FACILATOR: MR SWARAY
Learning Objectives
1. Understand the concepts of pitch and pitching.
2. Know the types of pitches
3. Elements of a good pitch.
4. Golden rules of a pitch.
5. Win the audience with your pitch, if given a platform.
Topic Outline
1. Introduction
2. Concept of a Pitch in Business
3. Types of Pitches
4. Ten Elements of a General Pitch
5. Nine Elements of Investor Pitch Deck
6. Golden Rules of a Pitch
7. Six Types of Audience You Pitch To
8. Four Impacts of a Good Pitch
9. Journey to pitching
INTRODUCTION
Pitching: can be define as a simple and unique platform given to you to explain your business
model. The legendary scholar warned:
Concept of a Pitch in Business
1. Pitch is simply communicating the value proposition of a business to bankers and
investors in order to secure funds for start-up
2. Pitch is a presentation of a business idea to potential investors for the purpose of
raising startup cash, and other resources
3. Pitch is also presenting products and services to potential customers to elicit
sales.
Types of Pitches
1. The Twitter Pitch
2. The Elevator Pitch
3. The Competition Pitch
4. The Investor Pitch
The Twitter Pitch
The Twitter Pitch expects the presenter to summarize the whole business idea in one
catchy, logical and punchy sentence.
Example, I want to solve environmental problem of plastic wastes by turning them into value-ad-
dition flakes for brick production!
The Elevator Pitch
Elevator pitch expects the presenter to give a short description of the business idea or
business model within couple of minutes, usually 15 to 30 seconds that it takes to rise an
elevator.
The Competition Pitch
Competition pitch expects the startup founders to compete for grants, awards and investors’
attention within 3 to 15 minutes using a media deck to explain their startups based on pre-
sent formats.
Effectively communicate the Eight (8) segments of the BMC to the panelists.
Used when you are invited to share your ideas and
models before panelists, CEOs, Angels and VCs at for-
mal business competitions.
The Investor Pitch
Investor pitch is like the competition pitch. But here, the startup founders is expected to use
a media deck to elicit financing and partnership support from CEOs, Angels and VCs to scale
up their startups.
Effectively communicate the Eight (8) segments of the BMC and FRs in your business plan to the
panelists.
Used when you are invited to share your ideas and
models before panelists, CEOs, Angels and VCs at for-
mal business competitions.
Ten Elements of a General Pitch
Title
Problem/ Value
Opportunity Proposition
Underlying
Magic (MVP) Go-To-Market
Business Model Plan
Current Status
Competitive
Analysis Management Team &
Accomplishment
Nine Elements of Investor Pitch Deck
Golden Rules of a Pitch
1. Nice appearance and looks
2. Be confident and manage your nerves!
3. Respect Your Audience's Time - Few slides and Few minutes
4. Be audible
5. Make the pitch personal and passionate
6. Be Honest in your models and assumptions
7. Keep the presentations simple
8. Know the financials
Six Types of Audience You Pitch To
⚫ 1-Investors (To raise money)
⚫ 2-Customers
⚫ 3-Sales
⚫ 4-Employees
⚫ 5-Partners
⚫ 6-Competitors
Pitch To Investor
This is convened to raise money for excellent start up. Two things are important in pitch to in-
vestors, viz:
1. Describe the problem you want to solve and why.
2. Give a compellingly idea about a big market op-
portunity that solving the problem will give.
3. Pitch To Customers
This type of pitch is convened to have meaningful conversa-
tions with customers and elicit feedback.
Pitch for Sales
This type of pitch is convened to for sales to attract new or possible customers – B2C, B2B,
B2G. It is often a sales call.
Takeaways
⚫ Make more sales for the products and services
⚫ Attract more new customers
⚫ Build Market share
⚫ Market leadership
Pitch to Employees
The pitch is a formal conversation organized for New recruits and Existing employees
Takeaways
Unveils the vision, mission and goals of the company Elicit cooperation commitment and loy -
alty
Motivate employees on their future benefits Improved productivity
Talent management Improved mo-
tivation
Pitch to Partners
Promising startups seeking strategic partnership with companies pitch to partners. Trying to
get partnerships is hard, hence one of the most difficult pitches.
Pitch to Competitors
Pitching to competitors is another difficult, but inevitable pitch. The Chinese strategy legend
Sun Tzu said:“Keep your friends close but your enemies closer.”
Takeaways
Keep open channel of communication with competitors Explore middle ground on niches in the
market
Explore fighting common enemies (MNCs,pirates, criminals).
Be smart about long-term benefit
Four Impacts of A Good Pitch
HOW TO START YOU PITCHING JOURNEY
1. Identify your audience
Before pitching, it's important to Identify:
who you'll be pitching to and
what interests them or
what their core values are.
Discover information
that can help to build
common ground
2.1. COVER SLIDE
• This is your first impression.
• Your cover slide can determine if they look any further or not.
• Company slogan, motto or tagline
• A title for the presentation (i.e. “Investor Deck”)
• A high-quality product mockup or relevant
photo
• Other Potential Additions:
• Logos of accelerator, awards, publications featuring company
• Name of Presenter / CEO
2.2. INTRODUCTION
Give a short and sweet introduction as to:
who you are,
what your company does,
and why you're passionate about it.
2.3 THE PROBLEM
Show that you have a clear handle on your problem.
Explain it simply.
You can talk around this slide and tell a story that resonates with your specific audience.
Describe the pain that you are elevating or the pleasure you're providing
THE SOLUTION
What is your solution to this problem? How does it solve
the problem?
Describe the technology, secret sauce ,or magic be-
hind your product.
The less text and the more diagrams,
schematics and flow charts are better.
2.3. BUSINESS MODEL
What is the business model?
How your company create, get customers deliver, and
profits from its products or services
Explain who has your money temporarily in his/her
pocket and how you're going to get it.
2.4. GO-TO-MARKET PLAN
Explain how you are going to reach your customer with-
out breaking the bank
Discuss your target market
Provide insights into your target market
demonstrate that there is a demand for your solution
2.5. MILESTONES
What milestones has the company achieved so
far and
what are the company's long-term goals?
What’s your scalability plan
2.6. FINANCIAL ANALYSIS
Explain how you plan to
make money,
what your revenue model looks like
your projected sales, expenses, and other financial
statements.
CALL FOR ACTION
Make a clear ask for investment,
partnership, or any other form of
support nee