LETs Pitch Workshop

Pitch Coaching workshop for LETs Pitch programme.

Transcript

1. Pitch s © 2022, Simplfy Workshop
2. introductions
3. EOI Selection Pitch ‘Battle’ GCAF ORIENTATION Pitching Workshop Int. Readiness
4. NO disclaimer NO
5. STYLE What is your Disclaimer prescription This is not a
6. What is actually being
7. some
8. Who is between &
9. Know your
10. IMCRCCEO & Managing Director WOODSIDE VP, New Energy Solutions OZ MINERALS Transformational Leader VIRESCENT VENTURES Managing Director POLLINATION Founder & CEO DCCEEW Deputy Secretary
11. Questions SO WHO WHY
12. What are interested in?
13. 1. An experienced team 2. A problem-solving product or service 3. Assetsnot ideas 4. customers 5. Solidnumbers 6. A working product 7. A plan
14. What do need to know?
15. What is the product or service? Why will customers buy it? How is it better than anyone else’s? What margin does it make?
16. But you have so much more to say!
17. 1 2 3 4 5 6 7 Pitch structure
18. 1 2 3 4 5 6 7 Pitch structure
19. the
20. the
21. Establish the for your Solution and convince them solving the problem is Worth the
22. Problem Market Opportunity = +
23. State the Problem Describe the Customer pain Who has the need What is your solution worth What is the market size How does the market changeover time Define the addressableMarket
24. The Problem State the Problem • What is the compelling problem to be solved – describe the customer pain. Solutions • Outline current solutions or state of the art. Who has the need? • Identify/profile the customer you cater to.
25. The Market • Identify the market size. • How does this market change and grow over time? • How much is being spent on the problem today: Start with the economics of 1 customer (# of customers) x (% who buy each year) x (avg amount spent annually) = market size . Calculate the Total Addressable Market TAM (top down), Serviceable Addressable Market SAM (bottom up). • Define addressable market share
26. Exercise Try This….
27. your
28. Show how will you solve the
29. Help them understand your
30. Explain your
31. What is your offering ? Demonstrateyour solution works How is it superior ? What are the key benefits? What is your uniqueness? How can the business Scale & Grow
32. Your Offering The Offering • What specifically are you offering to whom? Product, Service, combinations. Evidence • Demonstrate your solution works. Superiority • How is the new solution better? Benefits • Clearly quantify three or four key benefits you provide, and who specifically realizes these benefits.
33. Exercise Try This….
34. Your Competitive Advantage Uniqueness • What’s your competitive advantage? Team, relationships, IP, new insight, domain expertise? Scalability • Highlight the elements of your technology that give you potential for leverage and scale as you grow. Intellectual Property • Status of IPR or status of key regulatory approvals.
35. Intellectual Property “We have granted patent which allows us to sell this innovation and prevent anyone else from doing so.” “Many patented inventions never make money. A patent is a legal right, not a business guarantee.” Reality Myth
36. Barriers The role of IP Is to create for competitors
37. A patent is a Preventative device In other words.. commercially permission making, using, selling, importing a patented invention without a patent is a right to Prevent others from
38. commercialise is the ability to Freedom your product or service Without infringing The intellectual property rights of others. to operate
39. your
40. Show who you will with, and why will you have a better and how you will
41. How are you Why will people +
42. positioning Value chain ? imperative to change ? What is the customer Where do you fit in the What is your relative to Competitors ?
43. Competitors & Alternatives Positioning • Use a competitive quadrant matrix to reflect the market’s requirements, and where you are positioned compared to your competitors. Unlike Statements • Give three key reasons why you are unlike competitors.
44. Alternatives Value Chain • Where does your solution fit in the value chain or ecosystem of your target market? Do you complement or displace commonly used technologies? Change Imperative • Do you change business processes or do them the same but better, faster and cheaper? Do you disrupt the current value chain or fit into established channels?
