2022 St. Thomas Fowler GSIC Finalist Guide

Awards Ceremony and Finals April 22nd

2022

Finalist Prep Checklist RSVP and Attend the Finalist Orientation & Pitch Prep Workshop: April 12th on Zoom

Book a coaching session with a mentor. Bring a preliminary slide deck or progress to date for feedback.

Hold the time for the Finals & Awards Ceremony: April 22nd, Schulze Auditorium, Minneapolis Campus Present your venture on pitch day!

2 • 2022 St. Thomas Finals

Schedule Details 12:00 PM

Check-in

12:40 PM

Welcome

1:00 PM

Finalist Pitches

2:30 PM

Judge Deliberations

3:15 PM

Awards Ceremony

3:45 PM

Pictures & Reception

4:15 PM

Program Ends

CASH PRIZES In addition to an all-expenses-paid trip to San Diego, the two leading teams in the St.Thomas finals will win a minimum of $3,000 in seed funding. Additional prizes totaling $5,000 more will be awarded to the runners-up and best presenters.

Global Finalists will also have the chance to compete for a selection of prizes ranging from $10,000 to $25,000 for the top three teams at the June Finals.

3 • 2022 St. Thomas Finals

The Pitch Format Finalist Pitches Each pitch session will consist of a: 10-minute pitch 10-minute Q&A and feedback 2-minute transition to the next team

Elevator Pitches/60-second pitch While the 60-second pitches are not factored into the final judging decision, we encourage you to put your best foot forward since each team will present their elevator pitch to the audience during the Awards Ceremony. Please see the final slide in the attached deck for some examples of great elevator pitches.

4 • 2022 St. Thomas Finals

Reminders and Resources Slide Design: The order, content, and design of slides are up to each team’s discretion, but we recommend following the best practices for presentations and avoiding too much text and content on each slide. We also recommend avoiding the use of too many slides.

Successful pitches generally have between ten and twenty slides, although more slides may be appropriate in some cases.

Students Handbook Page: A comprehensive Fowler GSIC student resource page for participants.

Social Business Model Canvas: A digital collaborative tool that helps you plan for social impact.

Sustainable Development Goals: Don't forget to identify the SDGs your venture addresses in your pitch.

Follow us on our social channels: Tag us in your journey! Schulze School on Instagram & Facebook - @schulzeschool. Fowler GSIC on Instagram & Facebook - @fowlergsic Day of Competition Reminders: Upload your slide deck onto a USB Flash Drive to share with us on pitch day.

Dress to impress: Be mindful of any accessories or jewelry if you are expressive with your hands as the noise and movement can be distracting.

Be on time

5 • 2022 St. Thomas Finals

Presentation Requirements and Judging Criteria Any member of the official team can deliver the 10-minute pitch. For teams that include non-students, the qualifying student member must participate in the pitch. This requirement goes for the 60-second pitch as well. If only one team member will deliver the elevator pitch, it must be presented by the qualifying student member only.

Clear articulation of social & environmental impact: Successful pitches will identify the problem being addressed, beneficiaries, demonstrate how the proposed innovation will create the desired impact, and articulate the potential breadth and depth of the intended social or environmental impact.

Clear demonstration of the interaction with end-users or beneficiaries: Successful pitches demonstrate things such as test runs, design approaches utilized, assumptions tested, and lessons learned (about the customer, market, problem, or solution). Sharing your findings demonstrates adds credibility to your pitch and potential solution.

Clear, realistic, and logical financial model: Pitches can include a discussion of revenue streams, customer segments, or startup costs. You should also highlight the needed funding sources to get your innovation to market and build a sustainable income stream.

Market and solutions landscape: Include references to existing market solutions, and the team's innovation is distinct and better. There are many ways to be innovative - a new market or customer segment, a new idea, new delivery methods, etc. Successful pitches show how a social innovation fits in the landscape of other solutions addressing similar problems.

Team capacity and partnerships: Share an overview of current resources, partnerships, how each team member contributes or will contribute to the social innovation and goals. Highlight the team's commitment and capacity to refine and follow through on the implementation of the idea.

6 • 2022 St. Thomas Finals

Rubric

7 • 2022 St. Thomas Finals

Pitch Coaching with Debi Kleiman We're excited to work with Debi Kleiman to offer a pitch coaching workshop to all Finalists prior to Pitch Day. Debi will present her best tips for sharing the story of your venture and will make time for your questions at the end of the session.

