10 Minute Pitch

Do’s and Don’ts of the Pitch

Do’s and Don’ts of the Pitch • Don’t:

– Talk about projections without a plan. – Lie or exaggerate. – Forecast “hockey stick” growth. – Say “I have no competitors”. – Focus only on positives. – Dwell on issues – tell how you will solve them. – Read your slides. – Become argumentative or defensive.

Do’s and Don’ts of the Pitch • Don’t (continued):

– Obsess about your financial stake. – Not listen. – Pitch before you’ve practiced and are ready. – Say that “all of your assumptions are very

conservative and you’ll do better” (do, sensitivity analysis).

– Leave your technology turned on during the pitch. – Try to answer a question you have no answer for.

Do’s and Don’ts of the Pitch • Do:

– Connect emotionally with the investor. – Give product demo (if applicable). – Highlight your prior successes. – Emphasize your team strength. – Demonstrate you understand the market. – Discuss how you will gain or sustain competitive

advantage. – Assume you will succeed on revenue projections.

Do’s and Don’ts of the Pitch • Do:

– Show you have a plan for each major risk. – Research your audience. – Target the presentation to the audience. – Leave time for questions. – Ask for adequate funding – that’s why you’re

there.

Do’s and Don’ts - Summary • Remember, you only have a few minutes to

interest the investor – make sure you do. • Less is more, be concise and to the point. • Don’t hypothesize – execute! • Hockey sticks are best left on the ice. • Be frugal. • Crawl before you walk before you run. • NEVER be the smartest person in the room.