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New York University Polytechnic School of Engineering ​this presentation is designed to help you the entrepreneur prepare to share your business quickly a full presentation of your business will take about 10 minutes but you can and should prepare condensed versions for example a 5 minute version a 2 minute version and a 30 second elevator pitch the reason we call it an elevator pitch is this is something you could present to someone very rapidly as you ascend an elevator the way you prepare these various versions is by first preparing the full 10 minute version and then by going back and saying what can I cut out without cutting out the essence of what I'm trying to communicate as you go through this video feel free to pause and rewind the video so you can capture the essential information investors are busy people so the first few moments of your presentation are very important you must grab their attention get right to the point and make sure that your ideas are both clear that is easily understood and concise brief but complete to achieve this I recommend that you write out your presentation then practice it first by yourself and then in front of others practice a lot and then refine refine refine until you're able to do each of the different versions that we've spoken about this is a summary of the presentation it will have these four parts an introduction where you must seize their attention with your sizzle your business concept it shows this is a real business with real customers your operation summary which shows how your plan works operationally and finally the finance portion which shows that you will make money and that investors will receive a return let me take a moment and explain how to read these slides the text in black is either an example phrase or a question that you will be answering and the text in the red is instructional to help you complete this task so now for the introduction during your introduction people will decide if they like you if they want to hear more it will make or break your presentation so here we have some examples you could begin with in the next five minutes you want to tell the listener how long you want their attention and then you could continue I'm going to tell you about a great new way to and then you would insert what you wanted to say here so you want to say something in the very beginning that's going to grab the audience attention or the investors attention so let's imagine you're a mushroom farm owner a mushroom farmer might say you know I'm going in the next five minutes I'm going to tell you how to turn mushrooms into gold or someone who is an entrepreneur that has a clinic might say in the next five minutes I'm going to show you how I will revolutionize the medical care in our city or if someone had a alternative energy solution where they were turning garbage into electrical power they might say in the next five minutes I want to demonstrate to you how you can succeed by investing in trash each of these statements are designed to grab people's attention and then you want to invite them to to participate you want to be very specific about why you're making this presentation I want to invite you to participate in this opportunity by and then you would you would explain that the next thing you want to do is share the business concept the business concept is the part of the presentation where you show that you have a real business a real business is this I have a specific product notice the word specific a specific product that specific people will buy because I will do specific things that's how you will sell to them I'm going to repeat myself the business concept is a real business when you can say I have a specific product that specific people will buy because I'm going to do specific things a specific product tell us about your product or service specific people will buy it tell us who your target customer is and then tell us how you're going to sell what you're going to do to connect with them and you know you need to tell us why it's needed why is this product needed what need are you meeting what problem are you solving with your with your product and so this is also the part of the presentation where you're gonna tell us how you how you're going to compete why are people going to buy it this product or service from you and not from your competitors now we talk about the operations plan the operations plan is where you show that you have the right know-how the right team and the right processes to make this business work we have a saying the proof is in the pudding it simply means that what that one of the best ways to show that your operations plan will work is if it's already working you have an operational business and it's succeeding and you've proven the concept but short of that you must have a well-thought-out plan so here you see how will you make it work you tell us how that you're going to overcome obstacles how will you meet the need in a way that creates value how will you get started tell us why this business is a fit for you and your abilities or you and your team and tell us about any systems that we need to know that you've developed that will help this business to make sense to us the investor finally you're going to share the financial plan and this is where you're going to prove that this is a moneymaking business this business will make money or is making money and if I the investor invest in you I'm going to make money as well that's very important will you have enough sales you know tell us how you're projecting sales and

the kind of sales you're projecting do you have strong margins how are you going to keep your overhead or your fixed costs low how much capital are you going to need for this business those are all parts of the financial plan and and don't forget to include in this section the benefit to me the investor if I'm investing in your business how long is it going to take for me to recoup my investment and then what kind of return on investment am I going to make on top of the initial investment that I put into your business these things are very very important now you will not have the time in this brief presentation to support or back up everything you say but you should be able to support everything you should be able to back up everything with evidence with proof and even if you don't have time to present all the evidence in the presentation itself you should have this documentation available immediately upon request so that when you've finished your initial presentation and investors have follow-up questions you're able to back up the things that you say by showing them then proof and so these are some of the things these if you look at this slide these these are examples of what we mean by being able to back things up you say this will make money why how can you demonstrate