Four pitch hacks only the pros know

Your pitch deck is polished. The product demo looks slick. But what really makes or breaks a presentation to potential investors and clients is less tangible: how cohesive your team appears. 

Even if you have the top product in the industry, buyers are ultimately investing in your team's ability to execute the vision. A disjointed, uncoordinated pitch can raise big red flags.

In the current economic climate, showing up to a pitch unified as a team is more important than ever. Post 2009, we had more than 1000 "unicorns"- private tech companies worth at least $1 billion. Few of them have survived or become profitable. 

Venture capitalists now insist that firms show a clear path to profitability instead of polished slides promising a bright tomorrow. And one of the key signs of possible profit is the quality of the team. 

"The founders and their teams are important. We measure background, passion, dedication, and leadership, among other elements, and make a call on the team", says Eugene Zhang, Founding Partner at TSVC. 

President and Board Member at Sand Hill Angels, Frank Willemsen, agrees: "Most important is TEAM (Hustler, Hacker, and Hipster)."

Investors and clients are wary of dysfunction or mixed messaging. Both suggest risk. Arm them instead with the confidence that comes from seeing a cohesive team ready to execute strategically.

As a communication and executive coach, I guide startups, leadership teams, and organisations on presenting as a united front to build confidence in your readiness to deliver results. 

Follow these three strategies to come across as the solid, cohesive unit you are when it matters most - during your business pitch:

1. Align on the desired outcome

This point may seem obvious - and that's the problem. Take time as a team to get very clear on the singular goal of your upcoming pitch. 

Is it to secure the next round of funding? Gain a strategic client? