1

Making the Perfect PitchLizzie Chapman

The truth about investors

2

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

They invest in people not business plans

3

The perfect entrepreneur

4

Passion

Vision Leadership

Integrity Expertise

CommitmentListener

Energy

1. The one liner

5

• “we are x for x” • If your mother doesn’t get what you do, we have a

problem

2. The problem

6

• Big enough to matter• But must add up

• Make them relate• Can be personal• Long term themes

• Demographics• Regulation

• Macro influences• Existing solutions…COMPETITION

3. The solution (& proof)

7

• THE PRODUCT• Assume the tech works• Validation • Traction • NO demos

4. And we can do it!!

8

• SELL yourself• Perception is reality• Make it interesting

• Anecdotes not resume• Don’t lie!• Division of responsibility• Advisors• Investors

5. And our solution could make us all rich

9

• Go to market• Revenue model

- Potential• Understand costs• Scalability• Sensitivity• Projections

6. Call to action

10

• 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

What NOT to do

11

1. Irrational, unfounded hypotheses2. Irrelevant size of opportunity (thinking too small)3. Impossible, illogical numbers (thinking too big)4. Contradictions / inconsistencies5. Too accurate / scientific forecasts6. Heavy on the technical7. Ignore all risks8. No awareness of competition9. Forget go-to-market10.Try to please everyone

12