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Selling a Vision: The Pitch
Delaware Maryland Massachusetts New Jersey New York Pennsylvania Washington, DC www.saul.com 1.800.355.7777
Factors to consider the next time you have an opportunity to speak to a potential investor, competition judge, or client. 1. Know your audience. Focus your pitch on captivating the audience. What do they want? What gets them
excited? What do they want to hear? Translate your messaging in a way that is relevant to your prospect’s story.
2. Do your homework. Know what you are going to say and how you are going to say it. PRACTICE. You may only get one chance to get it right.
3. What problem are you trying to solve? What is the pain point?
4. Tell a story. People remember and will listen to a story. Do you have a tag line or analogy for ready understanding?
5. If presenting to a judge or investor, explain in detail how you will use the money. How will this money get you to the next level?
6. Demonstrate your passion. Smiles are contagious, the same with passion. If you can show true expertise and passion, you are part way there.
7. K.I.S.S. Less is always more
8. Talk up the team. The team is as important as the idea. The plan may change, but does the team have what it takes to deliver? The best companies are built with amazing people.
9. Act naturally. Relax and be yourself.
10. Have a backup. What is your action plan for the downside case?
11. Make it snappy. Time is not on your side when you’re pitching, so get to the point. You have less than two minutes in general to be able to get the core message across - make sure your pitch is succinct and thorough at the same time. FOCUS.
12. Speak in plain English. Talk in tangibles, not abstractions; you will lose your audience if you use MBA-speak or technobabble.
13. Call to action. What is the ask?
14. Be consistent. Make sure each in the company can give a consistent pitch.
15. The best pitches do not feel like pitches.
16. Traction speaks louder than words. Where are you now? How did you get here?
17. Your pitch is your short commercial. Is it attention grabbing, interesting, informative?
18. First words are generally not heard.
19. What truly differentiates your company from the others?
20. Do not rush. A pause can allow a point to sink in.
21. Be sure to review Jason Tagler’s free self-study materials, available at www.ceoPitchCoach.com
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Delaware Maryland Massachusetts New Jersey New York Pennsylvania Washington, DC www.saul.com 1.800.355.7777
Emerging Company and Entrepreneur Services Transforming an idea into a business is a journey filled with excitement and challenges. Building a company requires an effective team who can make difficult decisions with imperfect information. From choosing partners to securing reliable funding, making the right decisions at the right times are key to moving along the road toward success.
Saul Ewing has a team of attorneys who counsel entrepreneurs and startup companies from the germination of an idea throughout a company’s life-cycle. Offering advice and guidance on key legal issues through these stages, however, is just the starting point of the firm’s work. Startup team members offer programming on topics critical to success for a startup so entrepreneurs gain insight on how to navigate the complex landscape around company formation, equity, and financing transactions.
Saul Ewing lawyers also open their networks to entrepreneurs, helping to make introductions to potential partners, including potential financial sources, customers and strategic partners such as universities and mature companies. By combining its legal services with these value-added services, Saul Ewing assists its startup clients in navigating the obstacles startups face.
Saul Ewing’s startup team has experience supporting entrepreneurs and emerging companies in a wide range of industries, including:
• Health care • Medical device, pharmaceutical and biotechnology
development • Technology, including software, hardware and
robotics • Manufacturing
• Media • Real estate • Food and beverage • Financial services • Environmental consulting
Saul Ewing provides emerging companies with the support and practical direction they need to move their businesses forward. Through the firm’s RAMP™ initiative, clients are able to take advantage of key resources, access to capital and mentoring as they navigate the path from idea to reality.
RAMP takes a multi-pronged, holistic approach to addressing the legal and business needs of startup companies. Value-added services for clients include:
• Access to the firm’s Investor in Residence
• Legal guidance beyond the firm’s office through local office hours at universities and incubators
• Educational programming centered around significant issues and questions facing entrepreneurs
• Networking opportunities and connections to capital sources
• Alternative financial packages designed specifically for clients’ individual needs
For more information, please contact:
David T. ShaferAssociate
410.332.8742 [email protected]
Jonathan A. HavensAssociate
410.332.8757 [email protected]
Nicholas C. StewartAssociate
410.332.8616 [email protected]
Gianna J. ArnoldPartner
410.332.8913 [email protected]