Perfecting Your Pitch Being able to pitch your startup in a clear and compelling way is an important skill for all entrepreneurs. In this session, Debi will share tips and frameworks to help you get started developing a pitch that captures the hearts and minds of your audience, based on her bestselling book First Pitch: Winning Money, Mentors and More for Your Startup.

About Debi Kleiman Debi Kleiman is an award-winning marketer, educator, and mentor, working in and with hundreds of startups over her long career in business. Currently, she is the managing partner of The Upside Angels, investing in early-stage startups and providing strategic advisory services and coaching for founders. Before that, she was the executive director of the Arthur M. Blank Center for Entrepreneurship at Babson College for five years. She was also an adjunct professor at Babson’s F.W. Olin Graduate School of Business and Executive Education Programs for Entrepreneurs teaching entrepreneurial marketing. Her book, First Pitch: Winning Money, Mentors and More for Your Startup is an entrepreneurship and venture capital bestseller.

Debi has a BS from Cornell University and an MBA from Harvard Business School.

8 • 2022 St. Thomas Finals

See you at the Finals!

9 • 2022 St. Thomas Finals

Presentation Tips and Template The following presentation covers how to make a great pitch and provides a sample pitch deck. The sample is merely meant for guidance. Please add, delete, alter and customize this for your own purposes.

Key elements of a good pitch for the FGSIC • Identify a real social need • Describe a solution that is clear, understandable and meaningful for some set of individuals harmed by the problem – articulate the value proposition to those served • Show your advantage over existing solutions

• Explain how you will deliver the solution to your customer affordably and effectively, and how the venture will make money (revenue model) • Provide evidence of a significant potential impact

First slide -- Company Name Team member names

Slide #

Tag Line and/or Logo

Opening overview Get the audience excited about your concept! Help them quickly understand the scale and impact of the problem you are solving and the value of your solution.

Some techniques for engaging them: •

Link the topic to their experience: “How many of you have ever experienced this…” (make sure it is the kind of problem the audience has experienced and would love to have fixed)

•

Paint a compelling picture with attention-getting statistics: “1 in 5 millennials suffers hearing loss. It can take less than 8 minutes of earbud use at high volumes for hearing to be damaged.”

•

Tell a story. Paint a picture of a particular person who is experiencing the problem you are solving, how it impacts them, and how you can transform their experience.

Describe the problem you are addressing in greater detail • Describe the problem – What is the problem?

– What causes the problem?

– How is the problem experienced by the people affected?

• Why does it matter? What is the impact at an individual and societal level? What is the scale of the impact?

• Why is it solvable? How would the world be different if it was solved?

Tell us who experiences this problem and how •

Provide more detail about the people you will target with this offering.

– Who are they? (e.g., demographic and psychographic description) – How do they experience the problem?

– How does the problem impact their lives?

– How do they try to solve the problem today?

– What are the constraints they operate under that make it difficult to solve the problem?

– What are the enablers, if any, that make it possible for you to serve them?

Describe your solution Provide a mock up of the product or service.

For example, if it is an app, provide screen shots. If it is hardware, provide an illustrative representation. If it is a process or service, outline or diagram the process/service.

Slide #

Tag Line and/or Logo

Offer a value proposition • Explain how and why your solution solves your customer’s problem – How will the people you serve be impacted by your solution – how will their lives change for the better?

• Are there other “customers” or stakeholders you must serve in order to deliver or fund your solution or impact? (for instance, Love Your Melon sells hats to consumers in order to raise money to donate hats and funds for children experiencing cancer and to the nonprofits that serve them).

– Who are these customers?

– Why will they want your offering?

What is your compelling advantage?

• How is your solution different from and superior to other solutions available to the people you want to serve?

– What other solutions are out there?

– What are their strengths and weaknesses?

– What are the gaps and opportunities?

– What is distinctive about your approach and organization?

•

How does your solution create exceptional value for all it serves?

Summarize Competitive Landscape Provide some form of competitive landscape analysis

Example: My Offer

Competitor 1

Competitor 2

Competitor 3

Ease of use

Low

High

High

High

Cost

Fast

Medium

Slow

Fast

Maintenance

None

Medium

High

Medium

What is your business model?

•

How will you deliver this solution to your customer affordably and effectively, and how will the venture make money (revenue model)?

– Who is going to pay for this? The end customer/client? A donor? Another stakeholder (e.g. Love Your Melon)?

– How will they pay for this? (Fee for service? Cross-subsidy model? Donation?

Etc.) – What are the largest costs and why do you feel these revenues will be able to cover them?

– Provide enough explanation of how you will provide this product/service that your audience will see why it is feasible to do

•

How much money flows to your ‘issue’ annually from all sources and how is it distributed?

