http://idcee.org/p/gary-whitehill/ Gary believes entrepreneurs need to be at the epicenter of radical global economic development. In 2009, Gary engineered the globally recognized event platform to empower entrepreneurs. Entrepreneur Week was an ongoing series of panels, keynotes, roundtables, and mentoring sessions focused on propelling early and growth-stage entrepreneurs to achieve their personal and professional goals. In just two years, Entrepreneur Week became a global ecosystem and scaled to four continents; curating more than 500 speakers who shared their stories with more than 6,000 entrepreneurs, a group responsible for more than $7 billion in revenue. The platform has been adopted by Stanford University, IBM, and many others. In Gary's view of the world, communities grow rapidly only when entrepreneurship accelerates socio-economic progress through connection, innovation and knowledge-sharing. Currently, he is particularly focused on creating platforms and infrastructure to unlock the invisible and unrealized potential of business ecosystems. Gary lives in Silicon Valley and resides on the Global Board of Directors for the Dell Center for Entrepreneurs and has been featured in industry-leading publications including the Harvard Business Review, Inc, and the New York Times. Pic's are here: http://www.flickr.com/photos/idcee/sets/ More @ http://idcee.org Follow us on: YouTube: http://www.youtube.com/user/OfficialIDCEEChannel Facebook: https://www.facebook.com/IDCEE Linkedin: http://www.linkedin.com/groups/IDCEE-3940138 Twitter: https://twitter.com/idcee_eu Google+: http://gplus.to/idcee Flickr: http://www.flickr.com/photos/idcee/collections/

1. Be a 1%er:
How to Raise Funding from Investors
OCTOBER 9, 2014

2. @GaryWhitehill

3. @GaryWhitehill
The Statistics

4. “Your time is limited, so don’t waste it
living someone else’s life. Don’t be
trapped by dogma–which is living with
the results of other people’s thinking.
Don’t let the noise of others’ opinions
drown out your own inner voice. And
most important, have the courage to
follow your heart and intuition. They
somehow already know what you truly
want to become.”
- STEVE JOBS
@GaryWhitehill

5. @GaryWhitehill

6. @GaryWhitehill

7. @GaryWhitehill

8. @GaryWhitehill

9. Overview of the Journey

10. ( STAGE ONE AND TWO )
Preparing
PREPARING: “YOU GET WHAT YOU PUT IN. NO EXCUSES”

11. ( STAGE THREE AND FOUR )
Executing
EXECUTING: “LUCK IS THE ACCUMULATION OF SUPERIOR
EFFORT AND FOCUSED EXECUTION”

12. ( STAGE FIVE AND SIX )
Stacking the Deck
STACKING THE DECK: “EVERYONE COULD USE A
FRIENDLY HELPING HAND”

13. @GaryWhitehill

14. ( STAGE ONE – PREPARING A SUCCESSFUL INVESTOR PRESENTATION )
Want Funding? Be Prepared.
@GaryWhitehill
• Today – as of this moment – you are not ready. You
may think you are, but your are not.

15. ( STAGE ONE – PREPARING A SUCCESSFUL INVESTOR PRESENTATION )
Don’t Overcomplicate
the Idea & Minutia
@GaryWhitehill
• Pique the interest of the investor by leveraging the
qualities of a salesperson.

16. @GaryWhitehill

17. Make no Mistake –
Investor Presentations are War
@GaryWhitehill
( STAGE TWO – PRESENTATION DO’S AND DON’TS )
• It’s time to bring your A-Game.
• Step back from complex & interconnected thoughts.

18. Be Confident, Not Cocky
@GaryWhitehill
( STAGE TWO – PRESENTATION DO’S AND DON’TS )
• Focus on what the investor needs to hear–and know.

19. Rehearse, Rehearse, Rehearse
@GaryWhitehill
( STAGE TWO – PRESENTATION DO’S AND DON’TS )
PRACTICE MAKES PERFECT, HELPING YOU:
• Determine Hone Build Visualize your confidence how what presentation: to to present: and say, self-and eliminate tone, assurance.
what posture, not unnecessary to say: slide garner deck, points, as presence
much
focus
constructive on in the critical room, deliverables.
visual feedback aids, as etc.
possible.

