Ex 07.4: Develop bottom-up financial projections
Until you have a track record of months or years, you can only estimate your penetration rates. Your customer interviews from Questions 01 and 06,…
Ex 07.3: Extract KPIs from your sales pipeline
I once coached a team in a pitch competition who had a smart idea and a decent pitch. I encouraged them to develop financials to…
Ex 07.2: Search for hidden costs
Revenue is great, but in the end, Cash is King, as any accountant or CFO will tell you. You must (obviously) make more money than…
Ex 07.1: Identify sources of recurring revenue
Caveat These exercises are designed to challenge your assumptions and to integrate your answers to the preceding Questions. We will leverage income statements for some…
Ex 06.6: Write your pitch for your business model
Now that you have laid out your go-to-market flow chart, you have a (relatively) simple strategy to inform your business-model-oriented elevator pitch. vSimple: Choose your…
Ex 06.5: Build your business model slide(s)
As with the competition matrix tool from Question 03, I have a flowchart-based tool that I use in almost all my pitch coaching and development.…
Ex 06.3: Capture your target customers’ purchasing process
Your customers’ purchasing process is unlikely to be included as a slide in a typical investor, partner or customer pitch. But understanding it will help…
Ex 06.2: Identify your value chain’s major stakeholders
The market segmentation that you identified in the previous exercise clarified your scaling strategy. To serve each segment will require the ability to make, market,…