– How will you capture existing dollars or attract new resources?

Summarize your business model on the canvas Social Business Model Canvas Key Resour ces

Key Activities

Type of Inter vention

2

Segments

1

Val ue Pr oposition

3

Beneficiar y Val ue Pr oposition Impact Measur es What resources will you need to run your activities? People, finance, access?

What is the format of your intervention? Is it a workshop? A service? A product?

Beneficiar y

Par tner s + Key Stakehol der s

Channel s

Customer

6

Who benefits from your intervention?

4 How will you show that you are creating social impact?

Customer Val ue Pr oposition

Who are the essential groups you will need to involve to deliver your programme? Do you need special access or permissions?

What programme and non-programme activities will your organisation be carrying out?

How are you reaching your users and customers?

Who are the people or organisations who will pay to address this issue?

Cost Str uctur e

Sur pl us

Revenue

What are your biggest expenditure areas?

How do they change as you scale up?

Where do you plan to invest your profits?

Break down your revenue sources by %

5

What do your customers want to get out of this initiative?

Inspired by The Business Model Canvas

What is the potential social impact?

• How many people can you impact/ or the number of customers you can reasonably address?

• What will the societal impact be if you can serve these people?

• How will you measure the success of your venture? What measures or metrics will you use (eg. number of clients fed; decrease in chemical run-off, etc.)

Team (Member 1 Name) (Member 1 Role) (Member 1 Key Facts) (Member 2 Name) (Member 2 Role) (Member 2 Key Facts)…

Explain why you are the person/people to do this!

Slide #

Tag Line and/or Logo

Summarize why they should be excited about your concept Recap: • What makes your problem an important one worth solving

• Why your solution can generate positive social impact • Why your concept represents a new and better way to tackle a pressing social problem Slide #

Tag Line and/or Logo

Thank You!

Slide #

Tag Line and/or Logo

Tip: Engage your audience • Be relaxed and conversational but express conviction for your ideas • Posture matters – stand straight, don’t pace or fidget, make eye contact with your audience • See yourself as telling a story • Pick words that create a visual image in listener’s mind • Choose powerful words that grab attention

• Prepare ahead of time for questions they might ask, so you can stay relaxed and energized during Q&A

Tip: Keep slides simple, visual and clean • One idea per slide • Aim to use visuals more than words • Use charts and graphs to convey quantitative information

• Use simple visuals/photos and minimal for qualitative information that can’t be graphed.

• Check out this link for examples of great pitch decks

Example: Early AirBnB pitch deck Solution

3

A web platform where users can rent out their space to host travelers to:

SAVE MONEY when traveling

MAKE MONEY when hosting

SHARE CULTURE

local connection to the city

Template by PitchDeckCoach.com

Market Validation

4

Market Size

5

Product SEARCH BY CITY

630,000

17,000

on temporary housing site couchsurfing.com

temporary housing listings on SF & NYC Craigslist from 07/09 – 07/16

6 REVIEW LISTINGS

BOOK IT!

1.9 Billion+ 532M

10.6M

TRIPS BOOKED (WORDLWIDE)

BUDGET & ONLINE TRIPS

TRIPS W/AB&B

Total Available Market

Serviceable Available Market

Market Share

Template by PitchDeckCoach.com

Template by PitchDeckCoach.com

Template by PitchDeckCoach.com

Competition

AFFORDABLE

OFFLINE TRANSACTION

9

ONLINE TRANSACTION

Competitive Advantages

10

1st TO MARKET

HOST INCENTIVE

LIST ONCE

Lorem ipsum dolor sit amet, consectetur adipiscing elit.

Integer nec odio. Praesent libero.

Lorem ipsum dolor sit amet, consectetur adipiscing elit.

Integer nec odio. Praesent libero.

Lorem ipsum dolor sit amet, consectetur adipiscing elit.

Integer nec odio. Praesent libero.

EASE OF USE

PROFILES

DESIGN & BRAND

Lorem ipsum dolor sit amet, consectetur adipiscing elit.

Integer nec odio. Praesent libero.

Lorem ipsum dolor sit amet, consectetur adipiscing elit.

Integer nec odio. Praesent libero.

Lorem ipsum dolor sit amet, consectetur adipiscing elit.

Integer nec odio. Praesent libero.

EXPENSIVE Template by PitchDeckCoach.com

Template by PitchDeckCoach.com

Some more inspiration • Here are some example elevator pitches that are well done: – Elevator Pitch 1 – Elevator Pitch 2 – Elevator Pitch 3