Brent C.J. Britton Life’s a Pitch
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Brent C.J. BrittonLife’s a Pitch
1. Create the story
2. Deliver the experience
3. Refine and rehearse
• intro
• who you need to be
• what you need to say
contents
intro: synopsis
pitching investors isauditioning
for the starring roleof navigating
their financial future
intro: synopsis
You must be confident and knowledgeableabout what you’re going to
do with their money.
intro: assumption
you’ve already got your story straight
intro: your story
1. big problem2. big addressable market
3. great solution4. perfect team
intro: your story
pick the right problem
intro: your story
intro: why pitch?
it’s the people,stupid
who you need to be
who you need to be
who you need to be
you don’t need an MBA
who you need to be
you need the thingsfootball coaches talk about
who you need to be
look sharp
who you need to be
no one can be moreexcited about your company than you
who you need to be
no one can be moreinformed about your company than you
who you need to be
know the investor
do the research
who you need to be
bob & weave(psst… it’s a conversation)
who you need to be
1. they ignore you2. they laugh at you
3. they fight you4. you win
who you need to be
T-shaped:broad perspective
nano expertise
who you need to be
π-shaped: broad perspectivenano expertise X 2
who you need to be
follow a visionwith a sense of purpose
who you need to bedemonstrate 1. mad skillz
and 2. force of willz
(preferably borne of hunger)
who you need to be
knowthedifferencebetween
back stageandon stage
who you need to be
they’re rooting for you
what you need to say
Where do we come from? What are we? Where are we going?
D'où venons nous? Que sommes-nous? Où allons-nous?
Paul Gauguin, 1897
what you need to say
tell a good, clear, exciting, entertaining, repeatable
story
what you need to say
it’s the money,stupid
what you need to say
1. big problem2. big addressable market
3. great solution4. perfect team
5. ROI
what you need to say
start strong:
state what you do inone sentence
deploy acaptivating hook
what you need to say
this is not a don’t keepus in
what you need to say
be direct
be authoritative
what you need to say
be truthful
what you need to say
focus: micro
• < 20 slides• one take-away per slide• mind the time
what you need to say
focus: macro
Your target market is not everyone
what you need to say
How do you get to Carnegie Hall?
Practice, man…practice.
what you need to say
demo, test, demo
showing is better than telling
measuring is better than guessing
what you need to say
Of thine own assumptionsbe aware.
When you assume…
what you need to say
notwithstanding passion,argue from data, not emotion
what you need to say
do you have protectable IP?
what you need to say
know a lotabout your capital needs
what you need to say
does your valuationmake sense?
what you need to say
who’s going toBUY YOU?
what you need to say
don’t forget to ask
for money
final thought
try to pitch on Thursday morning
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