11 point plan for a killer startup pitch (it’s not a TEDx talk)

Richard Lucas April 2017
I received this e-mail a few weeks ago from the organisers of a business plan pitching competition.

Request for help

“Dear startup pitching competition organiser.
My first reaction is  “NOOOOOOOOO”
“I’m too busy. My TEDxKazimierz event is only three weeks away.     There is a lot of great advice on how to pitch available on this top secret website here 

Having said that it’s good to ask for advice. I shouldn’t be too harsh,  I will share my thoughts in a blog post that is available to everyone, based on the hundreds if not thousands of pitches I’ve seen and read and the thousands of hours I’ve devoted to TED and TEDx – in recent years helping many TEDx speakers prepare “the talk of their lives”.

TEDx talks have only some things common with pitching.  Almost always TEDx talks are about an idea, and cover
Why the idea matters to the speaker.
Why the idea might matter to the participants in the event and those viewing on line.
Why the speaker is the (or one of the ) right person/people to talk about the idea.
A call to action – what the speaker wants to audience to do about their idea.
TEDx talk are short, up to 18 minutes. A pitch will often be shorter. No selling is allowed in a TEDx talk though some might argue speakers are “selling” their ideas. There is a lot of information on the TED.com web site here about preparing a TEDx talk. One of the reasons TED and TEDx are so successful  is that we pay so much attention to ‘speaker prep’.
TEDx-s  invest far more time in speaker preparation than any other event  I’ve ever been involved in or heard about.
For those preparing to pitch in Startup Competition, here is some general advice based on my experience. I may be wrong. There are other approaches which for sure have worked.

This is just my take (after nearly drowning in smug patronising BS and often laziness).

In general, your pitch should be grounded in terms of facts: supported by evidence, not your assumptions and beliefs.

Be respectful of your audience’s time and intelligence., Don’t waste their time with information that is not relevant. Don’t think you can BS them.

Do present your data in a way that would be acceptable to a school teacher (cite data sources , don’t show graphs with no axes, give time series and trends).   Showing unlabelled graphs showing exponential growth gives the impression you think the judges are stupid.

Know your numbers.  Be ready with answers to questions like “what do you value your business at” and “what will you do with the money if we invest”. Here are 11 points that make a good pitch for me.

  1.  Start with the problem your products or service solves. Imagine your product is a pain killer. What pain is it helping to kill.  Why is the product or service significant.
  2.  Explain why this matters (not to you, but the clients) and how big the problem/market is locally, nationally and globally.
  3. Give information about sales/clients, (or potential clients you have talked to if you product is not yet shipping) suggesting or proving that clients will buy your (proposed) solution.
  4. talk about markets and clients – say something intelligent about the types of clients you expect to have, which clients are priorities and why.
  5. Describe your business model. How much your product/service costs to make, and how much you are going to sell it for, and how much money you expect to make out of each type of client (estimated life time value of a client). If you don’t know, estimate it or make a comment about it and share your assumptions. “once we have traffic and users we will figure it out” is not impressive.
  6. Describe your sales and marketing processes (how you get your clients, how much it costs you to get clients (cost of client acquisition). If you don’t know estimate it, make a comment about it, show you know that this issue matters.
  7. Competitive landscape (after doing Google research in English) who are your competitors and potential competitors, who are key players in the “Eco System” of your market  and what your advantages are (cost, technology, business model, approach).  It makes you look lazy and ridiculous if a judge finds a competitor you are not aware of by searching on his/her phone while you are presenting.
  8. talk about what you believe are barriers to entry (what Warren Buffett calls “moats”) that make it hard for other companies to copy you or enter your market if you start succeeding.
  9. How will have sustain your competitive advantage over time.  what do you have in terms of cost, technology, business model, approach, or people that will keep you ahead.
  10. Give information about your team, leadership and ownership. What makes them the right people. Who – if any – of your team is being paid,  what your monthly outgoings are, and how you expect to retain and attract talent.  If you have gaps in your team, be upfront. If you haven’t found a CTO yet, you probably shouldn’t be pitching, unless it is a competition where your goal is to find one.
  11. End games/exits. If things work out, what options will investors have for getting a return on their money.
Hope this helps.
Richard

SaveSave

SaveSave

SaveSave

Leave a Reply

Your email address will not be published. Required fields are marked *

0 comments on “11 point plan for a killer startup pitch (it’s not a TEDx talk)

  1. Your comment is awaiting moderation.

    Awesome data. Thanks a lot.
    https://www.dunamisproductions.com/
    cheap canadian drugs
    canadian cialis
    online drugstore
    [url=https://www.waltcoexpress.com//]canadian pharcharmy[/url]

