How to Pitch an American VC

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HOW TO PITCH AN AMERICAN VC The information contained in this document is being provided on a confidential basis to the recipient solely for the purpose of evaluating TheFamily (“TheFamily” or the “Company”). The document is intended for the exclusive use of the persons to whom it is given. By accepting a copy of this document, the recipient agrees, for itself and its related bodies corporate, and each of their directors, officers, employees, agents, representatives and advisers, to maintain the confidentiality of this information. Any reproduction or distribution of this document, in whole or in part, or any disclosure of its contents, or use of any information contained herein for any purpose other than to evaluate an investment in the Company, is prohibited. The information contained in this document or subsequently provided to the recipient whether orally or in writing by, or on behalf of the Company, or any of its respective related bodies corporate, or any of their respective partners, owners, officers, employees, agents, representatives and advisers (the “Parties”) is provided to the recipient on the terms and conditions set out in this notice.

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STRUCTURE Before During After

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BEFORE Deck Pitch Practice Getting Intros

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PITCH DECK WRITTEN VERBAL

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PITCH DECK 3 IDEAS / SLIDE 10 - 15 SLIDES MAX NO BULLET POINTS

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DEMONSTRATE CLARITY SWAGGER PASSION

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PITCH DECK OPPORTUNITY PROBLEM SOLUTION TRACTION CUSTOMER / MARKET COMPETITION BUSINESS MODEL TEAM USE OF FUNDS

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TRACTION PATTERN OF FAST-GROWING MOMENTUM WHAT METRICS AND WHY CLEAR SALES PROCESS

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TAM VS RISK CUSTOMER: DESCRIBE CLEAR USE CASES MARKET SEGMENTS, ADOPTION RATES, PRIORITY REVENUE BEST PROOF OF DEMAND

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BUSINESS MODEL CONSISTENCY IN REVENUE : COST FINANCIAL LITERACY LEVEL-HEADEDNESS

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USE OF FUNDS WHY? WHAT? TEST HYPOTHESES, GROWTH, PROFIT

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BUILDING YOUR DECK DRAW SLIDES BY HAND EXPAND TO TWEET-SIZE SUMMARY EXPAND AGAIN TO FULL NARRATIVE

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ELEVATOR PITCH ANALOGY CUSTOMER VALUE NOT PRODUCT PERFORMANCE PICK A FIGHT

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PITCH PRACTICE 3 ACTS IN A PLAY JEDI MIND TRICK ONE WORD DRY RUN: WITH DECK/WITHOUT

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GETTING INTROS IDENTIFY TARGETS ANALYZE SOCIAL GRAPH ASK FOR INTRODUCTIONS PAY IT FORWARD Tim Brown, CEO IDEO

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CONNECT, CULTIVATE, FOLLOW-UP BUILD RELATIONSHIP DELIGHT THROUGH GRATITUDE INVITE TO JOIN YOU X100 Tim Brown, CEO IDEO

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DURING OPENING PITCH THE CLOSE

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DURING: OPENING DO YOUR RESEARCH SHOW UP EARLY TRANSFER TRUST SCRIPT YOUR OPENING

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DURING: PITCH PITCH WITH CONFIDENCE HAVE A CONVERSATION

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DURING - CLOSING MAKE THE ASK BE SILENT

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AFTER PROCESS THANK ADD VALUE

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AFTER: PROCESS VERBAL “YES” TERM SHEET DUE DILIGENCE SIGNATURES & MONEY TRANSFER

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AFTER: THANK SHOW GRATITUDE

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AFTER: ADD VALUE MAKE SPECIFIC OFFERS OF YOUR NETWORK OR RESOURCES

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CULTURE ANSWER EMAILS IMMEDIATELY BE ON TIME EMAIL INTRO HOW-TO SAY “THANK YOU” POSTURE & HANDSHAKE SMILE NO SMOKING

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QUESTIONS? The information contained in this document is being provided on a confidential basis to the recipient solely for the purpose of evaluating TheFamily (“TheFamily” or the “Company”). The document is intended for the exclusive use of the persons to whom it is given. By accepting a copy of this document, the recipient agrees, for itself and its related bodies corporate, and each of their directors, officers, employees, agents, representatives and advisers, to maintain the confidentiality of this information. Any reproduction or distribution of this document, in whole or in part, or any disclosure of its contents, or use of any information contained herein for any purpose other than to evaluate an investment in the Company, is prohibited. The information contained in this document or subsequently provided to the recipient whether orally or in writing by, or on behalf of the Company, or any of its respective related bodies corporate, or any of their respective partners, owners, officers, employees, agents, representatives and advisers (the “Parties”) is provided to the recipient on the terms and conditions set out in this notice.

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