This document provides an overview of a workshop on pitching to investors. It includes: 1) An agenda with segments on structure and purpose of pitches led by Karen Rands and strength in delivery led by Sally Williamson. 2) Information on Karen Rands and her companies that support entrepreneurs in gaining access to capital. 3) Tips for effective pitches, including focusing on getting follow up meetings rather than investments, hitting key points in 6-7 minutes, and following up aggressively with investors. 4) Examples of what to cover in a 6 and 10 minute pitch, including problem, solution, market size, business model, customers, traction, management, and return on investment.

1. How to Pitch Investors Workshop
Karen Rands – Structure and Purpose of Pitch
Sally Williamson – Strength in your Delivery
Company’s Practice
FastPitch Segment
Practice

2. The Money Hunt©
Pitching to Investors
By Karen Rands
The Money Hunt© 2008 2

3. Overview of the Companies
• Who is Karen Rands?
• Education—Emory Grad, U.F. MBA
• Career Experience– IBM, Serial Entrepreneur
• Lifelong Learner
• CEO Space Grad since July 07
• Kugarand Holdings (established 2001)
• We are Venture Catalysts
• Passion for Entrepreneurism
• Opportunist & Visionary with a mission
• Launch Funding Network (www.launchfn.com )
• Network of Business Angels and Investors (www.nbai.net)
• KYR Media (www.howtobeanangelinvestor.com)
• Our Funding Planet (www.OurFundingPlanet.com)
The Money Hunt© 2008 3

4. What We Offer Entrepreneurs
• Fast Track Knowledge to gain Access to Capital
– Capitalization Strategies
– Coaching through the process
– Messaging – written & verbal
– Access to capital
• Angel networks and forums (NBAI)
• Traditional and alternative lenders
• Institutional Finance
• Business Building Resources
– Strategic Advisors for sales, planning
– Operational Resources
– Business Plans – write, rewrite
– Board Development, Key Resource Recruiting

5. The Investor Events

6. Our Goal is to Equip You
• Individual vs Group Setting
• Prepare you for pitching to a crowd.
• What about the Pitch
– The goal of a pitch is not what you think
– 5 common mistakes entrepreneurs make
– Telling the Story in 7-10 minutes
• After the Pitch
The Money Hunt© 2008 6

7. Individual vs Group Pitch
• Individual or small group settings
– Generally knowledgeable about your deal
– Interactive
– Long – 20 minutes to an hour
– Emphasize relationship as much as ROI
• Group Setting
– Varied audience
– May be first time hearing about
– Short presentation 6-9 minutes to intro
– Goal to get the next meeting, all ROI

8. Purpose of Group Pitch
• Shorten the Capital Raise Process with
increased access to capital
• Save you time because they will qualify
themselves
• Every investor has potential or knows
someone
• Create the Buzz
• Learn & Improve

9. Making the Pitch
• Goal is NOT to get them to Invest TODAY
• Goal IS to entertain and entice
– Interesting, compelling
– Create the buzz for you
– They want to spend time for due diligence
• It is all about them and their money
– Risk vs Reward - ROI
• Gold is in the Follow Through
The Money Hunt© 2008 9

10. Follow Through
• Compile Cards, notes on back – grade
them
• Compare to List you get from organizers
• Follow up by email – two types
– Personal and general, include profile,
something not covered in pitch
• Call in order of priority
• Schedule a webinar, personally invite
• Continue to call until told NO

11. Most Common Pitch Mistakes
1. Using a Sales Presentation
– Not selling a customer
2. Selling the decision
– Sell the follow up meeting
3. Not being prepared
– Get Coached, Practice
4. Trying to cram too much info
– Hit the Highlights
– Large Font, Limited Bullet Points
5. Not understanding what is important
The Money Hunt© 2008 11

12. Most important things to cover
• USP / UVP Unique Selling/Value Proposition
• Target Market
• Why You--- Not just money
• How to Execute on Plan
• Status, next steps -- Milestones
• Use of funds -- Not large pool of working
capital
• Competition -- Includes the Status Quo
• Exit – ROI to the Investors
The Money Hunt© 2008 12

13. The Money Hunt© 2008 13
Introduction
The Problem
The Solution
Market Size
Business Model Sales Cycle
Customers
Partners
Traction
Advisory Board
Management
Competition
{00:30 seconds}
{02:30 seconds}
{06:30 seconds}
{08:30 seconds}
{10:00 min.}
Financials
The Offer
Based on Original “Anatomy of a Pitch” as provided by, Alliance of Angels, Copyright 2005
Barriers to Entry IP Protection
Anatomy of the 10 min Pitch
JT Ventures
Elevator Pitch
Use of Funds

14. Fundamental difference
• Any pitch should be compelling
• Shorter Pitch more conversational
• Power in the words
• Use of pictures to convey key points
• Less structured the shorter the pitch

15. The Money Hunt© 2008 15
Introduction
The Problem
The Solution
Market Size
Business Model Sales Cycle
Customers
Partners
Traction
Advisory Board
Management
Competition
{00:30 seconds}
{02:30 seconds}
{06:30 seconds}
{08:30 seconds}
{10:00 min.}
Financials
The Offer
Based on Original “Anatomy of a Pitch” as provided by, Alliance of Angels, Copyright 2005
Barriers to Entry IP Protection
Anatomy of the 6 Minute Pitch
JT Ventures
Elevator Pitch
Use of Funds
Elevator Pitch
- The Need
The Market Opportunity
- Competition
Execution
- Mitigating the Risk
ROI - Revenue
- Invitation

16. In Conclusion
• 6-7 minute presentation
– The Need & Your Solution
– Barrier to entry – real or perceived
– Execution
• Management, Traction, Advisors
– Market Opportunity, ROI
– Invitation to meet
The Money Hunt© 2008 16

17. At your Service
Questions?
Presented by Karen Rands
www.KugarandHoldings.com
www.LAUNCHfn.com
www.NBAI.net
www.blogtalkradio.com/karen-rands
www.OurFundingPlanet.com
www.EntrepreneurBlogSpace.com
www.MyVirtualAngelWorld.com
www.kugarand.podomatic.com
The Money Hunt© 2008 17