Kick off

• How we will work together
• Pitch decks review

Entrepreneurial process and sales

Milestones

• 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

Exercise

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

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

Exercise

• 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

Exercise

• 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

Exercise

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

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

Exercise

• Your pitch deck alteration

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

Exercise

• 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

Exercise

• 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

Exercise

• Samples of pitches

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

Exercise

• 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

Template

• Sample of term sheet/investment contract