Pitching framework that works for every startup

You may hear a lot of pitches already and most of them follow this basic framework with 10 points below:

• Tagline -> Problem -> Solution -> Value (keep this part short, even when you have more time)
• -> Business model -> Landscape -> Team -> Traction
• -> Ask
• -> Q&A

1. Tagline

• No buzzword for tagline (for example: unique, disruptive, revolutionize,…)
• Don’t use word “platform” -> specific “service” or “tool”
• Be simple so that everyone can understand.

2. Problem

• WHO face the problem
• WHAT problems they face

3. Solution

HOW you solve those problems

4. Value

WHY people have to choose you rather than others

5. Business model

WHO pays | HOW OFTEN | HOW MUCH they pay in average

6. Landscape

Choose to pitch Positioning or Market size.

• Positioning:

Market position example of Quora

Viewers want to see if you understand who you are and who your competitors are.

• Market size:

Market size example of AirBnB

Don’t talk about future with reports from someone else.

Talk bottom-up (where you start -> future expand) and prove scalable engine.

7. Team

Don’t present like this

Present your team like this

Tell a story of:

• How your team come together
• Why your team want to do it
• Why you passionate about it

8. Traction

• The best indicator is money. If you haven’t made lots of money yet, try other ways to show that your company is growing.
• Or, you can show your learning experience. For example, we have invested X euro into developing product A. But then, we learn from the users that product A’ will be a lot promising for us.

9. Ask — don't forget this part, that's why you pitch!

• Never ask for money in a pitch, because everyone is asking for it.
• Instead, ask for networks, advice to grow your business.

10. Q&A

• Understand the questions -> answer them short and clear.
• If you don't know the answer -> “that's a good question, we'll get back on you (on our booth)….”