  2. Your comment is awaiting moderation.

    Helpful postings. With thanks!
    https://www.lunarciel.com/
    pharmacy tech
    top rated canadian pharmacies online
    price prescription drugs
    [url=https://www.dunamisproductions.com//]northwestpharmacy[/url]

  3. Your comment is awaiting moderation.

    Very good postings, Kudos.
    https://www.interlandchemie.com/
    canada drug pharmacy
    canada drug
    prescription prices comparison
    [url=https://www.lunarciel.com//]mexican pharmacies shipping to usa[/url]

  4. Your comment is awaiting moderation.

    Thanks. Lots of material!

    https://www.visitwaushara.com/
    canadapharmacy com
    canadian drugs
    northwest pharmacy
    [url=https://www.lunarciel.com//]trust pharmacy canada[/url]

  5. Your comment is awaiting moderation.

    Kudos! I value this.
    https://www.interlandchemie.com/
    cialis canadian pharmacy
    canadian pharmacy online
    highest rated canadian pharmacies
    [url=https://www.lunarciel.com//]canadian pharmaceuticals online[/url]

  6. Your comment is awaiting moderation.

    Nicely put, Thanks.
    https://www.visitwaushara.com/
    best online international pharmacies
    northwest pharmacy
    canadian discount pharmacy
    [url=https://www.lunarciel.com//]canada pharmacy[/url]

  7. Your comment is awaiting moderation.

    Valuable content. Thanks a lot!
    https://www.waltcoexpress.com/
    prescription drug
    northwest pharmacy
    canada drugs online
    [url=https://www.dunamisproductions.com//]canada drug[/url]

  8. Your comment is awaiting moderation.

    Tips very well considered..
    https://www.waltcoexpress.com/
    online pharmacy without a prescription
    canadian pharmacies
    discount prescription drug
    [url=https://www.lunarciel.com//]london drugs canada[/url]

  9. Your comment is awaiting moderation.

    You stated that well.
    https://www.waltcoexpress.com/
    online pharmacy canada
    canadian pharmaceuticals online
    overseas pharmacies
    [url=https://www.waltcoexpress.com//]canadian pharmacies-24h[/url]

  10. Your comment is awaiting moderation.

    Wonderful stuff, Appreciate it!
    https://www.lunarciel.com/
    online pharmacies
    london drugs canada
    canadian pharmacy
    [url=https://www.waltcoexpress.com//]mexican pharmacies shipping to usa[/url]

  11. Your comment is awaiting moderation.

    Good facts. Many thanks.
    https://www.waltcoexpress.com/
    highest rated canadian pharmacies
    trust pharmacy canada
    drugs online
    [url=https://www.visitwaushara.com//]canadian online pharmacies[/url]

  12. Your comment is awaiting moderation.

    You actually suggested that very well.
    https://www.interlandchemie.com/
    buy prescription drugs without doctor
    canada pharmaceuticals online
    meds online
    [url=https://www.waltcoexpress.com//]canadian online pharmacies[/url]

  13. Your comment is awaiting moderation.

    You suggested this wonderfully!
    https://www.dunamisproductions.com/
    visit poster’s website
    northwestpharmacy
    prescription drugs without prior prescription
    [url=https://www.interlandchemie.com//]canada online pharmacies[/url]

  14. Your comment is awaiting moderation.

    Thanks a lot. I like it.
    https://www.visitwaushara.com/
    best canadian pharmacies
    canadian pharcharmy
    online pharmacy no prescription needed
    [url=https://www.dunamisproductions.com//]canadian pharmacy online[/url]

  15. Your comment is awaiting moderation.

    Very good facts, Thanks a lot!
    https://www.lunarciel.com/
    buying prescription drugs canada
    canada pharmacy
    online discount pharmacy
    [url=https://www.waltcoexpress.com//]canadian drugs[/url]

  16. Your comment is awaiting moderation.

    Seriously lots of helpful tips!
    https://www.visitwaushara.com/
    drug prices comparison
    canada drugs online
    cheap prescription drugs
    [url=https://www.lunarciel.com//]canadian pharmaceuticals online[/url]

  17. Your comment is awaiting moderation.

    Nicely put, Many thanks.
    https://www.interlandchemie.com/
    canadian pharmacy
    canadian cialis
    board of pharmacy
    [url=https://www.dunamisproductions.com//]canada drugs online[/url]

  18. Your comment is awaiting moderation.

    Reliable advice. Kudos!
    https://www.lunarciel.com/
    canadian pharmacy viagra
    canadian pharmacies
    mexican pharmacies online
    [url=https://www.waltcoexpress.com//]canadian pharcharmy[/url]

