entrepreneurship 101 - building a pitch
DESCRIPTION
Speaker: Mike Polonsky of The Equicom Group tells you how to ask: \"Hey buddy, can you spare a $100 million?\" or: How to convince successful financiers to give you millions of dollars in a project doomed to fail! More information including webcast: http://www.marsdd.com/Events/Event-Calendar/Ent101/2008/pitch-20080423.htmlTRANSCRIPT
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hey buddy, can you sparea $100 million?
how to convincesuccessful financiers to give you
millions of dollars in a projectdoomed to fail!
or
Michael PolonskyApril 23rd, 2008
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I love love loveentrepreneurs life sciences canada
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high quality information
Where we start
generates longlasting, defined,effective, profitablerelationships
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power of a narrative
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which came first?
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hungerno hunger … no plot … no one cares
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Coronary Heart Disease
oneNumber
killer!20%of all deaths
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B R E A K I N G T H R O U G H
FORTUNE MARCH 22, 2004
2
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B R E A K I N G T H R O U G H
Wet AMD
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> Online Retail’s Biggest Challenge
Too much window shopping and not enoughsales!
$61 billion is spent driving online traffic
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evidence evidence evidenceremember: high quality information
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B R E A K I N G T H R O U G H
50 YEAR CANCER BARRIER
Heart disease
Cancer
600
500
400
300
200
100
0
1950 1960 1970 1980 1990 2002
Age-adjusted death rates per 100,000-population
FORTUNE CHART/SOURCES CDC3
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Top 3 drug categories
$ 1billion+
Cytostactics(Cancer)
Antiulcerants(GI tract)
Cholesterol &triglyceride
reducers
World’s Largest Drug Market
5 drugs over
$23.8B
$25.5B
$30.2B
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the billion dollar slide
No one invests in hyper growth stories to double their money
“you have to show them the 10 bagger” - Michael Denny
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54 millionlow HDL
Americans with
There are
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> Imagine You are an Investor
Revenues $1M-$250M
Revenues <$500K
Sitebrand’sTargetMarket
Revenues $250M-$5B +
<250Enterprise
15,000Mid-market
85,000Small Business
Infor
In-house IT
Omniture
Axciom
Certona
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at last, your passion…
valueproposition
solution to hunger
value“if only they understood me”
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evidence evidence evidenceremember: high quality information
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20
Our Customers: Leading U.S. HospitalsOur Advanced Neuro-Diagnostic Instruments are used in over 1,300hospitals in the United States including 6 of the top 10 Neurology andNeurosurgery Hospitals
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Neuradiab Survival Data
Clinically compelling difference
42%
1980to
2004
2005
91Surgery + Radiation + Temozolomide + Neuradiab
Surgery + Radiation + Temozolomide
Surgery + Radiation
Survival in weeks
75604515 30 105900
weeks
21
64weeks
53weeks
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CRD5 Rapidly Increases HDL
Crestor(Statin)
Niacin - ERCRD5Poorly toleratedLow market share
Levels still rising Non-optimized formulationHealthy volunteers
% in
crea
se in
HD
L
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Expanding Clinical Benefit
30
(Source: OGY 07)
No drugs approvedSurgerychemo
OvaRex® MAb extendstime to relapse
13months
Watchful waitingFrontline
TumorBurden
CA 125Level
Months 0 6 16
OvaRex MAb
Relapsediagnosed
10
Initiate OvaRex®
MAb therapy
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complete responses
25%
four doses of Proxinium™ complete tumor response
complete responses
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25Focused on growth and profitability
0
5
10
15
20
25
30
35
40
45
2002
Revenue EBITDA and EBITDA margin
2003 2004 20050
1
2
3
4
5
6
8
10
2002* 2003 2004 2005
7
9
25
$1.3
$2.9
$4.9
$9.4
93%CAGR
$10.7$15.0
$24.0
$44.6
62%CAGR
12%
19%
20%
21%
$ CD
N m
illio
ns
$ CD
N m
illio
ns*adjusted for allocated costs
Growing faster than the industry average
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competitive landscape
be honest/humble - don’t be cavalier
In all likelihood, the person across from you
a) has an opinion
b) knows more than you
respect other interpretations of the truth
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don’t forget
milestones
request for cash
current shareholders
financings to date
IP
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Milestones
Q3 2005 Q4 2005 Q1 2006
X
X
X
X
X
X
U.S. sales partner
Installed in 25 U.S. hospitals
Initiate studies for expanded indications
Initiate North American multi-centre trial
Initiate combo trial with multi-national partner
File for Canadian and European approval
SPY System
OPTTX System
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Exendin-4 Albumin Conjugate: Next Steps(PC-DAC™:Exendin-4)
One month multi-dose Phase I/II trial
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Investment Opportunity
– Launchingcommercial platform
– Expanding contentpartnerships
– Developingmolecular tests
– Scaling qualitymanufacturing
Seeking
in financingto drive thebusinessforward
$ million51
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closing thoughts
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show alittle leg …
speed dating
… move on
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…transacts!generatingearnedattributes
TALKlike a person
be authentic!
STOPthe bullshit
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how do you get to Carnegie Hall?
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100%of zero is zero
dilution
Think
big!!!
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communications matter
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what is a presentation
?
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general specific
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objective
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350 employees
75 key accounts
Business plan
Momentum
Overcome obstacles
95,000 square feet
8 products
Competitive advantages
Mission
Vision
Values
logo
Track record
Chief financial officer
Strengths
Opportunities
Expert board
Awards
Growth strategy
Organizational chart
Money in the bank
Features and benefits
VC shareholders
Website
Audited statements
Something big coming
Media coverage
Revenue model
Acquisitions
Nice boardroom
Technology
Intellectual property
7 years of hard won memories
You got 45 minutes: on you mark, get set, go …
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leave an impression
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On June 4 1940, Winston Churchill delivered a 45 minute speech, commonly known as “We shall fighton the beaches”, to the House of Commons of the British Parliament. It was a great inspiration to anembattled United Kingdom as it entered what was probably the most vulnerable phase of the entire war.Public opinion for the war effort was waning in the face of devastating losses and a formidable enemy.Churchill encouraged a country to keep fighting in 45 minutes.
how do you encouragesomeone to give you $10M in
45 minutes?
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general specific
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keep it high level don’t DROWN in DETAILkeep it clean
tip (not rule) no. 1
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what is a presentation
?
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350 employees
75 key accounts
Business plan
Momentum
Overcome obstacles
95,000 square feet
8 products
Competitive advantages
Mission
Vision
Values
logo
Track record
Chief financial officer
Strengths
Opportunities
Expert board
Awards
Growth strategy
Organizational chart
Money in the bank
Features and benefits
VC shareholders
Website
Audited statements
Something big coming
Media coverage
Revenue model
Acquisitions
Nice boardroom
Technology
Intellectual property
7 years of hard won memories
You got 45 minutes: on you mark, get set, go …
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I lied.
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You actually only get 23 minutes.
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Marathon 100 metres
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NOW!
huh aha
(rapid transfer)
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are created equal
NOT allpoints
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All points are equal
• Interesting point but not really relevant• Uninteresting point but relevant• Major, earth shattering, earth quaking point• Interesting corollary perspective• Necessary background point• Interesting-but-dude-is-now-sleeping point• Because-I-love-the-sound-of-my-voice point
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Flowers are red young manGreen leaves are greenThere's no need to see flowers any other wayThan the way they always have been seen
Harry Chapin(Flowers are Red)
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The point
Big bigbigsupport
additional support
additional support
additional support
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The point
Big bigbigsupport
additional support
additional support
Underlying takeaway message
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The point
A
Underlying takeaway message
B C
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The point
A
Underlying takeaway message
B C
1 2 3
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But the little boy said...There are so many colors in the rainbowSo many colors in the morning sunSo many colors in the flower and I see every one
Harry Chapin(Flowers are Red)
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Not the curmudgeon.
Be the boy!
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GRID it to GREATthink about emphasisthink about scalethink about priorities
tip (not rule) no. 2
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what is a presentation
?
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20-30 slides
• afj;psldk• aslkdflfk• asljkfhf
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• afj;psldk• aslkdflfk• asljkfhf
• afj;psldk• aslkdflfk• asljkfhf
• afj;psldk• aslkdflfk• asljkfhf
• afj;psldk• aslkdflfk• asljkfhf
• afj;psldk• aslkdflfk• asljkfhf
• afj;psldk• aslkdflfk• asljkfhf
• afj;psldk• aslkdflfk• asljkfhf
• afj;psldk• aslkdflfk• asljkfhf
• afj;psldk• aslkdflfk• asljkfhf
• afj;psldk• aslkdflfk• asljkfhf
• afj;psldk• aslkdflfk• asljkfhf
• afj;psldk• aslkdflfk• asljkfhf
• afj;psldk• aslkdflfk• asljkfhf
• afj;psldk• aslkdflfk• asljkfhf
• afj;psldk• aslkdflfk• asljkfhf
• afj;psldk• aslkdflfk• asljkfhf
• afj;psldk• aslkdflfk• asljkfhf
• afj;psldk• aslkdflfk• asljkfhf
• afj;psldk• aslkdflfk• asljkfhf
• afj;psldk• aslkdflfk• asljkfhf
• afj;psldk• aslkdflfk• asljkfhf
• afj;psldk• aslkdflfk• asljkfhf
• afj;psldk• aslkdflfk• asljkfhf
• afj;psldk• aslkdflfk• asljkfhf
• afj;psldk• aslkdflfk• asljkfhf
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the great ones are more than a series of slides
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power of a narrative
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what is a presentation
?
story1
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don’t come up flatthink about structure
tip (not rule) no. 3
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Complexity/quantity Time constraints Durable goals
right information rapidly transferred High impact/recall
don’t drown in detail grid it to great don’t come up flat
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recommended reading
made to stick
presenting to win: the art of telling your story
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hard workdigging deep
doing better
tip (not rule) no. 4
wimps/settlers need not apply
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if I had only one slide
need expressed: hunger
need addressed: value proposition
market opportunity: greed
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thank you
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