ENT pitching Test 1

Newness

Your venture is emerging

Legitimacy

Is your venture real

Uncertainty

Will it work in the real world

EVP (Entrepreneurial Ventrue Pitch) allow investors

A brief glimpse into elements of coach-ability, decision making, passion

Rhetorical cannons

Invention, arrangement, style, memory, delivery

Invention

The process of gathering necessary information required to create specific discourse

Arrangement

Creating a logical structure of information specific to a particular type of discourse

Style

Word choice and sentence structure used during specific rhetorical situations

Memory

Determining degree to which a situation requires extemporaneous or manuscript delivery

Delivery

Oral and nonverbal presentation techniques

Business Model

A rational of how a organization creates, delivers, and captures value

BMC - Desirability

Value Proposition, customer segments, Channels, Customer relations

Customer relationships

What type of relationship does each of our customer segments expect us to establish and maintain with them, what do we have established, how much do they cost?

Infrastructure Feasibility

Key resources, Key activities, Key partners

BMC - Key activities

What activities do we require, distribution channels, customer relations, rev streams

BMC - Financial Viability

Revenue streams, cost structure

Value Proposition Canvas

Customer Profile, Value Map, Achieving Fit

Customer profile

Customer jobs, pains, and gains

Value Map

Describe how your offering creates value through products and services, pain relievers, gain creators

Achieving fit

is achieved when the value map directly addresses the most important elements of the customer profile

Rhetorical appeals

Ethos, pathos, logos

Ethos

Appeal to Credibility/ethics; gaining the audiences trust

Pathos

Appeal to emotion; creating an emotional connection with the audience

Logos

Appeal to logic; creating a sound argument for your audience

Reciprocation

The principle of giving and receiving - unsolicited gifts to try to initiate a relationship or obligation

Liking

The power of affinity - understanding the core psychological drivers that make people like each other (physical attractiveness, compliments, similarity

Social proof

We determine what is correct by observing what other people think is correct

Commitment and consistency

Once we have made a choice or taken a stand, we will encounter personal and interpersonal pressures to behave consistently with that commitment. Those pressures will cause us to respond in ways that justify our easier decision

Power of symbols

Authority - we tend to comply with authority figures, often influenced by symbols over substance, leading to a ‘click, whrr’ response

Pre-suation

The strategic practice of arranging for an audience to the receptive to a message prior to its actual delivery

Focused attention =

Importance - concentrated attention on a subject or offer leads to it being perceived as more significant

Agenda setting

Persuaders can influence by selectively emphasizing favorable aspects

Openers and influence

The sexual - the threatening

Self relevant

Messages that personally resonate with the audience’s experiences, needs or desires are more influential

Unifinished tasks or information

Capture attention more effectively due to the Zeigarnik effect

Arrangement - canon

Represented by the four virtues of correctness, clarity, ornamentation, and propriety

Ornamentation

Are our words simplistic or complex

Propriety

Are our words appropriate for our setting

Impromptu pitch

Informal presentation delivered off the cuff

Manuscript

Formal presentation delivered verbatim from script

Extemporaneous

Formal or informal presentation delivered from outline

Persuasive presentation - organizational structure

Problem, solution, ask

Toulmin’s model

Claim - item you want to convince your audience, data - elements used to show proof your claim is solid, warrant - statement connection your claim and data

Style

Formal or informal, internal or external, written or spoken, work choice & sentence structure

Early start up valuation

You build value by accomplishing milestones, investment amount and valuation determine how much equity ownerships you give up, no exact formulas, investors want a low pre-money valuation; owners want a high one / You reduce risk in your startup by acquiring customers, launching products, and developed supporting operations

Pre-money valuation

Value placed on company before an investment round; a key point of negotiation between founders and equity investors

Post-money valuation

Value of the company after the investment round. Investment amount + Pre - money valuation = post - money valuation

Founder dilution

Amount of ownership given by startup founders, expressed as a percentage

Investor dilution

Early investors give up a portion of ownership when future rounds are raised. Early investors can negotiate for anti-dilution rights attached to their preferred shares

Raise or round (investment round)

Process and result of raising money for your startup. Each round is given a name such as Series A or B

Priced round

Agreeing with investors on the valuation of a startup and by extension the price per share of stock

Down round

Founders accept an equity investment at a lower valuation than previously established

Seed round

An investment used to start the company and create its first product or services

Series a, Series B

Typically the first venture capital rounds

Equity

Ownership of the startup

Avenues to acquire capital

Financial institutions, friends and family, angel investment, venture capital, incubators, pitch competitions

Pre - seed

Developing a business concept, working on any partnership agreements, getting any patents or copyrights, creating a pitch deck

Seed

Creating a product or prototype, getting business running, fundraising

Natural Capital

Natural resource stocks and environmental services

Social captial

Social resources (networks, social claims, social relations, affiliations, associations)

Physical capital

Infrastructure (buildings, roads, production equipment and technologies)

Economic or financial capital

Capital base (cash, credit/debt, savings, and other economic assets)

Human capital

Skills, knowledge, labour

Delivery - cannon

Verbal delivery, nonverbal delivery, impression management

Four types of communication apprehension

Trait, context, audience, situation

Trait

How you are typically impacted by anxiety across time an situations (what is your base level)

Entrepreneurial mindset

Cognitive perspective that enables an individual to create value by recognizing and acting on opportunities, making decisions with limited information, and remaining adaptive and resilient in conditions that are often and uncertain and complex”

Cognitive element

represents the ways in which entrepreneurs employ mental models in order to think about a particular situation

Behavioral element

Highlight entrepreneurial engagement with opportunity, or the way an entrepreneur “acts”

Emotional element

Represent elements an entrepreneur might “feel” during the entrepreneurial process

Central route

Occurs consciously and involves thinking actively about an influence - seeking message and integrating it into the individual’s previously existing cognitive structures (the facts)

Peripheral Route

Characterized by subtle cues and context, with less active thought and cognitive (heartstrings)

Organizational legitimacy

Obtained through conformance to norms and regulations specific to external environments

Cognitive legitimacy

represents “the spread of knowledge about a new venture” and is assessed by the measurement of public knowledge about a new activity

Socoio-political legitimacy

The process by which key stakeholders, the general public, key opinion leaders, or government officials accept a venture as appropriate and right, given existing norms and laws