Day 1

Kick off
  • How we will work together
  • Pitch decks review
Entrepreneurial process and sales


  • Understand the process of your business
  • Where are potential pitfalls
  • Focus and accelerate

Building sales model and value for customers

  • How you develop sales competences
  • Team: roles, assignments and responsibilities
  • Avoiding mistakes

Surviving the valley of death

  • Reaching business resilience
  • Tips: how to stay alive crossing valley of death


  • You will make a self-appraisal of your business (prepare/revise your strategy)

Day 2

Understanding customers
  • Why customer is and always will be KING
  • Practical use of techniques to get customer feedback as quickly as possible
  • How to get focused on what your customer really wants
  • Understanding customers in non-domestic markets


  • List and test of customer assumptions
  • Your business model and pitch deck alteration
Organize to scale
  • Tools to bring lean mindset to your company and get desired results
  • What should be under control if you want to build a growth-oriented business
  • Planning is life blood, KPIs make it circulate
  • How to achieve productive relations among founders, owners, managers and employees


  • Template of tasks and operations, key processes, organizational outline
  • Identifying and removal of waste
  • Your business model and pitch deck alteration
Building efficient sales model
  • Unique sales proposition (USP) to customers. Revenue as condition for fundraising
  • How to standardize sales process and and make it repetitive
  • How to measure success through KPIs and make sales predictable
  • Understanding and adapting to competition
  • Map, develop and optimize your sales funell and customer journey
  • Difference between B2B and B2C sales channels
  • How you reach your customers: digital and traditional marketing channels


  • Sales funnel outline
  • Prototype sales process
  • Your sales model and pitch deck alterations



Day 3

Sources of funding
  • 3F, angel, pre-seed, seed, A, B, C round
  • Role of money in startup world
  • Financial instruments
Understanding VC structure and logic
  • Terminology in VC fund management
  • What drives investors and what are their KPI’s
  • Return on investment and optimizing risk
Investor’s expectations
  • Unique product, focus, team execution power
  • Unit economics that brings you to breakeven point
  • High growth and exit potential
What product/developement stage is investable
  • What is investment readiness
  • Importance of traction, MVP, PMF
  • Appropriate size of investment, next rounds, dilution


  • Your pitch deck alteration

Day 4

How to find and approach investor
  • Elevator pitch, five-minute pitch, info memo
  • What are red flags
  • First and second meetings, what follows
Structuring investors deck - viewpoint of investor
  • Value proposition, problem/solution
  • Market and competition
  • Business model, KPIs, financials
  • Milestones
  • Team
  • Investment deployment


  • Your pitch deck alterations
Presenting financials to investors
  • Meaning of financial forecasting
  • Building an image that investors can trust
  • Unit economics: gross margin, CAC, CLTV, Cost Analyses, Cap Table


  • Templates and pitch deck alterations
Team qualities investors are looking for
  • Power to attract talents
  • How to recognize execution capability of outliers
  • Flexibility and trustfulness
Pitching to investors
  • What investors asses during the first pitch
  • Creating interest in you and your solution
  • How to present team, traction, solution, and growth potential


  • Samples of pitches

Day 5

Valuation in practice
  • What is the purpose of valuation, key items
  • Value as a result of negotiation and competitiveness
  • Traps of high valuations, next rounds


  • Showcase of startup valuation
  • Your pitch deck alterations
Negotiation and contracting
  • How to make a good term sheet
  • Clauses to pay attention to in investment documents
  • Timeline from first meeting to closing


  • Sample of term sheet/investment contract
Startup after investment
  • Reporting expectations
  • Investor’s role in management process
  • Conflict points, how to avoid them


  • Sample of reporting worksheet
Final participant’s pitching
Closing session