P&P Notes 2nd Day

Funding Process
Alireza Masrour

quarta-feira, 6 de julho de 2011

P&P NOTES 2 DAY

• e-mail a Blurb (ﬁrst paragraph)

• 1 pager (executive summary - if they want to see you)

• Send 10-12 slides (2 min per slide and no more than 3
messages on each slide) If they like it they will ask for a
follow-up meeting

• Rarely ask for BP (but Financial Projections are good to show
how big you think)

• Patent information (technology discription)

• Recomendations (thats good news it means they are serious)


ITS ALL ABOUT TIMMING

Estimate Market Value
If you get 10% of the
Market Revenue
TIME
and 10% of Investment,
thats your funding MARKET

GY
LO
TE

NO
AM

CH
TE


TEAM IS ABOUT

• BRING A CEO ON BOARD FROM BEGINING
• TEAM IS ABOUT POSITIVE THINKING
• A SOLUTION
• A KNOWLEDGE
• SMART CAPITAL
• KNOW-HOW
• Sellling Know-How
• Negotiation Know-How
• Competition Accumen
• Industry Knowledge
• Core Technology Know-How


TEAM IS ABOUT
DO LESS BETTER
STUDY YOUR MARKET

DONT PRESENT TO VC’s SPEAK TO GUY FROM DB TO
DO THIS FOR YOURSELF PORTRAY MARKET
NO COMPETITION
MEANS NO MARKET..SO GETTING FUNDING IS ABOUT
FIND YOUR MARKET GETTING EXIT
DONT SEND COMPANIES GET SOLD TO
PRESENTATION OTHERS IN THE OTHER
OTHERWISE O DONT WOCKETS (SO STUDY THEM)
NEED TO MEET YOU
PORTRAY THE MARKET TO AS TO
ILLUSTRATE WHO YOU WILL BE
SOLD TO

SPEAK TO GUY FROM DB TO
PORTRAY MARKET


PITCH WORKSHOP
DEMO COACH
Nathan Gold


DEMO COACH
#1 WEAK OPENING
1. Weak Opening (get there early, no mistakes, no setbacks, if
you are late give them a brake, consider prezzi)
2. Be different - Start your presentation at an odd time 10h15
(they will remember you were the people that started at odd
time)
3. Verify time (check how much time you really have. “I just
want to verify the time we have..”)
4. Opening (1 slide for 30 min., Jokes? Ask the audience a
question, Get them to do something..reach into your pockets
and get out your credit card...I wanna show you something)


DEMO COACH
#2 SLIDE ABUSE
1. Dont use Dense slides (a lot of text)
2. One Word or one Number by Slide
3. Keep away from UPPERCASE
4. Dont give away the KPI’s or Units of Measure
5. If you have a graphic dont give them the paragraph
6. Press B (and PP goes Black) or W for White to get back the
attention of the crowd


DEMO COACH
#3 NOT MEMORABLE
1. SSAME
2. USE A STORY (HOW YOU DESCRIBE YOUR BUSINESS)
3. USE EXAMPLES (EX: WE DO, WE ARE THIS+THIS..)
4. SSAAMME - USE SIMALIS OR ANALOGY OR METAPHOR
(HOW WE LEARN..)
5. USE IMAGES


DEMO COACH
#4 POWER THEIVES
1. NERVOUS
2. UM
3. NO PAUSES
4. BASICALLY
5. ACTUALLY
6. I THINK


DEMO COACH
#5 DEMO
1. TMI (too much information), Long..Deep
2. Always be ready!
3. Live Demo? Live Recording of a DEMO (is it necessary to be
live?)
4. Camptatia Sofware (in Prezzi it gets all included in the slide)
5. Turn off the sound when in Demo


DEMO COACH
#6 BAD ONLINE ETTIQUETTE
Webex
GoToMeeting

1. Verify
2. Enlarge Mouse Pointer (how do you do that?)
3. Am I on the right track? (make sure people are following)
4. IM (turn off instant messengers, consider using a seperate
computer just for demo)
5. Transfer control (if it is really easy to use why dont you
transfer control?)
6. K16CAT (use technology as a hand radio..Are there any
questions? The net controler? Are there any questions in
London, Dubai..go around the space so you can harvest the
questions...you will get more questions)


DEMO COACH
#7 LACK OF ENTHUSIASM
1. VOICE
2. GESTURES
3. COM=W+V+F (WORDS,VOICE AND FACIAL
EXPRESSION)
4. ALBERT MEHRABIAN
5. C=7%+35%+55%
6. FACE!!!!
7. I AM EXCITED ABOUT THIS PRODUCTSERVICE
BECAUSE...IT REALLY HELPS YOUTHS MAKE BETTER
CAREER DECISIONS THROUGHOUT THEIR LIVES


DEMO COACH
#8 CULTURE AWARENESS
1. GESTURES (NUMBER 2 INVERTED)
2. WORDS
3. PICTURES
4. FOODS
5. CHECK THE INTERNET FOR INNADEQUATE CULTURAL
IMAGES GESTURES, TEST THE METHAPORES, IMAGES,
ETC


DEMO COACH
#9 POOR QUESTIONS
1. ITS ONLY OVER WHEN YOU TAKE QUESTIONS
2. ARE YOU DEFENSIVE? (6 SHOOTER)
3. ARE YOU COACHABLE?
4. HOW DO YOU PERFORM ON YOUR OWN FEET?

• LISTEN VERY CAREFULLY
• STOP & THINK
• REPEAT &/OR REPHRASE THE QUESTION
• TAKE NOTES (WHEN THEY ARE ASKING..)
• TELL PEOPLE WHAT YOU EXPECT ITS YOUR
RESPONSIBILITY (QUESTIONS AT END)

DEMO COACH
#10 TOO MANY SLIDES
1. ITS NOT ALWAYS TO TAKE SOME OUT
2. TOO MANY SLIDES WITH WORDS AND GRAPHICS
VIDEO IS EXPECTED

3. RIGHT & LEFT BRAIN INVOLVED
CREAZA
SOFTWARE THATA RENDERS
VIDEO IN THE CLOUD

4. PICTURES INTERACTIVE WHITEBOARD
EBEAM EDGE

5. VIDEO CLIPS
6. FLIPCHART
7. WHITEBOARD
8. EBEAM EDGE


BONUS

1. PRACTICE IS ESSENTIAL
2. REHERSE (1HOUR PER MINUTE)
1. 10 HOURS TO PREPAR A 2 MIN PITCH
2. 50-100 HRS FOR YOUR TEN MINUTES
3. VIDEO FEEDBACK
4. REAL AUDIENCES
5. LIGHTS ARE ALSO IMPORTANT


P&P Notes 2nd Day

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