  19. Your comment is awaiting moderation.

    Thanks! An abundance of knowledge.

    https://www.interlandchemie.com/
    international pharmacy
    aarp approved canadian online pharmacies
    drugs without prescription
    [url=https://www.dunamisproductions.com//]canadian pharmacies that ship to us[/url]

  20. Your comment is awaiting moderation.

    Kudos! I value this.
    https://www.dunamisproductions.com/
    cheap drugs online
    canadian pharmacies online
    overseas pharmacy forum
    [url=https://www.interlandchemie.com//]canada pharmaceutical online ordering[/url]

  21. Your comment is awaiting moderation.

    You mentioned this well.
    https://www.interlandchemie.com/
    canadian pharmacy
    top rated canadian pharmacies online
    prescription prices comparison
    [url=https://www.visitwaushara.com//]canadian online pharmacy[/url]

  22. Your comment is awaiting moderation.

    Thanks a lot! A lot of info!

    https://www.visitwaushara.com/
    prescription online
    northwestpharmacy
    canada online pharmacy
    [url=https://www.waltcoexpress.com//]canada drug[/url]

  23. Your comment is awaiting moderation.

    Thanks, I appreciate this!
    https://www.visitwaushara.com/
    canadian discount pharmacy
    canada pharmaceuticals online
    online drugstore
    [url=https://www.interlandchemie.com//]canadian pharmaceuticals online[/url]

  24. Your comment is awaiting moderation.

    You actually revealed that effectively.
    https://www.visitwaushara.com/
    overseas pharmacies
    aarp approved canadian online pharmacies
    best online pharmacy stores
    [url=https://www.lunarciel.com//]canadian drugs[/url]

  25. Your comment is awaiting moderation.

    Amazing loads of helpful knowledge.
    https://www.interlandchemie.com/
    canadadrugs.com pharmacy
    london drugs canada
    prescription drug price comparison
    [url=https://www.interlandchemie.com//]canadian online pharmacy[/url]

  26. Your comment is awaiting moderation.

    Lovely material. Thanks.
    https://www.visitwaushara.com/
    canada pharmacies online pharmacy
    canada drug
    pharmacy prices
    [url=https://www.waltcoexpress.com//]canada pharmacy[/url]

  27. Your comment is awaiting moderation.

    Thanks a lot. Ample facts.

    https://www.interlandchemie.com/
    pharmacy without dr prescriptions
    canadian pharmacies
    canada drugs
    [url=https://www.visitwaushara.com//]canadian pharmacies without an rx[/url]

  28. Your comment is awaiting moderation.

    You’ve made your point pretty well.!
    https://www.lunarciel.com/
    canadian prescription drugs
    top rated canadian pharmacies online
    mexican pharmacies
    [url=https://www.interlandchemie.com//]canadian cialis[/url]

  29. Your comment is awaiting moderation.

    Good write ups, Many thanks.
    https://www.dunamisproductions.com/
    canadapharmacyonline.com
    global pharmacy canada
    online pharmacy canada
    [url=https://www.interlandchemie.com//]canadian pharcharmy[/url]

  30. Your comment is awaiting moderation.

    You made your point.
    https://www.interlandchemie.com/
    online pharmacy reviews
    online pharmacies canada
    online pharmacy usa
    [url=https://www.lunarciel.com//]global pharmacy canada[/url]

  31. Your comment is awaiting moderation.

    You revealed it terrifically.
    https://www.waltcoexpress.com/
    canadian rx
    canadian online pharmacy
    pharmacy prescription
    [url=https://www.waltcoexpress.com//]canadian online pharmacy[/url]

  32. Your comment is awaiting moderation.

    Appreciate it. A good amount of material.

    https://www.dunamisproductions.com/
    canadian cialis
    canadian pharmaceuticals online
    canadadrugs
    [url=https://www.lunarciel.com//]aarp approved canadian online pharmacies[/url]

  33. Your comment is awaiting moderation.

    Incredible many of valuable tips.
    https://www.dunamisproductions.com/
    best online pharmacies canada
    canada drugs
    canadapharmacy
    [url=https://www.dunamisproductions.com//]canadian viagra[/url]

  34. Your comment is awaiting moderation.

    Lovely stuff, Cheers!
    https://www.dunamisproductions.com/
    canadian pharmacies
    canada drugs
    drugstore online
    [url=https://www.lunarciel.com//]global pharmacy canada[/url]

  35. Your comment is awaiting moderation.

    Regards. Quite a lot of tips.

