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PITCH TEMPLATE Bertha Centre For Social Innovation and Entrepreneurship

PITCH TEMPLATE Bertha Centre For Social Innovation and Entrepreneurship. Researching. Teaching. Catalysing. Convening. PITCH OVERVIEW. In today’s competitive world, entrepreneurs MUST stand out and pitch their ideas in a CONVINCING and COMPELLING manner

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PITCH TEMPLATE Bertha Centre For Social Innovation and Entrepreneurship

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  1. PITCH TEMPLATE Bertha Centre For Social Innovation and Entrepreneurship Researching Teaching Catalysing Convening

  2. PITCH OVERVIEW • In today’s competitive world, entrepreneurs MUST stand out and pitch their ideas in a CONVINCING and COMPELLING manner • Entrepreneurs have a limited time to convince potential investors, partners, customers to pick you • Getting your pitch presentation right is crucial as it could lead to financing, growth and buzz.

  3. PITCH STRUCTURE • INTRODUCTION – The Business and You • PROBLEM STATEMENT • SOLUTION DESCRIPTION • TARGET MARKET SEGMENTATION • KEY PARTNERSHIPS • COMMERCIAL MODEL • GROWTH STRATEGY • JUSTIFIABLE ASK

  4. INTRODUCTION – THE BUSINESS & YOU • Who are you and what is your role in the company – other key partners or directors should also be included • What the business does and when it started • Mission • If the business has commenced trading – size of annual turnover, employees, contracts secured • *This slide is intended to give a few key facts and establish credibility for the enterprise

  5. PROBLEM STATEMENT • Starting your pitch with a compelling problem statement hooks in the audience and clearly demonstrates the need for your product/service • Tell the story: Who or what are you trying to impact? • Describe the problem that affects them • Give the necessary background to prepare your audience to appreciate your solution • How big is the problem? • Can you link it to the type of person/group the audience can relate to? • How many people face this problem? • What impact does this problem have on society?

  6. CRAFTING YOUR PROBLEM STATEMENT • 1 sentence which explains the size of the problem globally or in the target region [demonstrate understanding of the problem at a local level] • 1-3 bullets explaining why the problem is a problem [what is the economic, social, environmental impact of the problem on society/affected group] • 2-4 bullets explaining why current interventions have failed or are not ideal [do current solutions exist? Do they partially solve the problem? Are the issue with access, quality or affordability – as far as possible, be comprehensive in outlining the failure of current available solutions – DO YOUR RESEARCH!]

  7. SOLUTION DESCRIPTION • Clearly explain how your solution works • Describe how your solution solves the problem you have just explained • Ensure that the target audience clearly understand what you are selling – say what you do in simple and specific language • What is your value proposition - briefly describe your organisation and the value it provides, define the target customer/beneficiary and why they will choose your product/service offering over other alternatives • Show how your solution improves upon previous solutions • Use pictures, diagrams and anything else that brings the solution to life • Demonstrate how your solution has positive social/environmental impact and what is the potential for scale

  8. SOLUTION DESCRIPTION – USEFUL TIPS • Focus on how you solve the problem and not how the technology works • Describe the solution from the customer/beneficiary point of view • Highlight the innovative aspects of your solution • Say what you do in simple and specific language

  9. MARKET SEGMENTATION • Clearly articulate your target market in a manner that delineates “who” your target customer/beneficiary • What is the size of each segment? • What are the reasons for adopting your product/service for each market segment? • *Focus on the major market segment only • *If the end beneficiary is not paying for the product/service, you may need to segment your end beneficiary and paying customers separately

  10. KEY PARTNERSHIPS • Briefly cover the key partnerships that have fundamental impact on your business • Who is the partner, what is the nature of the partnership and what value is exchanged? • *Explain who the partner is, how you work together, and why it makes sense for them to work with you ( from the partner’s point of view)

