3. The Art Of Pitching To Investors - A Talk With Burt Alper (Stanford GSB)

Help To Grow Talk: Effective Communication Skills

Listen, and learn about the Art of Pitching to Investors in this talk with our guest Burt Alper, Lecturer in Management at Stanford University Graduate School of Business and Founder of Burt Alper Consulting.
We talk about pitching frameworks - AIM (Audience, Intent, Message) and CUE (Curiosity, Understanding, Excitement); making your pitch memorable; how the investment process works; rehearsing your pitch; anticipating investors questions; last thing you do in a pitch & make it investors easy; what to do if there is no fit & finding an analogy to better connect with investors; and resources that help you sharpen your pitching skills.
Links

• Stanford GSB: Burt Alper
• Company: Burt Alper Consulting
• Book: Get Backed: Craft your story, build the perfect pitch deck, and launch the venture of your dreams (Evan Baehr & Evan Loomis)
• Book: Guide to Presentations (Lynn Russel & Mary Munter)
• Book: Made to Stick - Why Some Ideas Survive and Others Die (Chip Heath & Dan Heath
• Website: LinkedIn Series B pitch to Greylock (Reid Hoffman)
• Website: Perfecting your Pitch (Garage Ventures)

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1. Intro (00:00:00)

2. AIM Framework: Audience, Intent, Message (00:01:30)

3. CUE Framework (Curiosity, Understanding, Excitement) & Making Your Pitch Memorable (00:07:07)

4. How the Investment Process Works (00:12:45)

5. Rehearsing Your Pitch (00:15:05)

6. Anticipating Investors Questions (00:20:57)

7. Various Positive Pitch Outcomes & Building Relationships (00:22:56)

8. Last Thing You Do in a Pitch & Make It Investors Easy (00:26:43)

9. What To Do if There is No Fit & Finding an Analogy to Better Connect With Investors (00:29:01)

10. Recommended Resources (00:35:39)

11. Two Key Takeaways (00:40:07)

12. Outro (00:42:27)