS

11. 5 minutes

12. INTRO – 20s
EDUCATIONAL,
HOME RUN,
EXPERT

13. IDEA 60s
PROBLEM,
TIMING {So, Ec, Te}

14. Target Customer,
Competition,
10x Benefits,
SOLUTION 60s

15. Unit Engine
Competition
Secret Sauce
INSIGHT 120s

16. Intrigue
Prize
Withdraw
Offer 30s

18. Q&A
Come prepared with 20 answers
Take hostile questions off-line
The 99.99% answer - conversation
Be Miss Universe
Highlight your second USP

19. vc@thestartupcentre.com
PPT’s don’t get funded
Not getting funded = ?
Be humble
Work on your pitch