1. HOW TO PITCH TO A SHARK

2. WHAT MAKES A SUCCESSFUL PITCH?

3. ELEMENTS OF A PITCH 1.Problem 2.Your solution 3.Business model – where it’s sold 4.Underlying tech – why it’s unique 5.Marketing and sales – how much 6.Competition 7.Team 8.Projections and milestones 9.Status and timeline 10.Summary and call to action

4. BE READY TO ANSWER QUESTIONS Product Why is it unique? What problem does it solve? What are the risks? Sales Where is it sold? What is the price? What are current sales? Team Who is on your team? How long have you been in business? What’s your current funding? Customer Who are they? How do they know about your product? Competitor How does it compare?

5. NOTES ON THE NUMBERS Owners pitch many times – even if they’re successful! Rounds of funding match growth – Seed – Angel – Venture Series A, B, C, etc. “In” means move to due diligence

6. If $250K = 20%, then $250K * 5 = 100% 100% - 20% = 80%, or, 4 stakes the size of the equity stake Therefore, 250K * 4 = $1M, owner’s stake of total 1.25M value DOLLAR VALUE AND SIZE OF EQUITY STAKE DETERMINE VALUE

7. If $250K = 25%, then $250K * 4 = 100% 100% - 25% = 75%, or, 3 stakes the size of the equity stake Therefore, 250K * 3 = $750K, owner’s stake of total $1M value IF DOLLARS STAY THE SAME AS EQUITY GOES UP, VALUE DECLINES

8. THE RIGHT FUNDING AMOUNT? Employee Expenses Infrastructure MarketingSales Product Development Miscellaneous

9. NOTES ON STYLE AND SPEECH Tell a story Practice and test Make eye contact Stand tall, speak slowly Limit text, use big fonts Use a neutral design

10. 10/20/30 10 slides. 20 minutes. 30 point font. 20 point font, Times

11. REFERENCES – Duarte, Nancy (2012). HBR Guide to Persuasive Presentations. Boston, MA: Harvard Business Review Press. – How to Change the World Blog. (2005). The 10/20/30 Rule of PowerPoint. Retrieved November 14, 2013. http://blog.guykawasaki.com/2005/12/the_10203 0_rule.html http://blog.guykawasaki.com/2005/12/the_10203 0_rule.html – Small Business Blog, Wall Street Journal. (2012). The Venture Capital Secret: 3 out of 4 Startups Fail. Retrieved November 19, 2013. http://online.wsj.com/news/articles/SB10000872 396390443720204578004980476429190 http://online.wsj.com/news/articles/SB10000872 396390443720204578004980476429190