Bootcamp day 3

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets

Visit us at marsdd.com

Pitching to Investors Bootcamp

Day 3

B O G O T A , 2 4 - 2 6 A U G U S T 2 0 1 6

L A N C E L A K I N G

J O N E W O R R E N

26 August 2016

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


Agenda, Day 3

09:00 Recap & Agenda

09:15 Finance: Dilution & Capital Structure

10:00 Finance - Summary

10:30 Break

10:45 Pitch Training – Part I: Hook/Problem/Pain/ Value Proposition/Secret Sauce/Business Model/Team

11:45 Storytelling & Body Language

12:15 Sensitive information

12:30 Lunch

13:30 Pitch Training – Part II: P2P training

15:15 Break

15:30 Slide design 101

16:00 Pitch Clinic

16:45 Review & reflection

17:00 Adjourn

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


Finance: Dilution & Capital Structure

8/26/2016

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


Activity: Determining Dilution

* obtained from http://ownyourventure.com/equitySim.html

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


BREAK

8/26/2016

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


Pitch Training, Part I

8/26/2016

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


Pg 7

The Storyboard

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


Write Your Narrative

• Using the storyboard technique, write the narrative for your pitch

• Max 30 minutes for the first draft

• Practice with the person sitting next to you

8/26/2016

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


Storytelling – Use of voice and body language

8/26/2016

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


1. Address the audience – not your slides

Keep eye contact

Avoid talking when looking at your slide

September 2014

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


2. Say it like you mean it!

This is your story – own it – show your passion

It’s a performance where you act normal

It is more a conversation than a circus act

8/26/2016

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


3. Use gestures to strengthen your message

Avoid confusing body language (insert video)

8/26/2016

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


4. Unless you are the next Steve Jobs – dress for the occasion

Steve Jobs was famous for meeting investors bare feet, unshaven – and sometimes smelly…...

8/26/2016

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


5. Be prepared for the unexpected

Things beyond your control can happen – don’t lose sight of the end goal

8/26/2016

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


6. Don’t talk yourself out of a deal

Say what you have to say – and shut up!

Leave room for questions

The pitch is an introduction to the main conversation – not the main conversation

8/26/2016

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


Sensitive Information

8/26/2016

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


• What to say or not to say to investors?

Will someone steal your idea?

September 2014

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


LUNCH

8/26/2016

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


Pitch Training, Part II

8/26/2016

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


The Pay Off

• What are the 2-3 key facts you would like the audience to remember from your pitch?

• Work individually for 5 minutes – craft the bullet points

• Discuss as group

Pg 20

• Activity: 5 minutes

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


• Work in groups of 3-4

• Practice the narrative to your group

• Group: Give feedback on content & presentation

Practice Narrative

September 2014

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


BREAK

8/26/2016

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


Slide Design 101

8/26/2016

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


WORKING WITH SLIDES

THE PITCH DECK - VISUALS

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


The Pitch Deck

[Title]

• Hook/Problem

• Value Proposition (Solution)

• Business Model

• Underlying magic

• Marketing and Sales

• Competition

• Management Team

• Financial Projections

• Timeline/Ask

• Summary

• The 10 essential slides:

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


The Pitch Deck

• Visual communication

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


InFocus Worst PowerPoint Slide Awards

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


The Pitch Deck

• 10-20-30 PowerPoint Rule 10 slides 20 minutes 30 point font

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


The Pitch Deck

• Font sizes

54 point font

32 point font

18 point font

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


The Pitch Deck

• Slide design

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


Main + supporting points

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


The Pitch Deck

Similar to the appendix in a business plan, you should have more slides prepared that you don’t use until the Q&A section:

- PEST analysis

-Job descriptions

-Technical specs

-Financial spreadsheets

-Testimonials

-White papers/references

• Your “back-deck”

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


Remember our principles

September 2014

Simple Unexpected Concrete Credible

Emotion Story

SUCCES

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


• Rapid transfer of information – edit for impact

• BUT: Mind the ratio of ideas per words -> rule of thumb: one main idea per slide/one minute per slide

Main principle

September 2014

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


PITCH CLINIC

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


SUMMARY & REFLECTIONS

8/26/2016

Develo

pin

g talent • G

row

ing ven

tures • O

pen

ing m

arkets


Bootcamp day 3

Business

Transcript of Bootcamp day 3