How to Prepare & Deliver Deal-closing Pitches for Your Startup
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Pitching your startups is fun but it is not easy. Learn how to prepare and deliver pitches that actually help you close investment or partnership deals. It's all about the pitching as a strategic flow that gets you to have to be effective in preparing, creating and delivering presentations.
![[public]
[founder pitching]
startups reality
publics reality](https://image.slidesharecdn.com/howtoprepareanddeliverdeal-closingpitchingforyourstartup-150512051224-lva1-app6891/85/How-to-Prepare-Deliver-Deal-closing-Pitches-for-Your-Startup-49-320.jpg)
![[public]
[founder pitching]
startups reality
publics reality
past [= proof]
future [= opportunity + promise]
past [= experience]
future [= expectations]](https://image.slidesharecdn.com/howtoprepareanddeliverdeal-closingpitchingforyourstartup-150512051224-lva1-app6891/85/How-to-Prepare-Deliver-Deal-closing-Pitches-for-Your-Startup-50-320.jpg)
![[public]
[founder pitching]
startups reality
publics reality
communication
wall](https://image.slidesharecdn.com/howtoprepareanddeliverdeal-closingpitchingforyourstartup-150512051224-lva1-app6891/85/How-to-Prepare-Deliver-Deal-closing-Pitches-for-Your-Startup-51-320.jpg)
![[public]
[founder pitching]
startups reality
publics reality](https://image.slidesharecdn.com/howtoprepareanddeliverdeal-closingpitchingforyourstartup-150512051224-lva1-app6891/85/How-to-Prepare-Deliver-Deal-closing-Pitches-for-Your-Startup-52-320.jpg)
![CONTEXT
SuperCo has developed a low-cost technology that reduces
the vibration caused by hard drives and cooling fans in data
centers.
BENEFIT
Because vibration reduces the performance of hard drives, our
technology increases performance by up to 2.5x, as weve
shown with three beta customers.
DIFFERENTIATION
Because we use [unique approach], unlike alternative solutions
that require [standard approach], we can save our customers
40% of their total costs.](https://image.slidesharecdn.com/howtoprepareanddeliverdeal-closingpitchingforyourstartup-150512051224-lva1-app6891/85/How-to-Prepare-Deliver-Deal-closing-Pitches-for-Your-Startup-71-320.jpg)
![CONTEXT
SuperCo has developed a low-cost technology that reduces
the vibration caused by hard drives and cooling fans in data
centers.
BENEFIT
Because vibration reduces the performance of hard drives, our
technology increases performance by up to 2.5x, as weve
shown with three beta customers.
DIFFERENTIATION
Because we use [unique approach], unlike alternative solutions
that require [standard approach], we can save our customers
40% of their total costs.
CALLTOACTION
Bottom line, SuperCo saves money and increases
performance for data center operators. Does this sound like an
interesting opportunity to you?](https://image.slidesharecdn.com/howtoprepareanddeliverdeal-closingpitchingforyourstartup-150512051224-lva1-app6891/85/How-to-Prepare-Deliver-Deal-closing-Pitches-for-Your-Startup-72-320.jpg)
How to Prepare & Deliver Deal-closing Pitches for Your Startup
- 1. GO PITCH YOURSELF HOW TO PREPARE AND DELIVER DEAL-CLOSING PITCHES FOR YOUR STARTUP with Gabriel DOMBRI
- 3. 1# BASICS What well cover today 2# HOW TO PREPARE & DELIVER OUR PITCH 3# 7 SURVIVAL RULES
- 4. Have a framework to guide us in preparing and delivering a successful pitch to partners or investors. OBJECTIVE
- 5. BASICS #1
- 7. A TOOL TO HELP US CONVINCE SOMEONE TO
- 8. A TOOL TO HELP US CONVINCE SOMEONE TO BY DEMONSTRATING VALUE & FIT
- 9. PITCHING AS STRATEGIC FLOW
- 10. Whats the Objective of Pitching?
- 11. TO CONVINCE A SUITABLE COMPANY TO BECOME OUR PARTNER
- 12. TO CONVINCE A SUITABLE COMPANY TO BECOME OUR PARTNER
- 13. TO CONVINCE A SUITABLE COMPANY TO BECOME OUR PARTNER
- 14. Suitable
- 15. OurStuff
- 18. Partner
- 19. TheirStuff
- 23. FINANCIAL STRATEGIC Positive ROI Opportunity ROI Learning Early access to tech Anticipate disruption Engage team Innovate Deal with competition
- 27. What makes a Suitable Partner?
- 29. UNDERSTANDS OUR CHALLENGES. RIGHT MOTIVATION. GIVES MORE THAN THE CONTRACT OBLIGATIONS. STAYS IN FOR THE GOOD & BAD & THE UGLY. WORKS AT OUR SUCCESS.
- 30. HOW TO PREPARE & DELIVER OUR PITCH #2
- 31. HOW WE PITCH DEPENDS ON StageofDevelopment 油 PublicsMotivation 油 WhatWePitchfor 油+ +
- 33. Startup Development Stages Problem / Customer Discovery Problem / Solution Fit Product / Market Fit Scale
- 34. Each Stage has its Own Goals & Rules
- 35. PROBLEM / CUSTOMER DISCOVERY Find an important problem that motivates us to dedicate it some good years of our lives. 油
- 36. PROBLEM / SOLUTION FIT Validate that the problem were tackling is real and our solution can solve it for our core customer segments 油
- 37. PRODUCT / MARKET FIT Validate that weve built something people want and we can deliver it 油
- 38. SCALE Accelerate growth and build a pro鍖table business 油
- 40. Pitch Preparation the important boring stuff
- 41. Find companies that match our needs & pro鍖le. Get access to them. Prepare something relevant. OBJECTIVE1
- 42. BEFORE THE PITCH
- 44. Pitch Delivery
- 45. Show our startup as a not-to-be-missed opportunity. OBJECTIVE2
- 46. ThePitchingSetup
- 50. [public] [founder pitching] startups reality publics reality past [= proof] future [= opportunity + promise] past [= experience] future [= expectations]
- 51. [public] [founder pitching] startups reality publics reality communication wall
- 53. OurProposition
- 54. WHAT WE WANT. WHEN WE NEED IT. WHAT WELL GIVE IN EXCHANGE. HOW WELL PROVE ITS WORTH IT.
