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The Business Plan, Slide Deck Elevator Pitch & other riveting documents Jim Poage President Startech International.

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Presentation on theme: "The Business Plan, Slide Deck Elevator Pitch & other riveting documents Jim Poage President Startech International."— Presentation transcript:

1 The Business Plan, Slide Deck Elevator Pitch & other riveting documents Jim Poage President Startech International

2 What I Really Want to Emphasize is CREDIBILITY Credibility

3 The Purpose of the Business Plan was to Establish Credibility Business Strategies Product Development Sales & Marketing FinancialOthers Management in sync (Equity Funding World) Sell the venture Due Diligence Building Credibility

4 Business Plan 1.What is the Technology? 2.What real Problem does it solve 3.How big is the Market? 4.Who is the Management Team? 5.Is this a good Deal? The BP Supposedly “Proved” an Attractive Investment

5 The Internet floods Investors with deals Investors have less time per potential deal A Picture = 1,000 Words Powerpoint trumps Word If you can’t explain it in 15 minutes, NEXT A Pitch is easier to customize for an audience A Pitch is easier to Stepwise refine We’re not in Kansas Anymore

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7 So What Do we Do? Credibility

8 A Written Business Plan Establishes Credibility Business Strategies Product Development Sales & Marketing FinancialOthers Management in sync (Equity Funding World) Sell the venture Due Diligence Building Credibility The Investor Business Presentation The Investor Business Presentation Sales & Marketing Deck Sales & Marketing Deck Technology Slide Deck Technology Slide Deck Product Development Slide Deck Product Development Slide Deck Financial Spreadsheets Models Financial Spreadsheets Models Business Model Slide Deck Business Model Slide Deck Create A Family of Captured Credibility

9 The Investor Presentation is Key Single most important aspect of fund raisingSingle most important aspect of fund raising Play to your audiencePlay to your audience Be respectful of timeBe respectful of time Business attireBusiness attire No Proprietary WarningsNo Proprietary Warnings Objectives:Objectives: –Not to close the deal –Clarity of Business Model –Invitation to ‘talk’ –Build investor confidence in you

10 Know the Dance Card Introductions: X minutesIntroductions: X minutes Presentation: 20 minutesPresentation: 20 minutes Q&A: 20 minutesQ&A: 20 minutes Investor discussion: 20 minutesInvestor discussion: 20 minutes –You may or may not be in the room Timekeeper may be presentTimekeeper may be present –YOU are the timekeeper –YOU pace the meeting –If the Finish is important, Make sure you get there

11 Your Content is Critical The problem?The problem? Product/ServiceProduct/Service Value propositionValue proposition MarketMarket CompetitionCompetition Competitive advantageCompetitive advantage DifferentiatorsDifferentiators Management teamManagement team Revenue modelRevenue model Business modelBusiness model Funding requestFunding request Uses of fundingUses of funding Funding milestonesFunding milestones Pre-money cap tablePre-money cap table

12 Content Timing Yours to Make Impact Every deal is differentEvery deal is different It’s your message and your dealIt’s your message and your deal However,However, –Management –Technology –Market –Financials

13 The Technology is NOT the Answer Detailed description of the problem Set up the Value Proposition What is the solution 5 th grader rule Product Description Feature  Function  Benefit Intellectual Property State of Development Barriers to entry

14 Market Need Market Size Competition Direct & Indirect Differentiators Pricing Strategy Sales Strategy and process Revenue sources The Business Model (Market) Size Matters

15 Your Management Team Can Make or Break the Deal Who is on the team Domain Expertise Entrepreneurial Experience Board of Advisors Building Credibility

16 You MUST Offer an Attractive Investment  Pro Forma P&L – 3-5 years  Assumptions driving the numbers  20X N5  Pro Forma Balance Sheet  Cap table  Funding Request  Pro Forma Cash Flow  The ‘Deal’ and Liquidity Events  Use of Funds  Integrated timeline

17 The Integrated Timeline Paints the $ and Time Picture Development Sales & Marketing Cash Investment AlphaBeta Rev. 1.0 Hire Sales Sign 1 st Distr 1 st Sale $20 $150$350 $110 $15 $135$90 $205 $120 Continued Sales Rev. 2.0

18 The Pitch is a Well Orchestrated Performance Show passionShow passion Show confidenceShow confidence Demonstrate knowledgeDemonstrate knowledge Minimize hyperboleMinimize hyperbole –Name dropping It’s a business deal not an inventionIt’s a business deal not an invention Presentation Team membersPresentation Team members Consistent team attireConsistent team attire

19 Credibility is on the Line Help Yourself Achieve it Graphics, color, & photo’sGraphics, color, & photo’s No hard to read slidesNo hard to read slides – rule Do not read the slidesDo not read the slides –Watch the audience Well choreographedWell choreographed Numbers all ‘foot’Numbers all ‘foot’ Copies for audienceCopies for audience “Show & Tell”“Show & Tell” Practice timingPractice timing

20 Q & A is an Opportunity Don’t Squander it Short direct answersShort direct answers No ‘piling on’No ‘piling on’ Backup slidesBackup slides –Cheat sheet Curve ballsCurve balls –May be asked for a term sheet –Avoid technical discussions –Don’t get defensive or angry

21 This is a Marathon Prepare for it Do a post mortem on each presentation givenDo a post mortem on each presentation given Build an inventory of slidesBuild an inventory of slides Be prepared to give many presentationsBe prepared to give many presentations Remember you are only looking for a few investorsRemember you are only looking for a few investors Expect to hear: ‘stay in touch’Expect to hear: ‘stay in touch’

22 Recommended Documents (In order of importance) 1.Investor Presentation 2.Executive Summary 3.Elevator Speech 4.One Page Summary 5.Customer Brochure 6.Business Plan

23 An Elevator Pitch is Required Origins in “.com” period around 2000Origins in “.com” period around 2000 Short pitch which tells potential investor about the dealShort pitch which tells potential investor about the deal Objective is to get an invite to present the dealObjective is to get an invite to present the deal Probably the investors ‘first look’Probably the investors ‘first look’

24 Have Multiple Versions for Different Situations Early ‘hook’Early ‘hook’ Brief description of the product or serviceBrief description of the product or service Revenue modelRevenue model Management teamManagement team CompetitionCompetition Competitive advantageCompetitive advantage Call to actionCall to action Practice

25 What really happens 1.Skim through the Slides 2.Look at the financials $ Revenue line 3.Look at the Management Team If you are not there: Perhaps 90 seconds Is there a ‘hook’? How much & 20X N 5? Can they pull this off?

26 Make Your Titles Tell the Story Goal: Make your titles answer the question: So what?

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28 The Turbo Entabulator https://www.youtube.com/watch?v=yjXTOlsE8k0


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