capital providers exec summary - outline for eia 5-minute pitch

1. How to Present a
Business concept in a
5 - Minute PowerPoint
CONTENT
Published by the Entrepreneurship Foundation, a 501(c)3 non profit. Copyright © Academy Group

2. CRITERIA
Investors need clear,
compelling,
credible information
Page 2

3. CONTENT for 3-MINUTE PITCH
1. Problem
2. Product or Service (The Solution)
3. Potential
4. Proof of demand
5. Process: Marketing and Distribution
6. Positioning
7. People
8. Profit
9. Proposal
10. Perseverance

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1. THE PROBLEM:
Customer Pain
Describe what creates the demand
for your solution:
“Pain” and/or
High cost of alternatives
Explain the “value-proposition”
What you get
What customer gets in return

5. 2. PRODUCT or Service
(Your solution to the problem)
Position the company to create a framework for
your presentation.
Your name
Company name
What you do:
“Carnage Company manufactures
non-flammable seats for automobiles
and aircraft”
Page 5

6. Page 6
3. POTENTIAL
Size of Target Market
Market Niche: Define the characteristics of
the companies or consumers that need your
solution – your potential customers.
Document the number of prospects that
have the need. (Not world census data.)
Growth: Is the market growing? Why?

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4. PROOF OF DEMAND
Customer Validation
Market Research Interviews and Survey results

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5. PROCESS: Channels
Briefly explain the selling cycle: how you propose
to reach your target audience.
Marketing – To raise customer awareness of
your product and stimulate interest
Sales – To give decision makers a convenient
way to learn details and place order
Distribution – How will product get into hands of
customer? Who will collect payment?
Support – To help customers understand
product during installation and use.

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6. POSITIONING
Versus Competition and Alternatives
Comparison to Important Competitors
Address Inertia: How will you get
customers to change what they are using
now?
Big Dogs – How will well-known companies
with established relationships with your
target customers react to your company?

10. Page 10
How will you keep competitors
out of your market? (What
“Barriers to Entry” can you erect?)
Patents – Received, pending. US and abroad.
Lead time advantage – Would it take a
competitor years to reproduce your technology?
Major Customer locked in
Critical suppliers locked in

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7. PEOPLE
The Management Team
CEO – Prior entrepreneurial experience in
similar business
CTO – Demonstrated know-how of technology
CMO – Proven knowledge of the target markets;
strong relationships with buyers
CFO – Prior profitable experience for investors
Who is full-time, part-time?
On the sidelines awaiting funding?

12. Board of Directors or Advisors
Page 12
Indicate if you have a BOD and/or BOA
Highlight members that have particular
strengths, renown, or connections in your
industry
Law Firm / Accounting Firm
If you have a relationship

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8. Projected Financials
Revenue Streams and Costs
Who is the customer
Who pays you?
How much?
What are your costs per product/ or hour of
service … Including:
Packaging and Delivery costs?
Post-sale customer service cost?

14. Explain “dramatic” numbers, such as:
“Hockey stick” growth
Unprecedented profit margins
Page 14
Year 1 Year 2 Year 3 Year 4 Year 5
Units Shipped
Revenues
- Cost of Goods Sold
= Gross Profit
- Overhead
= EBITDA

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9. THE PROPOSAL
What do you want from audience?
How much capital do you need?
How will you use these funds to
launch or grow the company?

16. Exit Strategy
Equity investors will want an exit to recoup
their investment.
If you anticipate being acquired…
Identify two or three likely buyers
Explain why they would be interested
Cite price of recent acquisitions of
comparable companies
Describe any relationships you already have with
potential acquirers
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17. Page 17
Answering Questions
Prepare answers to likely questions
Memorize statistics and numbers
Be open to advice and criticism from
investors

18. How to Present a
Business concept as a
3- Minute PowerPoint
Style
Published by the Entrepreneurship Foundation, a 501(c)3 non profit. Copyright © Academy Group

19. Page 19
Delivering the Presentation
Grab attention
Lead with strongest suit
… but do not make unsupportable claims
Be MEMORABLE
Demonstrate control and leadership
Let your enthusiasm and confidence show
Stay within the allotted time

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Slides
Slides should offer evidence to
support or supplement oral argument
Put a sales message in title
Add Company logo (on all slides)

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Legibility
Short words and phrases
7 lines, 7 words, no word wrap
Light text on dark background
Audience-friendly text
Arial or Helvetica
24 pts. or greater (this is 32 point)

22. Page 22
Charts and Graphs
One idea per slide
Content should be grasped in two
seconds
Labels must be legible

23. Page 23
And Finally ….
Rehearse, Rehearse, Rehearse…It does make a
difference
Videotape yourself
Practice in front of anyone that will listen:
friends, family, your management team,
the dog
Practice until smooth and polished; easy
to listen to
And remember ….. ENTHUSIASM!

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Competitions
UB – April 24 -- $1000 in cash awards
State Business Plan Competition
Online application due April 18
www.Back-Offices.com/college
Finals April 26 – 1-5 pm, in conjunction
with CT Entrepreneurs Conference

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