20. Be Ready to Smoothly
Run Through the Gears
• 50 mph: describe features, benefits, IP, • 100 mph: present a clearly articulacteodm SpWetiOtivTe p aldanv,a ntage
@GaryWhitehill
( STAGE TWO – PRESENTATION DO’S AND DON’TS )
THE ROADMAP TO FOLLOW:
• 1 Mile per hour: articulate the market opportunity
• Gear back down: be ready for Q & A
and value proposition.
along with an exit strategy

21. ( STAGE TWO – PRESENTATION DO’S AND DON’TS )
Further Do’s and Don’ts
@GaryWhitehill
• Stopwatch: time yourself
• Passion: Be addictive
• Focus: benefits are paramount
• Differentiate: clearly articulate
competitve advantage/barrier
to entry
• Emotions: be nervous
• Be Accessible: do not use
slang or jargon
• Follow the 10-10-30 Rule
• Stay Concise: detail goes
to the appendix

22. @GaryWhitehill
The first 5 minutes
Need photo

23. The First Minute: Make a Connection
@GaryWhitehill
( STAGE THREE – THE FIRST FIVE MINUTES)
BUILD AN ATTENTION GRABBING ELEVATOR PITCH
THIS INCLUDES:
• Where • Pa•i nW thhye pa• nrWodd thhuhooce wt i/Issd teiehnraevv icotcealeavm meised a.fforlloremmvie.adt.ing.

24. ( STAGE THREE – THE FIRST FIVE MINUTES)
The First Minute: Make a Connection
• Less than 30% take full advantage of the
initial “engagement window.”
@GaryWhitehill
BUILD AN ATTENTION GRABBING ELEVATOR PITCH

25. @GaryWhitehill
( STAGE THREE – THE FIRST FIVE MINUTES)
Second & Third Minutes:
Delve into the Macro
MACRO-LEVEL OVERVIEW OF TARGET MARKET
OUTLINE THE:
• Addressable • How p• rTodarugcet/ts Cero vmnicsauerk maedet drs.siz vea.lue.

26. @GaryWhitehill
( STAGE THREE – THE FIRST FIVE MINUTES)
Second & Third Minutes:
Delve into the Macro
MACRO-LEVEL OVERVIEW OF TARGET MARKET
• Clearly articulate the unique selling proposition (USP)
of the venture versus other competitors.

27. @GaryWhitehill
( STAGE THREE – THE FIRST FIVE MINUTES)
Second & Third Minutes:
Delve into the Macro
BE A WIZARD
Current Pain Point:
• What is the problem the target market faces?
• Do they want to solve it, avoid it, or is there simply
an un-served or under-served niche?

28. @GaryWhitehill
( STAGE THREE – THE FIRST FIVE MINUTES)
Second & Third Minutes:
Delve into the Macro
BE A WIZARD
Seriousness of the Pain Point:
• What are the implications for the target market if the
product/service isn’t adopted in the marketplace?

29. @GaryWhitehill
( STAGE THREE – THE FIRST FIVE MINUTES)
Second & Third Minutes:
Delve into the Macro
BE A WIZARD
Desired Future Reality:
• If it was up to you, where would the consumer be in 2/5/10yrs
as a result of adopting the product/service in the marketplace?

30. @GaryWhitehill
( STAGE THREE – THE FIRST FIVE MINUTES)
Second & Third Minutes:
Delve into the Macro
BE A WIZARD
• Less than 15% effectively and clearly articulate their USP,
product benefits, and competition… let alone sprinkle in a few
useful buzzwords.

31. @GaryWhitehill
( STAGE THREE – THE FIRST FIVE MINUTES)
Second & Third Minutes:
Delve into the Macro
DON’T BE A BABY
• Be ready to evolve your business model.

32. @GaryWhitehill
( STAGE THREE – THE FIRST FIVE MINUTES)
Second & Third Minutes:
Delve into the Macro
SHOW BROADER IMPACT
• Explore the macro-level implications of the product/service.

