PRESENTED BY SOCIAL VENTURE PARTNERS SIFP Pitch Clinic Strategies for Success September 6, 2011 Alissa Johnson

PRESENTED BY SOCIAL VENTURE PARTNERS 2 What to expect today 2 9:00 Strategies for Success Competition Logistics Top 10 Mistakes Pitch Style Pitch Content Handling Questions 9:30 Practice Time! 11:45 Wrap-up, Q & A 12:00 Workshop Ends

PRESENTED BY SOCIAL VENTURE PARTNERS 3 SIFP Purpose Learn through training and mentoring to prepare for the competition and improve business planning, messaging, and presentation skills Engage with mentors, service providers, peer organizations, and donors from across the community Connect via the SIFP program and the networks of sponsoring organizations to amplify the impact of all participants SIFP 2011 Areas of Focus: Protecting and sustaining our environment. Educating everyone, from cradle to career. Strengthening individuals' health, and that of the entire community. Empowering our youth as social entrepreneurs. … as well as many other important areas of innovation. Increase the speed and sustainability of social innovation in the Puget Sound region

PRESENTED BY SOCIAL VENTURE PARTNERS 4 Donors and Sponsors

PRESENTED BY SOCIAL VENTURE PARTNERS 5 SIFP Tracks

PRESENTED BY SOCIAL VENTURE PARTNERS 6 SIFP Funnel 123 Total Applications Accepted 54 Quarterfinalists: 28 NFP, 12 FP, 14 Ashoka 28 Semifinalists: 14 NFP, 6 FP, 8 Ashoka 14 Finalists: 7 NFP, 3 FP, 4 Ashoka TypeEduEnvH / HS YouthWebArtsJob Creation Biz / Consult NFP FP Ashoka Total $100,000 in grants plus $50,000 investment $ 7 0,000

PRESENTED BY SOCIAL VENTURE PARTNERS 7 $150,000+ in grants & investments Grants to non-profits – Two $25,000 grants for Revolutionary Social Innovation – Three $10,000 grants for Sustainable Social Innovation – $6,000+ in grants for Youth Ventures started by high school and college age individuals – $14,000 in grants for innovation in targeted areas Investment in for-profit entities – One $50,000 investment, subject to customary investment due- diligence processes. – Investment is in form of convertible debt. Terms to be published on

PRESENTED BY SOCIAL VENTURE PARTNERS 8 Mentors and Pitch Coaches Private workspace for you to view video of your pitch Coaches and mentors can access and provide feedback You can record and upload later versions of your pitch and have your coach or mentor watch and provide feedback Pitch Coaches 4 hours with you today Focus: Polishing presentation materials and pitching skills Social Innovation Mentor 2+ hours in person and phone/ Focus: Suggestions on refining your business approach, clarifying your mission and goals, reality checking financial projections Photo Credit: Photostock

PRESENTED BY SOCIAL VENTURE PARTNERS 9 Yes, you are on camera Recording of video and audio of presenter and discussion sessions is for use by workshop participants, now and in future. It is not to be used in public or posted to youtube.

PRESENTED BY SOCIAL VENTURE PARTNERS 10 Assumptions 1.You’ve watched the Andy Goodman Fast Pitch Workshop You’ve crafted and practiced your 5 minute pitch Bonus: Reading off the recommended list:

PRESENTED BY SOCIAL VENTURE PARTNERS Common Mistakes 1.What do you do? Unclear what the problem is, who customers/clients are, and how the solution works. 2.Ignoring competition. Avoids alternatives and how this solution is different/better. 3.Where’s the proof? Forgets to provide evidence of impact and sustainability. 4.So… Forgetting the ask that engages the audience. 5.Poor timing. Rush through the pitch or run out of time. 6.Words lack clarity. Use of jargon and vague language. 7.Slide clutter. Visuals are too complicated and distract from what the presenter says. 8.Unfocused pitch. Disorganized and hard to follow the logical thread of the pitch. 9.Cold facts only. Too many statistics without the context and story that people connect with. 10.Crashing in Q&A. Being unprepared for questions.