that you have competitive advantage you say you're going to compete is it just because you would like to compete with your competitors or is it because you actually have an advanced that you can show us so in each one of these things take a moment and look at this slide and make sure that you can answer these questions but not only the questions here these kinds of questions for every part of your presentation now what other documentation should you have with you well here's a list of things that you should bring with you in a vest er packet there were an offering packet that that you could provide if you were requested to provide any of this documentation your business registration certificate in fact all your organizing documents your bylaws your your Articles of Incorporation your tax identification records those kinds of things you should have copies of each of these things so that you can show them to people you should also have your recent financials your income statement balance sheet cash flow statement now there will be a link in the description below where you can look at some other videos that explain some of these financials if you don't understand them yourself you also want to have a financial summary sheet and I'm going to explain that in just a moment and in addition to this financial summary sheet you're going to want to have your capital capitalization needs summary this is another document that shows the capital needs how you want to use the money that kind of thing and I'll give some explanation on both of these these items financial summary sheet what is the financial summary sheet again this is a sheet that shows that at a glance the financial summary of your business it should show your capital structure what is your capital structure well it's where you got your capital from and how much of it is debt and how much of it is equity in percentage terms you also want to have your cash on hand these are your bank balances the actual cash that you have available in the business right now it's also good to have a 12-month sales record showing your unit sales by month or by quarter for the last year additionally you should have a breakdown of your unit economics to do your unit economics you first of all need to know what your basic sales unit is you know if someone was selling eggs obviously the sales unit is the egg but if they're a barber the sales unit might be one haircut if they're a homebuilder the sales but unit might be one home that they would build a consultant their sales unit might be hourly or it might be per contract and so again you you start with your sales unit and then you calculate the direct cost of providing that unit these are the variable cost or the direct cost per unit you need to know the sales price per unit and once you know those you can calculate the unit margin by simply subtracting the cost per unit from the price per unit giving you a unit margin that those unit economics should be very clear and they should be stated on this sheet you should also have a simplified operating cost the way you come up with this is you know you might have 20 expenses in your business but it's likely that you'll have 4 to 6 operating expenses that are the major line items that make up 80 to 90 percent of your total operating expenses well go ahead and list those by amount on it for an average month and then put the rest of the of the line items under a lot something like other so that there's a simplified a summary version of your operating cost also we suggest having a monthly operating margin this is some data you'll get from your income statement and it's the margin after operating expenses and not including things like interest expense taxes depreciation or amortization so we want your monthly operating margin as well now we also would like you to have a capitalization needs summary this is important information that any investor is going to want to know the total new capital that you're seeking how much money or do you need and how then are you going to use that money that capital what is the use of capital going to be list the things that you're going to do it capital you know you're gonna buy equipment you're going to buy land you're going to use it for working capital you're going to use it for more marketing list the things you're going to use that capital for and then do a pre-money valuation now let me explain briefly what a pre-money valuation is well look this is this is only comes into play when we're talking about equity and equity investment but let's say you want to sell 25% of your company to someone for 1 million well if you're if you're saying I'm going to sell you 25% of my company for 1 million then you're also saying that the other 75% is worth 3 million you're assigning a value to your company before new money comes in before a new

investment and that's that's the pre money so the pre money in this case would be 3 million well how do you calculate that it's easy to do with these nice round figures like 1 million and 25% but this is how that calculation is performed to calculate pre money you must first calculate the post-money valuation or the the valuation after investment so this is how you would do that post-money valuation is equal to the amount of the new investment divided by the percentage of the company being offered so in this case we're offering 25% so we take the amount of the new investment we're a million dollars divided by 25 percent gives us 4 million so that's the post-money valuation the value of the company after this investment will be 4 million and to come up with the pre-money valuation we simply deduct the new money from the post-money valuation so 4 million is the post-money valuation minus 1 million gives us a pre-money valuation of 3 million now the reason this is important is because an equity investor will not invest in a company if he or she does not agree with the pre-money valuation if that valuation is invalid they'll say no you're saying that your company is worth 3 million but I don't see anything here worth 3 million you're not offering enough of the company or you're asking for too much money and so that's why this is very important for you to have this calculation now finally we have the justification of the offering or the deal summary and this is where you would essentially say you know this is what I'm offering this is why I'm offering it and I believe this is why this is a good deal and so you're summarizing that here so I hope this has been helpful to you I hope it helps you to put together not only your quick presentation your fiveminute presentation your 10 minute presentation your elevator pitch but it also helps you put together that packet of information that an investor might ask for after they've heard your presentation thank you very much for listening look forward to seeing you at the expo Hunter College, Upper East Side.