33. @GaryWhitehill
( STAGE THREE – THE FIRST FIVE MINUTES)
Second & Third Minutes:
Delve into the Macro
EMBRACE DUALITY
• Create a compelling case which satisfies both parties.

34. @GaryWhitehill
( STAGE THREE – THE FIRST FIVE MINUTES)
Fourth & Fifth Minutes:
Delve into the Macro
WHY IS THIS THE BEST?
• Investors seek products/services which
are exponentially better.

35. @GaryWhitehill
( STAGE THREE – THE FIRST FIVE MINUTES)
Fourth & Fifth Minutes:
Delve into the Macro
BE A PRIVATE INVESTIGATOR
• Addressing the development pipelines
of competitors is an excellent idea.

36. @GaryWhitehill
( STAGE THREE – THE FIRST FIVE MINUTES)
Fourth & Fifth Minutes:
Delve into the Macro
COMMERCIALIZING THE BUSINESS
BE CUSTOMER-CENTRIC
TALK INTELLECTUAL PROPERTY

37. @GaryWhitehill
( STAGE THREE – THE FIRST FIVE MINUTES)
Fourth & Fifth Minutes:
Delve into the Macro
WHY IS THIS THE BEST?
• Less than 10% make it through the first five minutes
successfully. It’s tough…hence why preparation is vital!

39. @GaryWhitehill
( STAGE FOUR – THE LAST FIVE MINUTES)
Sixth & Seventh Minutes:
Stay Focused
REASSURE AND INSPIRE
YOUR GOAL IS TO TOUCH ON, AT A MICROLEVEL,
THREE KEY ISSUES:
• How and when the investor recoups their original investment
• How and when • Validity of exits your at venture
10x-15x their original
investment (projected)
(projected)

40. @GaryWhitehill
( STAGE FOUR – THE LAST FIVE MINUTES)
Sixth & Seventh Minutes:
Stay Focused
REASSURE AND INSPIRE
PUT ANOTHER WAY, FROM AN INVESTOR’S POINT OF VIEW:
• When• wWilhl eIn m •wa Cikllea nIs eayrto iloueu asssa tmy g woenth emayty yo ionnu vt’helilss td mione?vnets btmacekn?t?

41. @GaryWhitehill
( STAGE FOUR – THE LAST FIVE MINUTES)
Sixth & Seventh Minutes:
Stay Focused
TALK DOLLARS + CENTS
ARTICULATE:
• Initial target market: discretionary d • Total add• rGesrsoaubplien mg aorfk yeot:u dr imscarrektieotn: athryeo dmlloaulrllsat irtphsl eitehyre .pyo pssoessssess.

42. @GaryWhitehill
( STAGE FOUR – THE LAST FIVE MINUTES)
Sixth & Seventh Minutes:
Stay Focused
START WITH CUSTOMER #1…
END WITH #1,000,000
• Remember: Walk before your run.

43. @GaryWhitehill
( STAGE FOUR – THE LAST FIVE MINUTES)
Sixth & Seventh Minutes:
Stay Focused
SHOW THE OPPORTUNITY FOR FUTURE INNOVATION
• The larger and more diverse the target consumer base over
time, the more product matters.

44. @GaryWhitehill
( STAGE FOUR – THE LAST FIVE MINUTES)
Sixth & Seventh Minutes:
Stay Focused
ARTICULATE YOUR COMPETITION
CHOOSE ONE:
• Competition: Do you • No Dir•e cNt oC Comompepteittiiotino:n O: (hD kROne oaNwllOy t?Th e (STmAh ieYn si nTidvHee-IsoStou)rt? digs in)

45. @GaryWhitehill
( STAGE FOUR – THE LAST FIVE MINUTES)
Sixth & Seventh Minutes:
Stay Focused
ARTICULATE YOUR COMPETITION
• Have a strategic plan for competitors attempting to leapfrog.

46. @GaryWhitehill
( STAGE FOUR – THE LAST FIVE MINUTES)
Sixth & Seventh Minutes:
Stay Focused
SHOW OPPORTUNITY FOR IMPROVEMENT
• Any smart investor is going to find the holes.
There is no point in hiding them.

