Outlining the Pitch Deck

In the last issue of Sage Advise, we focused on developing a compelling elevator pitch. This time, we're taking a giant step forward to the investor presentation. So, what exactly should be included in your pitch deck?

Don't make the mistake that many young companies do and just add a couple of slides to your sales presentation. This is a different audience and should have a uniquely tailored presentation. The ultimate goal of the story you present is to alleviate investors' fear of risk. . .risk about the people involved with your company, the product or service you are developing, the market, and what competitors exist or might be lurking around. You must show that you have a solution to an existing problem and you have a solid plan for success. There are many different outlines you can use, but we find that this one fits the bill best and builds a convincing story.

• Title: Skip the table of contents; it doesn't add anything to your discussion and slows down your momentum.
• Problem: The first 30 seconds sets the tone for the entire presentation. Start strong by really capturing your audience's attention with a clear, compelling market and a market need. There must be a real problem to be solved.
• Solution: Quickly follow with your real, honest-to-God solution to the problem. Show that your solution is so good, people are willing to pay you for it.
• The Business: Now discuss how you actually plan to make money by providing your solution. What is your business model and how will it work?
• The Secret Sauce: So what makes you so uniquely qualified to be successful in your market. . .is it technology, key partners, distribution, international reach? Just how are you going to pull this off?
• Marketing: Tell them how big the market is, how much you plan to capture, and how you will do it. Lay out your channel strategy and how will you target your market. Avoid trying to convince them you are creating a new market niche--they won't believe in you.
• Competition: Describe how you will compete in the current market and how will you protect yourself from up-and-comers.
• Management: Your management team must be solid. Introduce your experts, including advisors, and their past successes.
• Financials: Outline your financial strategy, including revenue streams, margins, cash flow, and path for profitability. Leave more details for the Q&A session as there are always follow-up financial questions.
• Key Milestones: What are the upcoming key events that will put you on a path to success (technology, marketing, staffing, etc.)?
• Call to Action: Lay out what how much money you want, when you want it, and what you plan to do with it.

Need help developing your investor pitch? Contact us.