    https://www.lunarciel.com/
    online canadian pharcharmy
    canada pharmacy online
    walmart pharmacy price check
    [url=https://www.lunarciel.com//]canada drugs online[/url]

  36. Your comment is awaiting moderation.

    Thanks, A lot of content!

    https://www.waltcoexpress.com/
    safeway pharmacy
    canada online pharmacies
    northwest pharmacy
    [url=https://www.interlandchemie.com//]canada drugs online[/url]

  37. Your comment is awaiting moderation.

    You made your point pretty well.!
    https://www.dunamisproductions.com/
    no 1 canadian pharcharmy online
    canadian pharmacy online
    canadian pharmacy meds
    [url=https://www.waltcoexpress.com//]canada pharmaceuticals online[/url]

  38. Your comment is awaiting moderation.

    Very well expressed genuinely. .
    https://www.lunarciel.com/
    mexican pharmacies online
    canadian online pharmacy
    compare prescription prices
    [url=https://www.interlandchemie.com//]canada pharmaceuticals online[/url]

  39. Your comment is awaiting moderation.

    With thanks. I enjoy it!
    https://www.visitwaushara.com/
    board of pharmacy
    canadian pharmacies without an rx
    canada drug prices
    [url=https://www.waltcoexpress.com//]canadian cialis[/url]

  40. Your comment is awaiting moderation.

    Good content, Regards!
    https://www.waltcoexpress.com/
    costco pharmacy pricing
    north west pharmacy canada
    canadian family pharmacy
    [url=https://www.visitwaushara.com//]canadian pharcharmy[/url]

  41. Your comment is awaiting moderation.

    Great postings. Appreciate it.
    https://www.visitwaushara.com/
    canadian prescription drugs
    canadian pharmacies-24h
    prescription drug assistance
    [url=https://www.lunarciel.com//]canada drugs[/url]

  42. Your comment is awaiting moderation.

    Seriously a good deal of excellent data!
    https://www.waltcoexpress.com/
    mexican pharmacy online
    online pharmacies of canada
    drugs without prescription
    [url=https://www.interlandchemie.com//]canadian viagra[/url]

  43. Your comment is awaiting moderation.

    You actually reported this effectively!
    https://www.dunamisproductions.com/
    canadian rx pharmacy online
    northwestpharmacy
    mail order pharmacy
    [url=https://www.visitwaushara.com//]trust pharmacy canada[/url]

  44. Your comment is awaiting moderation.

    Very good facts. With thanks!
    https://www.visitwaushara.com/
    online pharmacy reviews
    northwest pharmacy
    northwest pharmacy
    [url=https://www.visitwaushara.com//]global pharmacy canada[/url]

  45. Your comment is awaiting moderation.

    Nicely put, Regards.
    https://www.dunamisproductions.com/
    buy prescription drugs canada
    london drugs canada
    mexican online pharmacies
    [url=https://www.dunamisproductions.com//]northwest pharmacy[/url]

  46. Your comment is awaiting moderation.

    Thanks a lot! I appreciate it!
    https://www.visitwaushara.com/
    canadian drugstore
    canadian cialis
    mexican pharmacies shipping to usa
    [url=https://www.visitwaushara.com//]canadian pharmacies-24h[/url]

  47. Your comment is awaiting moderation.

    Appreciate it! Loads of advice.

    https://www.visitwaushara.com/
    pharmacy price comparison
    canadian pharmacies that ship to us
    canada drug
    [url=https://www.dunamisproductions.com//]canada drugs online[/url]

  48. Your comment is awaiting moderation.

    Kudos, Terrific stuff!
    https://www.visitwaushara.com/
    canadadrugs.com pharmacy
    north west pharmacy canada
    canadian rx
    [url=https://www.visitwaushara.com//]canada drugs[/url]

  49. Your comment is awaiting moderation.

    Amazing facts, Thanks.
    https://www.waltcoexpress.com/
    top rated online canadian pharmacies
    canadian pharmacies-24h
    compare rx prices
    [url=https://www.waltcoexpress.com//]canadian pharmacy[/url]

  50. Your comment is awaiting moderation.

    Thanks a lot, Quite a lot of information!

    https://www.lunarciel.com/
    best online pharmacy stores
    aarp approved canadian online pharmacies
    pharmacy online
    [url=https://www.interlandchemie.com//]online pharmacies of canada[/url]

  51. Your comment is awaiting moderation.

    Appreciate it. Loads of posts!

    https://www.lunarciel.com/
    meds online
    trust pharmacy canada
    northwest pharmacy
    [url=https://www.waltcoexpress.com//]canada pharmaceutical online ordering[/url]