47. @GaryWhitehill
( STAGE FOUR – THE LAST FIVE MINUTES)
Eighth Minute:
Less is More
IN JUST ONE MINUTE, CLEARLY ARTICULATE:
• Marketing Strategy
• Sales Strategy • Product Strategy

48. @GaryWhitehill
( STAGE FOUR – THE LAST FIVE MINUTES)
Ninth Minute:
Team is Key
HAVE A ROCKSTAR TEAM
HIGHLIGHT:
• • Specific Communica•skills/• Market ti expertise oFnle •sx knowledge, kiD•bi lirLllisive,t yeab which d oaaenntrhdds h wdaibepirtdi o makes hlsaii kc tcsyiauil tmlstisoto.success io nlama.dre amrpsta .arknedt in this .investors.
venture
more likely.

49. @GaryWhitehill
( STAGE FOUR – THE LAST FIVE MINUTES)
Ninth Minute:
Team is Key
HAVE A ROCKSTAR TEAM
• Be brief and to the point.

50. @GaryWhitehill
( STAGE FOUR – THE LAST FIVE MINUTES)
Ninth Minute:
Team is Key
DO NOT BE A SHOWOFF
• Only focus on a hallmark name if they’ll be a key teammate.

51. @GaryWhitehill
( STAGE FOUR – THE LAST FIVE MINUTES)
Tenth Minute:
Show Me the Money
IN JUST ONE MINUTE COVER:
• Investment required.
• Deal structure.
• Exit strategy.
• Summary and strong close.

52. @GaryWhitehill
( STAGE FOUR – THE LAST FIVE MINUTES)
Tenth Minute:
Show Me the Money
• The deal: short, concise, easily readable & referenced.
NOTHING MORE.

53. @GaryWhitehill
( STAGE FOUR – THE LAST FIVE MINUTES)
Tenth Minute:
Show Me the Money
MAKE BENCHMARKING EASY
TO ENSURE YOUR VALUATION IS FAIR, SUPPORT THRU:
• Multiple to last year’s revenues or profits
• Multiple to next year’s revenues or profits
• Recent comparable transaction

54. @GaryWhitehill
( STAGE FOUR – THE LAST FIVE MINUTES)
Tenth Minute:
Show Me the Money
RECAP & CLOSE
• Do research: articulate specific reasons why
this exact group must invest.

56. @GaryWhitehill
( STAGE FIVE – Q&A SESSION )
Questions & Answers
KNOW:
• Investors who ask questions care.
• Investors who don’t ask questions have already checked out.
• Have a ‘Top 100 Answers’ prepared beforehand.
• If you don’t have an answer, don’t make one up.

57. @GaryWhitehill
( STAGE FIVE – Q&A SESSION )
Questions & Answers
QUESTIONS YOU SHOULD ASK:
• What other companies have you invested in that have a similar
bend to us, but in another market?
• Aside from capital, what concrete way can you help us?
• How you seen a deal like this before? What was your
feedback to them? What is different about us?
• Where do you believe our top two weaknesses reside?

59. @GaryWhitehill
( STAGE SIX– ADDITIONAL TIPS )
Stacking the Deck in Your Favor
• Show commitment: be willing to do whatever is necessary.
• Display you can, and will, bootstrap: heard of ramen noodles?
• Have a winning team: have 360 degree complementary skillsets
• Big brains: show individuals + the company honing its craft.
• Be brief: the tighter your presentation, the more impact.

60. @GaryWhitehill
( STAGE SIX– ADDITIONAL TIPS )
Stacking the Deck in Your Favor
• Show an expansion plan arc: focused + deep - - wide + light
• Create the market: line up customers pre-product
• Be honest: realistic numbers, assumptions, and timing
• Network relentlessly: what you sow = what you ultimately reap

61. @GaryWhitehill

62. @GaryWhitehill

63. THANK YOU!
EMAIL: Gary@EntrepreneurWeek.net
TWITTER: @GaryWhitehill
WEB: www.garywhitehill.com