45. Exercise Try This….
46. your
47. Show how you will generate
48. To date, show them what you have
49. Prepare to discuss Business - Plan If work else $ ? +
50. What are your revenues ? What is your forecast ? What are the key costs? What is the profitabilitymodel ?
51. Revenues & Forecasts Revenues • Pipeline of orders or (potential) customers that have expressed interest in your solution and are referenceable. Forecasts • Revenue model & metrics, Pricing, average account size, lifetime value, churn. Relationships • Marketing, sales & distribution model, channel partners.
52. Operational Costs • What are the key activities and resources that require spending. Profitability • P&L, Cash flow, burn rate, break even.
53. your
54. confident Make your audience you have a group that believe in the company and can milestones the next set of
55. Who’s on the TEAM? What is their relevant experience? Who are your Directors& Advisors? Who/What are you key future hires ?
56. The Team You! • Why you? Team and advisors • Describe their role relative to the plan, their relevant experience achieving similar results. • Focus on significant, relevant accomplishments for each person. Gaps • Who’s missing from the team? Discuss hiring plans. Investors understand that few companies have the perfect team from the start.
57. the
58. Outline what you need to make your business a
59. Why is the you need the right amount The amount enables which to be reached
60. The Ask • How much are you raising? • What milestone will it get you to? Why is this milestone the right milestone? • Why is this the right amount? • Post-money of last round. • Amount of cash in the bank. • How much runway the new money will buy (pro forma burn).
61. ASK
62. The engagement journey The 30 sec Elevator Pitch The 5min Pitch The 20min Presentation The 2-page leave behind “Hi!, What do you do?” “That’s of interest to us! Do you have something I can share with my boss?”
63. the
64. Get them
65. “If you want me to speak for two minutes, it will take me three weeks of preparation…… If you want me to speak for an hour, I am ready now.” Winston Churchill
66. Get them
67. NOT the Sell the
68. Desired Tell me More
69. THERE IS A FOR THAT
70. 2nd Sentence – what are you offering? 1st Sentence – what do you do? 3rd Sentence – what do you want?
71. Sentence #1 • For (name of segment) customers, • With the problem of: (state the problem), • We have a: (state the idea in concrete language), • That is like: (use a metaphor or analogy to describe).
72. Sentence #2 • It’s built on: (define one compelling technical proof point: the architecture, unique approach, patents etc), • That gives us an edge with: (state your sustainable advantage), over competitors, • That will allow us to: (define the category you will mould), • Which we are forecasting will generate: (X revenues in Y timeframe).
73. Sentence #3 • We’ve accomplished: (state 2 key milestones), • And now we’re looking for: (state your ‘ASK’), • So that we can accomplish: (state your next steps).
74. OVER TO
75. Sentence #3 • We’ve accomplished: (state 2 key milestones), • And now we’re looking for: (state your ‘ASK’), • So that we can accomplish: (state your next steps). Sentence #1 • For (name of segment) customers, • With the problem of: (state the problem), • We have a: (state the idea in concrete language), • That is like: (use a metaphor or analogy to describe). Sentence #2 • It’s built on: (define one compelling technical proof point: the architecture, unique approach, patents etc), • That gives us an edge with: (state your sustainable advantage), over competitors, • That will allow us to: (define the category you will mould), • Which we are forecasting will generate: (X revenues in Y timeframe).
76. Visual
77. Some
78. Slide Format Slide Content Sharing/Control
79. COB
80. Presentation
81. slides 10-20 5min 5min &
82. CADENCE TEN Slides FIVE Minutes
83. rule of hrs Content Design practice
84. 10 35 65 Oral Visual Visual & Oral retention of information key take-away per slide ONE
85. & Give numbers meaning Use analogies Can you deliver a ‘Holy-Shit’ moment? Make them remember how they felt +
86. Lastly.. “Absorb what is useful, Discard what is not, Add what is uniquely your own.” - Bruce Lee
87. ken@simplfy.work +61 467 769 267