Speaker: Mike Polonsky
"Hey buddy, can you spare a $100 million?"
or
How to convince successful financiers to give you millions of dollars in a project doomed to fail!
Part of the CIBC Presents Entrepreneurship 101 lecture series. For more information, including video of the session, please visit: http://www.marsdd.com/Events/Event-Calendar/Ent101/2009/building-a-pitch-04152009.html
Pre Engineered Building Manufacturers Hyderabad.pptx
Building a Pitch
1.
2. hey buddy, can you spare
a $100 million?
or
how to convince
successful financiers to give you
millions of dollars in a project
doomed to fail!
Michael Polonsky
April 15th, 2009
3. I love love love
entrepreneurs innovation canada
4. General Petraeus on powerpoint
quot;It's how you communicate big ideas - to communicate them effectively.quot;
9. But you’ve got a lot to say …
350 employees logo VC shareholders
75 key accounts Track record Website
Business plan Chief financial officer Audited statements
Momentum Strengths Something big coming
Overcome obstacles Opportunities Media coverage
95,000 square feet Expert board Revenue model
8 products Awards Acquisitions
Competitive advantages Growth strategy Nice boardroom
Mission Organizational chart Technology
Vision Money in the bank Intellectual property
Values Features and benefits 7 years of hard won memories
11. how do you encourage
someone to give you $10M in
45 minutes?
On June 4 1940, Winston Churchill delivered a 45 minute speech, commonly known as “We shall fight
on the beaches”, to the House of Commons of the British Parliament. It was a great inspiration to an
embattled United Kingdom as it entered what was probably the most vulnerable phase of the entire war.
Public opinion for the war effort was waning in the face of devastating losses and a formidable enemy.
Churchill encouraged a country to keep fighting in 45 minutes.
15. You got 45 minutes: on you mark, get set, go …
350 employees logo VC shareholders
75 key accounts Track record Website
Business plan Chief financial officer Audited statements
Momentum Strengths Something big coming
Overcome obstacles Opportunities Media coverage
95,000 square feet Expert board Revenue model
8 products Awards Acquisitions
Competitive advantages Growth strategy Nice boardroom
Mission Organizational chart Technology
Vision Money in the bank Intellectual property
Values Features and benefits 7 years of hard won memories
20. All points are equal
• Interesting point but not really relevant
• Uninteresting point but relevant
• Major, earth shattering, earth quaking point
• Interesting corollary perspective
• Necessary background point
• Interesting-but-dude-is-now-sleeping point
• Because-I-love-the-sound-of-my-voice point
21. The point
additional support
Big big
big additional support
support
additional support
22. The point
Big big additional support
big
support additional support
Underlying takeaway message
27. Cangene is fully integrated
Develop
from concept to commercialization
Manufacture
process sensitive biopharmaceuticals
Sell
niche marketing team for biodefense
products and commercial partnerships
28. Strong preclinical franchise 28
Top 10
Preclinical CRO worldwide
400+
Active clients
A fast growing,
90%
highly profitable
Retention rate
CRO
8 of 10
Largest pharma as clients
29. Molybdenum
12B
*
Strengthens steel
$
annual market Anti-corrosive agent
Chemical catalyst
29
MERCATOR MINERALS LTD.
*Add note here
30. tip (not rule) no. 2
think about emphasis
think about scale
GRID it to GREAT
think about priorities
44. 50% of potential wind energy is lost
44
59.3%
Maximum
theoretical
efficiency
(Betz limit)
25 - 30%
Actual
efficiency
0
45. Because the wind is always shifting, turbines
are almost always misaligned…
45
45
Optimal alignment Actual misalignment in operation
LOST
EFFICIENCY
energy produced
energy produced
wind
Yaw
46. …and because the wind is always gusting,
the blades are almost always mis-pitched
46
Optimal pitch Actual mis-pitch in operation
LOST
MORE ENERGY
EFFICIENCY
LOST ENERGY
CAPTURED
energy produced
energy produced
53. We can make wind energy
production more efficient!
53
Possible
efficiency
Improvement
with our
Actual
technology!
efficiency
0
54. greedno one invests in hyper growth
stories to double their money
you have to show them the 10 bagger
- Michael Denny
55. ISA247 Psoriasis Opportunity
if at $5,000 = $692,500,000
25% per treatment cycle
if at $10,000 = $1,385,000,000
market share
per treatment cycle
ISA247:
554,000 Established
safety and
patients treated with oral
immunosuppressants
in the U.S.
efficacy
55 Source: Datamonitor
56. World’s Largest Drug Market
Top 3 drug categories
$30.2B
5 drugs over
$25.5B
$ 1billion+
$23.8B
Cytostactics Cholesterol
Antiulcerants
(Cancer) triglyceride
(GI tract)
reducers
57. Our potential
57
+
Wind turbine opportunity
Expanded operating envelope
Reduced downtime
Improved speed control
$11
Reduced wear
Met tower replacement
Pitch benefit
Yaw benefit
Billion Airports
Yacht/sailboats
Forest fire fighting
National wind map
58. $8B
Spent annually in
North America
expanding replacing
current infrastructure
Resin Systems 58
59. need expressed: hunger
need addressed: value proposition
market opportunity: greed
60. tip (not rule) no. 3
don’t come up flat
think about structure
62. Complexity/quantity Time constraints Durable goals
right information rapidly transferred High impact/recall
grid it to great don’t come up flat
don’t drown in detail
63. the
distilled not
right information
messages everything
maps
pictures
diagrams not
rapidly transferred
illustrations words
brevity
patterns with
stories not
high recall
emotion blind faith
65. Milestones
SPY System Q3 2005 Q4 2005 Q1 2006
U.S. sales partner X
Installed in 25 U.S. hospitals X
Initiate studies for expanded indications X
OPTTX System
Initiate North American multi-centre trial X
Initiate combo trial with multi-national partner X
File for Canadian and European approval X