CRP Accelerator Session 6 - The Importance of a Business Pitch

Welcome to the National ACE Capital Readiness Accelerator Session 6

The Importance of a Business Pitch Tuesday, February 27, 2024

Welcome Back 1.

The role of partners in business growth

2.

Overview of different capital sources

3.

Refining business models to attract investors and lenders

Today’s Objectives

Session Six:

The Importance of a Business Pitch

1.

The multifaceted importance of a business pitch

2.

Techniques for enhancing pitch decks and grant writing

3.

Crafting a compelling business plan

Office Hours Every Friday 11am PST/1pm CST/2pm EST ● ● ●

Work on Application Ask Questions Meet Subject Matter Experts and Coaches

What’s Next Session #7 Workshop Review ➢

Recap of business clarity, financial literacy, and business plan concepts

➢

Q&A session for additional clarity

➢

Gathering course feedback

THE IMPORTANCE OF A

BUSINESS PITCH Andrea Marquez, Amazon, Senior Story Producer

Overview 1

DEFINING MOST IMPORTANT STORYTELLING POINTS

2

COMMUNICATING VERBALLY AND NONVERBALLY

3 4

HOW AND WHEN TO MAKE AN ASK

AFTER YOU’RE DONE

This is Small Business This is Small Business is an award-winning Amazon podcaast that pulls back the curtain on pivotal moments in the journey to success for small business owners across the U.S.

z e u q r a M a e r d An

TISB

Understanding your audience Every pitch made will need to be tailored to a different audience Know who you’re talking to and their history Start with an already established relationship

The pitch starts before you enter the room

y d a e r g n i k o o l & y d a e r g n i Be

Selecting the best parts of your story The Rule of 3s = pattern recognition

Major Points in a Pitch

PROBLEM

SOLUTION

NEED

2 things to consider Linearity

Passion

Relatable m le b o r p e h t is t a h W and who does it affect?

s t n i o p a t Da

Personal Story

PROBLEM

Clarity

WHY

!

T O N R A E F BUT w o h d n a s s e n i s u b r u o y s i t a h W

? p l e h will it

?

U O Y E R A O H W

NEED What is the financial potential? And what do you need to get there?

What will you be doing with the money?

LOOKING PROFESSIONAL

LOOKING PROFESSIONAL Leverage data but don’t overwhelm your audience

Leverage data but don’t overwhelm your audience

THIS

VS

THAT

LOOKING PROFESSIONAL Leverage data but don’t overwhelm your audience

Don’t overdo it with graphs and charts

LOOKING PROFESSIONAL Leverage data but don’t overwhelm your audience

Don’t overdo it with graphs and charts Don’t make people do extra work to understand what they are reading

G N I N A E L C

Less is m ore whe n it comes t o wordin g so get to t he point fast.

Be clear

g n i t f i l y v a e h e Do th d n a e l p o e p r o f m e h t e k a m t ’ don . t n i o p e h t r o dig f

and con cise

Finesse your firs t sentenc e.

, m e l b o r p e h t t n e s e k s Pr a d n a , n o i t solu

30seco nds, 1mi n, 3min, 5 min and 15min a nyway.

= s d n o c e s 30 curiosity

e h t r e t f A h c t ip

Know when to stop

Be Concise Answer the question first

Read the room

After the pitch

, d n a t s r e d n Listen, u r o f e c a r b t ’ and don an “attack”

Be present

What happens with a “no”?

“Even if this may not work out between us, I’d like to understand where the disconnect is so I can address it in my future presentations.”

NEXT STEPS 1

2

Key takeaways

Action items

3

Next meeting or followup

Thank You

The Science & The Soul of Pitching

Ayebo Oparo

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Investor Pitch Sales Pitch

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Different Types of Pitches a n r e t n I

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h c t i rP

o t a v e l E

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Growth

Problem

Projections

Statement

Solution

SAM

Viability

Value

Financial

Market

Investment

Business

Proposition

Projections

Opprtunity

Ask

Model

Revenue

Validation

Product

Slide Design

Go To

Differentiation

Hook

Purpose

Feasibility

MArket

MOdel

Impact

TAM

Reading the

Pains

Engagement

Room

Passion

Vision

DNA of

Pain

Value

Relieving.

Authenticity

Connection

Storytelling.

Visual Aids

Presentation Skills

Trust

Empathy

Gain Creating

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The Soul O VS

What is Value?

Value is the worth, importance, or usefulness of something in relation to fulfilling a need, achieving a goal, or providing satisfaction.

It’s the perceived benefit or advantage gained from a product, service, or action.

The DNA of VALUE

OS

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Solve

Need

Job Enablers

Jobs

Pain Relievers

Pains

Gain Creators

Gains OS

V

Diagnose

Prescribe

The Right Problem

The Right Solution

Value Value Solve

Need

r e g a n

Cr

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WHO? VC Fund Man

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VALUE PROPOSITION CANVAS

Gains

Pain relievers

Pains

Job

Product / Service

Gain creators

Pitch

Who Am I Pitching

The Gain/Pain Ratio

The gain delivered vs.

The pain or cost of adoption Gain

Pain

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Extras

Blac Framework – For Qualifying Problems to Solve

Blatant

2

3

Latent

1

4

Aspirational

Critical

Blatant

Latent

2

3

1

4

Aspirational

Critical

BLAC & Vision Products

BLAC & Fitness Products

• Contacts • Eyeglasses • Google Glass • AR Glass

• Phone • Fitbit • Apple watch • Oura ring

Blatant and critical problems are acute – hence in high demand.

Latent problems are often unacknowledged. And require significant resources and effort to resolve.

Aspirational problems are often seen as nice to have, hence being the most challenging to sell as they are considered non-essential.

Choose Your Axis

Quick Value Check Gains

Gain Creators

Our

Who

Jobs

Products Pain Relievers

helps

Product / services

Gains

Pains

Jobs Pains

Want to Who You Are

Their Need

Pitching

Gain Creators Gains

Gains Products Jobs

By

Pains

Jobs

&

Pains

Unlike

Your e.g increasing/enabling Your e.g reducing/avoiding own verb own verb

Pain Relievers

Current solutions

Define Your Company / Idea Through The Value Proposition Statement • For (target customer segments) • dissatisfied with (customer pains, barriers) • (business name) offers a (product/service category) • that provides (key benefits of your solution).

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Define Your Company Through The Value Proposition Statement • We (business name) • Help (target customer) • Do ( customer need) • by offering (product/service category) • that provides (key benefits/features of your product).

OS

V

Define Your Company Through The Value Proposition Statement • For (target customer) • My Company (business name) • Provides ( empowers, offers ) • Unlike (competitors, alternatives) • We (highlight differentiator) • So that (target customer) can (desired outcome, achieve specific goal)

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TheVentureOS.com connect@theventureos.com

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