Singer Setting up a Date with an Investor • Do research • Know who you’re looking for • Don’t waste time on investors who aren’t interested or don’t have “dry powder” • Understand their interests • Assess their style: listening? Active or passive • Don’t be too eager: Investors run from desperation • You are looking for the right match
Singer What you need to do in that time… • Hook the audience – first 10 seconds • Teach them something new • Make them believe • Qualify yourself • Be memorable
Singer The Music: “The Dirty Dozen” • The “Problem” • The “Solution” • Value Proposition • The Market & Opportunity • Product, Distribution Model • Revenue Model • Technology • Competition • Team • Financials • Funding strategy and needs • Timeline and action plan
Singer Importance of the Narrative Arc… • Goal: create an intriguing storyline • Different narrative arcs • Problem-Solution • Market • Team • Different strategies • Start with strengths • Start with weakness head-on • Start with what the specific audience cares about
Singer Standard Arc or “Problem-Solution” Strategy • Begin with a “hook” (something they don’t know) • Convince them of the problem • Introduce your solution • Show them how it works • Prove how big the opportunity is: • Market size • Competition can be beaten • Show timing is right • Give them confidence you’re the right team • Close with the exciting next steps
Singer “Team-centric” Arc or “We are Awesome” Strategy • Begin with a Team qualifications • How the problem or technology was discovered • How you discovered the problem was big • Show them how it works • How your solution is better than existing solutions • Limitations of current technology • Limitations of market / competition • Show timing is right • Show how team has been making the right decisions and executing • Close with the exciting next steps
Singer “Research-centric” Arc or “Holy Grail” Strategy • Begin with the technological breakthrough • What did your team just discover • Convince them this could be applied to solve a costly problem • Introduce your solution and how it works • Prove how big the opportunity is: • Market size • Competition can be beaten • Show timing is right • Give them confidence you’re the right team • Close with the exciting next steps
Singer • How you Frame the story… • Keep your specific audience perspective in mind • Be Provocative / Interesting • Keep it simple and recognizable • Qualify yourself… • The storyteller must be credible • Narrative: build your case… • Logical, consistent, relevant Recap: Storytelling is Performance Art
Singer • Use powerful images • Few words • Use large font • Animate slides that show “process” • Slides must be easy to understand Principles of Slide Design
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