  52. Your comment is awaiting moderation.

    Great info. Regards!
    https://www.visitwaushara.com/
    prescription cost
    canadian pharmacies without an rx
    drugs for sale
    [url=https://www.dunamisproductions.com//]canada pharmaceutical online ordering[/url]

  53. Your comment is awaiting moderation.

    Fine tips. Many thanks!
    https://www.waltcoexpress.com/
    get prescription online
    canadian pharmacy
    most reliable canadian pharmacies
    [url=https://www.visitwaushara.com//]aarp approved canadian online pharmacies[/url]

  54. Your comment is awaiting moderation.

    Thanks a lot! Helpful stuff.
    https://www.dunamisproductions.com/
    drugs without prescription
    global pharmacy canada
    pharmacy online
    [url=https://www.dunamisproductions.com//]aarp approved canadian online pharmacies[/url]

  55. Your comment is awaiting moderation.

    You’ve made your point!
    https://www.lunarciel.com/
    canadian pharmacy
    canada pharmacy
    best canadian mail order pharmacies
    [url=https://www.dunamisproductions.com//]canadian pharcharmy[/url]

  56. Your comment is awaiting moderation.

    You explained it really well!
    https://www.waltcoexpress.com/
    walmart pharmacy price check
    northwestpharmacy
    cheap drugs online
    [url=https://www.dunamisproductions.com//]canadian online pharmacies[/url]

  57. Your comment is awaiting moderation.

    Terrific postings. Cheers!
    https://www.waltcoexpress.com/
    canadian pharmacies without prescriptions
    online pharmacies of canada
    canada drug
    [url=https://www.waltcoexpress.com//]canada pharmacy online[/url]

  58. Your comment is awaiting moderation.

    You made your position quite clearly!!
    https://www.dunamisproductions.com/
    approved canadian pharmacies online
    canadian pharmacy online
    canadian pharmacy without prescription
    [url=https://www.interlandchemie.com//]online pharmacies canada[/url]

  59. Your comment is awaiting moderation.

    Thank you! Great information.
    https://www.visitwaushara.com/
    overseas pharmacies
    aarp approved canadian online pharmacies
    canadadrugs
    [url=https://www.lunarciel.com//]canada drugs[/url]

  60. Your comment is awaiting moderation.

    You mentioned this exceptionally well!
    https://nicktambone.com/
    online pharmacy without prescription
    canadian pharmaceuticals online
    northwest pharmacy canada
    [url=https://nicktambone.com//]canadian pharmacies-24h[/url]

  61. Your comment is awaiting moderation.

    Terrific information. With thanks!
    http://talahicc.com/
    canadian pharmacies that are legit
    canada drug
    pharmacy prices
    [url=http://canadianonlinepharmacynnm.com//]mexican pharmacies shipping to usa[/url]

  62. Your comment is awaiting moderation.

    Tips well utilized.!
    http://talahicc.com/
    pharmacy cost comparison
    canadian drugs
    canadian viagra
    [url=http://canadianpharmacyntx.com//]canadian pharmacies online[/url]

  63. Your comment is awaiting moderation.

    You actually stated it perfectly.
    http://canadianonlinepharmacynnm.com/
    online canadian pharmacies
    canadian viagra
    mexican pharmacies online
    [url=http://canadianonlinepharmacynnm.com//]canada drug[/url]

  64. Your comment is awaiting moderation.

    Amazing content, Regards!
    http://canadianpharmacysilo.com/
    most reliable canadian pharmacies
    canadian online pharmacies
    canadian pharmacy reviews
    [url=http://canadianpharmaciescubarx.com//]canada pharmaceuticals online[/url]

  65. Your comment is awaiting moderation.

    Cheers! Quite a lot of info!

    http://talahicc.com/
    discount pharmacy online
    canadian pharmacy
    canada pharmacy no prescription
    [url=http://talahicc.com//]canadian online pharmacies[/url]

  66. Your comment is awaiting moderation.

    Beneficial material. Regards!
    http://canadianpharmacymim.com/
    pharmacy online
    canadian pharmacies online
    no prescription pharmacies
    [url=http://canadianpharmaciescubarx.com//]northwestpharmacy[/url]

  67. Your comment is awaiting moderation.

    Fantastic postings. Appreciate it.
    http://canadianpharmaciesnnm.com/
    best online pharmacies canada
    canadian online pharmacy
    prescription drugs without prior prescription
    [url=http://canadianpharmacysilo.com/]top rated canadian pharmacies online[/url]