PRESENTED BY SOCIAL VENTURE PARTNERS Common Mistakes 1.What do you do? Unclear what the problem is, who customers/clients are, and how the solution works. 2.Ignoring competition. Avoids alternatives and how this solution is different/better. 3.Where’s the proof? Forgets to provide evidence of impact and sustainability. 4.So… Forgetting the ask that engages the audience. 5.Poor timing. Rush through the pitch or run out of time. 6.Words lack clarity. Use of jargon and vague language. 7.Slide clutter. Visuals are too complicated and distract from what the presenter says. 8.Unfocused pitch. Disorganized and hard to follow the logical thread of the pitch. 9.Cold facts only. Too many statistics without the context and story that people connect with. 10.Crashing in Q&A. Being unprepared for questions. Style Content Questions

PRESENTED BY SOCIAL VENTURE PARTNERS Content

PRESENTED BY SOCIAL VENTURE PARTNERS 14 What should I cover? Andy’s Advice → Sample min/max decks:

PRESENTED BY SOCIAL VENTURE PARTNERS 15 You had me at hello A good opening line tells me what you do & why I should care – Start with a question What if busy moms could easily share and trade the things their kids have outgrown with a network of friends, rather than buying new and increasing clutter and waste? – Start with a clear vision or end result In Seattle only 21% of our 4 year olds come to school with appreciation for books. It could be 100%. Let me tell you how we are changing that number and erasing this learning disadvantage… – Use a metaphor We make "Foursquare for causes, Farmville for the real world" - an action-oriented social collaborative platform with real life impact.

PRESENTED BY SOCIAL VENTURE PARTNERS 16 “What do you do?” Critical to be clear about: – what the problem is – who customers/clients are – how the solution works

PRESENTED BY SOCIAL VENTURE PARTNERS 17 Problem Clearly define the problem Identify who has this problem Identify the size/severity of the problem (quantitative) Slide/story technique to help the audience relate and understand: – Problem scenario or use case (tell the story of an individual person to make it “real”) – Use Pictures! – Credibility from objective 3 rd parties and statistics 17 Source: SIFP Example Max Deck

PRESENTED BY SOCIAL VENTURE PARTNERS 18 Innovative Solution How exactly do you address this problem? How is your solution unique and more effective than alternatives? Describe your product or service in terms of benefits. This slide should have photos, product/service screen shot, or a diagram so that people can “see” what you do. If it is important to show how your solution fits in with other products or services, show a value chain diagram. 18 Source: SIFP Example Max Deck

PRESENTED BY SOCIAL VENTURE PARTNERS 19 Who else is addressing this problem? Acknowledge others addressing the same problem Show how your solution is complimentary, or different/better.

PRESENTED BY SOCIAL VENTURE PARTNERS 20 Where’s the proof? Provide evidence of impact and sustainability. – Story of an example client – “Before” and “After” vision – Outcome statistics, especially if 3 rd party and in context (what’s the baseline?)

PRESENTED BY SOCIAL VENTURE PARTNERS 21 The Ask What we need now is (specifics) Use of Funds: – “Hire key talent in ____” – “Expand distribution of _____” Plan for continuing to grow beyond this funding round (answer the sustainability question) Sum it up - With your investment/grant support we will [provide what outcome] by [doing what], leading to [what overall good/vision of the world]. Photo Credit: Sujin Jetkasettakorn Source: SIFP Example Max Deck

PRESENTED BY SOCIAL VENTURE PARTNERS Style

PRESENTED BY SOCIAL VENTURE PARTNERS 23 Timing Countdown clock - hard stop at 5. Engage the audience with a personal connection, cover the key points judges need to evaluate you, and leave them eager to hear more. Less is more. But it requires more work! “I would have written a shorter letter, but I did not have the time.” - Blaise Pascal

PRESENTED BY SOCIAL VENTURE PARTNERS 24 Clarity of Words

PRESENTED BY SOCIAL VENTURE PARTNERS 25 Clarity of Words and Images

PRESENTED BY SOCIAL VENTURE PARTNERS 26 Strike a clear path Information flow Logical thread: what do they need to know first to understand the rest? Pitch to people who don’t know your organization to find out what is confusing

PRESENTED BY SOCIAL VENTURE PARTNERS 27 Tell me a story Statistics are important… in context People believe and remember the story

PRESENTED BY SOCIAL VENTURE PARTNERS Questions

PRESENTED BY SOCIAL VENTURE PARTNERS 29 Don’t Crash in Q&A! Take time to identify questions you’re likely to be asked and prepare answers. – Brainstorm with coaches/mentors – Note what fellow competitors ask today

PRESENTED BY SOCIAL VENTURE PARTNERS 30 Next Steps  Use to watch your pitch video and collaborate with your coach/mentor  Review the sample min/max decks at:  Meet with your mentor to discuss your business approach, mission and goals, and reality check financial projections  Check out the resources at:  Practice, practice, practice your pitch!

PRESENTED BY SOCIAL VENTURE PARTNERS Questions?