  11. COMMERCIAL MODEL • Clearly explain in a systematic way how your product/service generates profits • [Be clear on revenue, costs and margins] • Core assumptions embedded in the financial model should be illustrated • Describe the business model simply and clearly (sometimes a diagram/visual with inflows and outflows helps greatly for the audience to understand)

  12. GROWTH STRATEGY • Confirm where you are in the business (lifecycle) and where you plan to grow to • Clearly demonstrate your growth strategy over a three to five year period • Growth should be demonstrated in terms of: • Financial metrics (revenue, profits, service/products sold) • What the impact will be based on the environmental and social metrics you will use to measure success

  13. JUSTIFIABLE ASK • 4 Core elements • Elements must make sense individually, and fit together to tell a cohesive story • Articulate what you want from an investor, partner or any other stakeholder • Example: • “We are seeking [xx amount] of [type of capital] funding to [use of funds]. That investment will enable us to [social impact] and return to investor]”

  14. THE PERFECT PIE PITCH! Source: Unknown (online)

  15. Useful Pitching Tips

  16. THE ELEVATOR PITCH: WHAT IS IT? • A quick one-liner summary that combines your vision/product and the mission of your company • Keep it short and memorable! • Try: making it relatable… as in “We are X for Y” • (“We are AirBNB for Event Spaces”) • (“We are the Starbucks of Frozen Yogurt”)

  17. MASTER YOUR Elevator Pitch Maximum 5 lines What is your company’s name? What does your company do? Points to include in your elevator pitch! What new benefits do you provide and/or what pain points are addressed? What is your unique selling point? 30seconds max (duration of an elevator ride)

  18. team TRACK RECORD is crucial TO SECURING FUNDING Reflect team’s values and standards Highlight the founding team’s background Funders fund teams and not ideas because great teams are rarer than great ideas! Highlight team achievements/awards Demonstrate team track record and experience Can include board members and advisors for credibility

  19. DOS AND DON’TS OF PITCHING • ✖️Do not over-clutter your slide presentation with pics/text • ✖️Do not go into too much detail or belabor singular points • ✖️Do not include material and/or facts you cannot defend • ✖️Do not use informal language or slang • ✖️Do not wear informal clothes • ✖️DO NOT DOUBT YOURSELF! • ✔️ Ensure you address the: Who, What, When, Why, How • ✔️ Be articulate and concise about your investment ask • ✔️Ensure slides are legible and eye-catching • ✔️Practice your pitch before delivery • ✔️Prepare to answer questions relating to your presentation • ✔️ LOOK ENTHUSED AND ENJOY TELLING YOUR STORY!

  20. Other Useful Tips

  21. MANAGING THE INVESTOR RELATIONSHIP • Know your business strategy • Know your potential investor’s background • Know how to discern between good advisory and mission drift/shift • Think of how to reposition your business model and impact in new ways

  22. FUNDAMENTALS FUNDERS WANT TO BE CONVINCED OF • Strong value proposition and articulate business plan • Evidence of potential market for product or service • Strong impact thesis if yours is a social enterprise • Team commitment and credentials • Financial management and planning

  23. DRAW UP AN INVESTMENT LIST FROM DAY 1! • An investment list is critical as it helps you determine how much has already been invested in your business. • Knowing that there have been other prior investments gives new investors confidence in your business and they are more likely to invest further in your business. • Investment is not only monetary, it includes in-kind support too: office supplies/equipment, technical expertise • How much money have you invested in your business to date? • How much money have other parties invested to date? • How much in-kind support have you received to date?

  24. Appendix: Useful Resources

  25. Focus areas for a social enterprise Kathleen Kelly Janus, a social entrepreneurship expert who has worked with many social entrepreneurs on their journeys, lists these as the critical areas social enterprises should focus on to achieve success. Complete the evaluation here: http://www.kathleenjanus.com/uploads/2/4/4/7/24478833/social_startup_success_evaluation_toolkit_-_janus_1.pdf Source: Kathleen Kelly Janus, Social Entrepreneurship Evaluation Starter kit

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