Before you create or refine your slide(s) in answer to Question 01, take a moment to think through your target audience and their specific Fear & Greed. Examples for different audiences will be shown throughout the workshop, but only you can determine the motivations of your target audience. Think through the value chain of people …
Question 01 is one of the hardest to answer. I hope that doing these exercises has helped you to develop a better, more concise way of clearly stating the problem, and that it also makes your opening more compelling to the audience of your choice. Your responses to these exercises should have: Given you tools …
Answer Question 01 First. Always. Your audience is driven by motivations that differ from yours by varying degrees. You may be most excited by pushing the boundaries of innovation while they may be most focused on the opportunity to dominate a market… or vice versa. But you don’t need to be convinced of your value. Your …
The single biggest mistake that entrepreneurs make when they pitch is to have answers to the 10 Questions that are inconsistent from one to the next. A company that pitches a $10B market and asks for an investment of $10M to fund development of a prototype so that they can reach breakeven in 5 years …
In Exercise 1.1, you asserted which market segments are relevant to your value proposition. You segmented them according to beachhead (initial) target market and markets for future growth opportunities. Now it’s time to validate those claims by doing a bottom-up estimate of the market segment sizes. Comparing these market estimates with the top-down projections from …
Answer Question 01 First. Always. Your job in answering Question 1: Who cares? is to give context to your solution, to help your audience empathize with the people who are dealing with the problem you are solving. That context can be pretty simple: If you are a PI trying to recruit students to do lab …
How you approach this exercise depends on whether you are using “Perfect Pitch” to refine your Elevator Pitch or to build your full 10-Minute Pitch. Both types of pitches should be no more than ~ 200 words in length! vSimple: Choose your pitch Elevator Pitch: Most useful for interacting during a live workshop or preparing …
Now that you have aggregated all the critical market data for your pitch, it’s time to develop the slide (or two) that communicate your market opportunity without confusion or distraction. Your Question 1 slides will normally be the first or second slide of the deck because they give your audience the context for your the …
Be sure to segment your market to address the two major concerns of an investor: that you have a viable beachhead market that will validate your innovation with early adopters and that you have room to scale into other high-growth market segments so that you can grow quickly. The four steps in this exercise changed …
Bottom’s up! For each market segment of interest, you should make a back-of-the-envelope calculation as to its size. From your customer and other research, you should be able to estimate the number of customers in each segment, as well as how much they are paying today to solve the problem you are addressing. Multiply these …
Short discussion to identify the best way to proceed for your situation.
Experience my process and get practical advice for an upcoming presentation or pitch.