PRESENTED BY SOCIAL VENTURE PARTNERS Appendix: Sample Slides

PRESENTED BY SOCIAL VENTURE PARTNERS One Short Sentence Description of What You Do Your Name, Your title/role Insert Your Organization Logo

PRESENTED BY SOCIAL VENTURE PARTNERS 34 Problem Clearly define the problem Identify who has this problem Identify the size/severity of the problem (quantitative) Slide/story technique to help the audience relate and understand: – Problem scenario or use case (tell the story of an individual person to make it “real”) – Use Pictures! – Credibility from objective 3 rd parties and statistics 34

PRESENTED BY SOCIAL VENTURE PARTNERS 35 Innovative Solution How exactly do you address this problem? How is your solution unique and more effective than alternatives? Describe your product or service in terms of benefits. This slide should have photos, product/service screen shot, or a diagram so that people can “see” what you do. If it is important to show how your solution fits in with other products or services, show a value chain diagram. 35

PRESENTED BY SOCIAL VENTURE PARTNERS 36 Traction Org Founded in [YEAR] (and if applicable: Program started in [year]) [NUMBER] full-time employees, [NUMBER] part-time In market as of [DATE] [NUMBER] Clients/Customers [NUMBER] of partners (if you need them, use logos) Note patents or certifications or accreditations Press coverage, awards – only the most important 36

PRESENTED BY SOCIAL VENTURE PARTNERS 37 Market Size How many potential customers/clients exist that you could serve? If there are different categories of customers/clients, show how your “market” is segmented. A pie graph or other visual form works if labeled clearly. Explain how you prioritize the segments - “This is our initial market because…” If you are a for-profit enterprise, translate potential customer #s to potential $$: – What is your addressable market (# potential customers x price). – What is a realistic market penetration estimate Credibility comes from objective 3 rd party statistics 37

PRESENTED BY SOCIAL VENTURE PARTNERS 38 Customers: Who do you serve? Photo Credit: Arvind Balaraman Describe current customers/clients. (Show logos if businesses. Note how many customers and if for- profit, average revenue per customer) If you have no customers/clients yet, use this slide to describe who your ideal customer/client would be. 38

PRESENTED BY SOCIAL VENTURE PARTNERS 39 Business Model State how you price your product/service and what it costs you to provide it. Identify sources of revenue and cost Judges will be looking for evidence that you are thinking about sustainability and growth, whether you are non-profit or for-profit. 39

PRESENTED BY SOCIAL VENTURE PARTNERS 40 Partners & Collaboration If partners are critical to your success, note them here (show logos if organizations). Be clear about what they do for you and the status of the relationship (would like to partner with them, vs. already working together). If partners aren’t critical to your success delete this slide. 40

PRESENTED BY SOCIAL VENTURE PARTNERS 41 Marketing Plan What are your key insights about market or customer dynamics? How do/will your clients/customers find out about your product or service? Who are the decision makers and influencers of your customer/client? In what type of sales or outreach activities are you engaging? 41

PRESENTED BY SOCIAL VENTURE PARTNERS 42 Alternatives [Or for-profit: Competition] Who else is trying to solve the same problem? How is your approach different/better? Is there evidence (outcome rates, etc) that supports this? Sometimes a grid can be a compelling way to visually show this: Org 1Org 2Org 3US Criteria 1 Criteria 2 Criteria 3 42

PRESENTED BY SOCIAL VENTURE PARTNERS 43 Team Who do you have on your team that will help you execute your plan successfully and what do they bring to the table Focus on results more than credentials May also note key advisors Name, role, logos of previous experience for key people NAME – CEO 20+ year ___ industry vet Founder [PREVIOUS ORGANIZATION] [EDUCATION if relevant] Logos related to experience 43

PRESENTED BY SOCIAL VENTURE PARTNERS 44 Financials For-profit: Show financial growth "hockey stick" in a bar graph with 1 bar for revenue and 1 for net income for 3-5 years. Clearly label the graph and note assumptions underneath. Non-profit: Show projected program growth with funding and costs in a similar manner. Differentiate between grants and earned income funding. $XK $XXK $XXXK $XXK $XM $XXK Key Assumptions: 44

PRESENTED BY SOCIAL VENTURE PARTNERS 45 The Ask What we need now is (specifics) Use of Funds: – “Hire key talent in ____” – “Expand distribution of _____” Plan for continuing to grow beyond this funding round (answer the sustainability question) Sum it up - With your investment/grant support we will [provide what outcome] by [doing what], leading to [what overall good/vision of the world]. Photo Credit: Sujin Jetkasettakorn 45