- 55. THE PITCH
- 57. 4FUNDAMENTALQUESTIONS THE PITCH Why should you care?
- 58. 4FUNDAMENTALQUESTIONS THE PITCH Why should you care? Why us?
- 59. 4FUNDAMENTALQUESTIONS THE PITCH Why should you care? Why us? Why now?
- 60. 4FUNDAMENTALQUESTIONS THE PITCH Why should you care? Why us? Why now? How will you benefit from our success?
- 61. CONTENTANDSTRUCTURE What have we really got? Frameworks Emotion THE PITCH
- 62. What Have We Really Got?
- 64. Frameworks
- 67. BECLEAR What do you do? BECREDIBLE Can we believe you? BECOMPELLING How much better are you? See Bill Reicherts presentation 3Principles
- 68. CLEAR CREDIBLE COMPELLING CONTEXT Tell what you do, in simple terms. BENEFIT Clarify your unique value, in terms of bene鍖ts for your core market. DIFFERENTIATION Tell how you are di鍖erent from alternatives and competition. CALLTOACTION State the needed action. 4StepsFramework3Principles
- 69. CONTEXT SuperCo has developed a low-cost technology that reduces the vibration caused by hard drives and cooling fans in data centers.
- 70. CONTEXT SuperCo has developed a low-cost technology that reduces the vibration caused by hard drives and cooling fans in data centers. BENEFIT Because vibration reduces the performance of hard drives, our technology increases performance by up to 2.5x, as weve shown with three beta customers.
- 71. CONTEXT SuperCo has developed a low-cost technology that reduces the vibration caused by hard drives and cooling fans in data centers. BENEFIT Because vibration reduces the performance of hard drives, our technology increases performance by up to 2.5x, as weve shown with three beta customers. DIFFERENTIATION Because we use [unique approach], unlike alternative solutions that require [standard approach], we can save our customers 40% of their total costs.
- 72. CONTEXT SuperCo has developed a low-cost technology that reduces the vibration caused by hard drives and cooling fans in data centers. BENEFIT Because vibration reduces the performance of hard drives, our technology increases performance by up to 2.5x, as weve shown with three beta customers. DIFFERENTIATION Because we use [unique approach], unlike alternative solutions that require [standard approach], we can save our customers 40% of their total costs. CALLTOACTION Bottom line, SuperCo saves money and increases performance for data center operators. Does this sound like an interesting opportunity to you?
- 75. 10slides 20minutes 30font size 1. PROBLEM 2. YOURSOLUTION 3. BUSINESSMODEL 4. UNDERLYINGMAGIC 5. MARKETING&SALES 6. COMPETITION 7. TEAM 8. PROJECTIONS 9. STATUS&TIMELINE 10.SUMMARY&CTA
- 78. OPPORTUNITY PROOF PROBLEM MARKET SOLUTION UNDERLYINGMAGIC MONETISATION COMPETITION TRACTION TEAM
- 81. Emotion
- 82. 安鞄温岳s岳鞄艶壊岳看姻霞?
- 85. DELIVERY Passion & con鍖dence Clarity Direct contact Body proof THE PITCH
- 86. Deal Closing
- 87. Close the deal and tie the knots. OBJECTIVE3
- 88. AFTER THE PITCH
- 90. Summary
- 92. +ANSWERTHESEQUESTIONS Why should you care? Why us? Why now? How will you benefit from our success? THE PITCH
- 93. +USEAFRAMEWORK Getting to WOW by Bill Reichert 10 / 20 / 30 by Guy Kawasaki Opportunity / Proof / Promise by Gabriel Dombri THE PITCH
- 95. +PRESENTITCONVINCINGLY Passion & con鍖dence Clarity Direct contact Body proof THE PITCH
- 98. Rule 1 DONT GET A PARTNER YOUAREGOINGTOHATE
- 99. Rule 2 AGREE ON WHAT HAPPENS IFTHINGSDONTGOASPLANNED (as they rarely do)
- 101. Rule 4 CREATE A COMMOM TIMELINE FORDELIVERIES
- 102. Rule 5 MAKE SURE TO HAVE A DIRECT CONTACT ANDADVOCATEATYOURPARTNERS
- 103. Rule 6 PLAN FOR MORE TIME NEEDED FORDECISIONSATYOURPARTNER (at least 30% more)
- 105. Lets keep in touch. ITS EASY. Email me: gabrieldombri@gmail.com Read my blog: www.gabrieldombri.com
Editor's Notes
- If done right, this process will give us a list of good options. If done wrong, it will give us a list of so-sos. These elements make the difference between efficient pitchers and effective pitchers: as we can be very good at pitching but do that to the wrong public. What that will lead to is waste of time and resources, and, as you well know, time is of the essence in a startup. So, do this boring work right.
- If done right, this process will give us a list of good options. If done wrong, it will give us a list of so-sos. These elements make the difference between efficient pitchers and effective pitchers: as we can be very good at pitching but do that to the wrong public. What that will lead to is waste of time and resources, and, as you well know, time is of the essence in a startup. So, do this boring work right.