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Pitching

By Ruben van Werven

Introduction

I'm researching how startup founders convince investors and other stakeholders of their business idea. Here I post articles related to pitching and argumentation.

Ruben van Werven — PhD candidate at VU University with an interest in entrepreneurship

Added by Ruben van Werven: “Alex Blumberg (former host of the radio show 'This American Life') started a Podcast in which he reports on his first steps in starting a Podcast business. In this episode, he describes how he experienced his first pitch. The first investor that Alex pitched to happened to be Chris Sacca, a business angel who was among the first people to invest in Twitter, Instagram, Kickstarter, and Uber. Alex had prepared his pitch, and assumed that he could instill a Fear Of Missing Out (FOMO) in investors by presenting a pitch deck in which he explained the problem his firm is addressing, how he is going to solve that problem, and how selling that solution will generate a lot of money. While pitching, however, Alex realized that Chris Sacca was totally unimpressed (around minute 13 of the Podcast). The pitch transforms into a coaching session: the investor develops an improved version of the pitch, and also comes up with a counterpitch. I think it is intriguing to hear how merely following a template for a perfect pitch doesn't always generate the desired results, and how experienced investors are able to come up with counterarguments against basically any claim entrepreneurs make.

1 #1 How Not to Pitch a Billionaire — StartUp Podcast

Added by Ruben van Werven: “In this video, Adeo Ressi explains that the opening sentence of a good pitch has the following format: ''My company (insert your company name) is developing a defined offering to help a target audience solve a problem with secret sauce''. This way of starting a pitch seems convincing. I nevertheless get the impression that there is a risk that such formats will make every pitch sound identical...

2 Mad Libs For Pitches: How To Perfect The One Sentence Pitch

You're the founder of a fledgling startup locked in a room with angel investor Ron Conway for exactly 30 seconds, what do you say? If you're like most entrepreneurs, you fumble for the words to succinctly describe your startup in a sentence or two. That seems simple enough, what could go wrong in under a minute? According to the Founder

Added by Ruben van Werven: “Steve Blank explains that pitching is not the same as describing the benefits of your product.

3 Steve Blank: Why Pitching is Different from Describing a Product

Posted on by steveblank I was catching up over coffee and a muffin with a student I hadn't seen for years who's now CEO of his own struggling startup. As I listened to him present the problems of matching lithium-ion battery packs to EV powertrains and direct drive motors, I realized that he had a built a product for a

Added by Ruben van Werven: “Many entrepreneurs are comparing their startup to successful organizations: 'we are the Instagram of...', or 'our firm is the Google for...'. These analogies may be very helpful to make others understand what you're doing, but there is also a risk of being seen as an incremental thinker. This article explains how analogies may destroy creative ideas.

4 Elon Musk: The Role of Analogy and Reasoning From First Principles in Disruptive Entrepreneurship

In terms of getting an insight into "Tony Stark's" head, the last 5-ish minutes of Kevin's Rose's Foundation interview of Elon Musk is a gem: I think its important to reason from first principles rather than by analogy...The normal way we conduct our lives is we reason by analogy... We are doing this because it's like something else that was

Added by Ruben van Werven: “How far would you go to convince investors?

6 Going up or taking the plunge? The world's wackiest pitching contests

For many startups looking for that crucial seed funding to fuel the launch of their new business, pitching events provide an ideal platform to show investors that their venture is worth putting time and money into. But how far would you go to prove your business is an attractive investment? Startups around the world are stepping out of their comfort

Added by Ruben van Werven: “Reid Hoffman, founder of LinkedIn, challenges seven common myths about pitching.

7 What I Wish I Knew Before Pitching LinkedIn to VCs

At Greylock, my partners and I are driven by one guiding mission: always help entrepreneurs. It doesn't matter whether an entrepreneur is in our portfolio, whether we're considering an investment, or whether we're casually meeting for the first time.

Added by Ruben van Werven: “Entrepreneurs often use analogies when they pitch their ideas. In this article, I describe the experiences of the founders of Gibbon in finding a suitable analogy

8 The Power of Analogies

THE POWER OF ANALOGIES'We are the Instagram of ...' 'Our firm is the Google for ...' Entrepreneurs often use analogies like these to compare their firm to renowned organizations. Doing so makes sense, because analogies are powerful rhetorical tools for two reasons. First, they can help customers and investors understand what a startup business is like, through highlighting the similarities

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