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What our members have to say...
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"I found the presentation last week to be very informative and the fact that the presentation was for a precise duration forced the presenters to be direct with the pitch and the questions by the judges were relevant and appropriate in the circumstances and contributed to the presentation."
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Dominic Varrasso - Varrasso & Associates |
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Investor Pitch on a Napkin - The 7Ps of Elevator Presentations
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I was doing a little housekeeping recently and I came across a link to a clever entrepreneur-friendly coaching tool from last year that I thought I’d pass on.
The 7Ps of Investor Presentations…on the back of a napkin comes from a member of Tech Coast Angels (TCA), one of the largest and most active organized groups of angel investors in the world. With more than 300 members in five regional networks in Southern California, TCA has a portfolio of more than 160 companies and has invested more than $100 million.
The group evaluates more than 500 deals each year. This means they see a lot of business plans and presentations — good and bad.
The presentation frames seven topics that are the minimal requirements for any investor presentation. What I like about this tool is that it tees up questions that are on every investor’s mind and suggests how the investor needs to feel at the end of the presentation to take the next step with the entrepreneur.
Pitch: “Who are they and why should I care?” The entrepreneur needs to create enough investor curiosity to get a second meeting.
People: “Can this team deliver?” The entrepreneur wants investors left with the feeling that people won’t be a problem with this investment.
Pain: “Is the problem painful for the customer?” Investors need to know whether the pain is real, if the customers will pay, and if the market and opportunity is large enough for a high-multiple return.
Product: “Is there a potentially great product here?” The investor needs to see that the product is unique, that it solves the problem described, and that the customers will buy it.
Players: “Who is your competition?” After this slide, the investor needs to believe that the customer will see the value in this product over the competition and that they will pay for it.
Projections: “Show me the money.” Investors want to feel that the business model will make money in the long run.
Proposition: “What’s the deal?” Investors need to believe that the valuation is reasonable given the team, product, and market compared to other deals.
Raising capital is difficult, but it doesn’t have to be a drudge.
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