Delivered in a special class for Faculty of Economics Management Study Program at Binus University.

1. Image courtesy of Business InsiderImage: nelexpo.co.uk

2. INTRODUCTION
Image: parade.condenast.com

3.  16 years experience with exposure in advisory,
consulting, audit, training, education and
writing
 Advisor at four market research companies
 Advisory Board at Binus Industrial &
Information Business Club (BIIBC)
 Reviewer Panel at three international journals
 Microsoft Faculty Fellow
 Master Program’s Guest Lecturer at University
of Texas at Brownsville, Universitas Indonesia,
Institut Pertanian Bogor, Trisakti and SGU
3@goudotmobi

4. Lads and Gents, if you are GOING to
GET ONE TAKE AWAY here
this EVENING

5. Do ANSWER these TWO main QUESTIONS
“What PROBLEM are you trying to SOLVE?”
AND
“What SOLUTION are you OFFERING?”
You must ALWAYS be ABLE to TELL this in
TWO or THREE short SENTENCES.
at ALL TIMES.
To ANYONE.
5@goudotmobi

6. So what problem are you trying
to solve and
what solution are you offering?
#RaisingYourHandPlease

7. • Actually people DO NOT BUY your
PRODUCT or SERVICE
• They BUY what it SOLVES: value, benefit,
outcome
• They will use it for their activities, how it
makes them feel or become, or perceived
by the public
• So SELL the value, benefits, outcome to
them not the features, please
7@goudotmobi

8. What are THEY and how you
BENEFIT from?

9. 9
Image: arcapital.com
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10. • Wrapping up your business vision in one
short sentence is perfect
• Be brief, clear and concise
• Use easy and well-known words
• Avoid jargons. Obviously.
• Such a good way for users, media,
employees, partners, vendors, suppliers
and investors to spread the word about
your venture
10@goudotmobi

11. • As known as “We are the X for Y” pitch
• Dubbed as “The-140-characters-or-less-
pitch, or “Twitter Pitch”
• Side note: It’s NOT your COMPANY’s
TAGLINE
(YouTube’s tagline is “Broadcast Yourself,”
while their pitch is “Flickr for Video”)
11@goudotmobi

12. 12
Image: cymcabrillo.com @goudotmobi

13.  It’s a 30 second talk you can present to a
captive audience
 Try it in the elevator or a party while mingled
with investors
 Major activities
Traction – Product – Team and Social Proof
 A short e-mail that someone or a middleman
can forward to key figure(s) with an
endorsement or a recommendation
13@goudotmobi

14. • It sells investors on reading your
deck
• An intro captures an investor’s
attention, a great elevator pitch
gets a meeting
• Many investors will ignore your
deck and ONLY take a meeting if
the intro and elevator pitch are
good
14@goudotmobi

15. • What you send investors and what
you present in that meeting
• NO! It’s not your Business Plan
• Don’t ever think of sending
your business plan. YET.
15Image: technori.com @goudotmobi

16. It constitutes of:
1. Cover
2. Mission
3. Summary
4. Team
5. Problem
6. Solution
7. Technology
8. Marketing
9. Sales
10. Competition
11. Milestones
12. Conclusion
13. Financing
16
Image: brocku.ca
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18. Image: bizkid.co.bw
@goudotmobi 18

19. • Feet solidly planted on the ground
• Hands to the side, never crossed
• Don’t swerve, stay put
• Be assertive, not defensive
• Step forwards
• Look people in the eyes, stay focused
• Select a few people left, right and center to
focus on, distributing the eye-time
19@goudotmobi

20. • Don’t be apologetic. Please.
• Be very positive and enthusiastic
• Be concrete, clear, short and to the point
• Over-state; Never ever understate
• Leave self-deprecation and irony out
• Use adjectives and superlatives from
time to time
20@goudotmobi

21. • Practice the pitch until nailing the timing
• Finish slightly before time limit – leaving
more spaces for questions
• Don’t rush through it
• Ensure to dwell on important points
• Think dramatic pauses
21@goudotmobi

22. • Answer with whatever answer you are
able to respond
• Paraphrase the question back to the
judges to buy time and to reaffirm you
have understood it
• Lean forward into it, no defensive
gestures, keep the eye contact, keep your
presence alive
22@goudotmobi

23. • Keep it short and straight to the point
• Answer like a six year old will understand,
and in one single sentence at best if
possible
• Might want to practice all nasty questions.
They probably will ask.
23@goudotmobi

24. • Acknowledging the audience, owning the
presence
• In the end, keep in control and actively
give the word to the jury for questions
• No other than Practice Practice Practice
• Until to the point where you can really do it
in your sleep. Ha.
24@goudotmobi

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