mike bowman - pitch me baby.ppt
TRANSCRIPT
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Investment Journey
Pitching and Planning
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E-Synergy
• Ten years old– Business people– Entrepreneurs
• Fund Manger for early stage businesses– £35m under management– 100 investments
• Consultancy services to early stage business– Investment Readiness Training– Business Incubation– 800 companies supported
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How do investors make decisions?
• Discounted cash flow
• Full analysis of your intellectual property
• A very comprehensive business plan
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They make a judgement on
• You and your team
• Your idea
• Their view of the market
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Maybe then back it up with
• Discounted cash flow
• Full analysis of your intellectual property
• A very comprehensive business plan
• And more
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What are you pitching for?
• What you are really after is a meeting
• Things other than money– Support– Experience
• Money is only obtained after a journey of meetings
Slide 6
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Pitching Journey
Slide 7
Investment Committee
Due Diligence
Investment Committee
Investment Executive
Networking and
Introductions
Business Angel
Due Diligence
Business AngelAngel Group
Fund Manager
Business Angel
Offer
Offer
Commitment from InvestorsInvestor Networking
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Investors – know your audience
• Do your research– Have they any money?
• Be interested in them– Their views– Are they busy doing deals?
• Try the softly softly approach– Funding need in the future– Support – Chairman
• They will very rarely say no– Read the signs
• Why do they network and meet people?– To be seen to be active– To gather information– Meet their colleagues– Look for deal flow
Slide 8
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Finding Investors - Networking
•Intermediaries– Good or Bad?
•Investment often comes from an odd route
– Talk to as many people as possible
•Listen as well as talk•Don’t outstay your welcome•Always try and come away with a new contact
Slide 9
Networking Events
Pitching Events
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Finding Investors - Introductions
• Get someone to make an introduction for you
• Very good Executive Summary
• Business Angels aren’t listed
• Have good networks
Slide 10
Cold calling
Phone
Introductory e-mail
Accelerators
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Before you start on the journey
• Be able to pitch your business in any format– Three sentences– Three hours
• Understand the key facts about your business– Management Team– Market Opportunity– Product USPs– How the money turns
• Either go for money later– Look for support
• Advice• Non Exec Director or Chairman
• Or go for money now– Have a business plan and be able to:
• Give specific answers• Give detailed answers• Understand the financials
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Pitching Guidelines
• Stick to the rules– Test of your management ability– Polite
• Try and tell a story• Answer questions succinctly
– Shows you know your business– Leaves time for other questions
• Do not bore your audience– Sell yourself
• From the Soul with Passion and Energy
Slide 12
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What should go into a Pitch?
• Summary – focus on your USPs• Team• Market pain and how you solve it• The Product
– Intellectual Property• Sales
– Route to Market– Pricing and Margins
• Current Status• Metrics• Financials
– Money required and what you are going to do with it– Forecast– Valuation?
• Exit– Route and Price
• Summary
Slide 13
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What is this a graph of?
Slide 14
Time
Attention
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How long?
• To be precise, you have three minutes and 44 seconds.
• That’s the conclusion from a new study by Harvard Business School professor Tom Eisenmann and DocSend, a company that provides for the secure online transfer of documents.
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What does your audience hear?
Slide 16
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Did you know?
Slide 17
People make snap judgments within the first 2 seconds of meeting.
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Delivery
• Opening– Ask a question– Quote a startling statistic– Tell a short, related story– Use humour (with care)
• Vary your Eye Contact• Vary your Pitch• Vary your Volume• Pace Yourself
– Don’t run out of time• Articulate
Slide 18
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Technical Information
• Speak your audience’s language
• Don’t use acronyms• Stress the benefits• Ask questions to confirm
the audience’s understanding
• Bring visuals or prototypes
• Provide sound bytes – “Shrimp Viagra”
Slide 19
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Visuals
• More is less• Don’t read form the slides• Easy to read
– Less words– More diagrams
• Visible from the back of the room
• You must look good– Slides– Documents– Website– Infographics
Slide 20
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And finally
• Finding money will take a lot of your time• Don’t give up until your heart tells you• Network, Network, Network • Have a plan
– Plot your way towards money– Manage the investment process
• Remember – beauty lies in the eye of the beholder
Slide 21
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A Long Term Plan
Sales
Development
Infrastructure
Funding
Milestones
Partnerships
Time
Activity
FirstSale Sales
PrototypeFirst Production Model
Distribution Agreements
FFF
WebsiteOnline Sales
Support
Grant Equity Round 1 Loan
Equity Round 2
Non Exec Directors
Outsourced Development
Sales PartnersManufacturer
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A Short Term Plan
• What money do I need next• Who am I going to get it from?• How am I going to find them?• How am I going to meet them?
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Any Questions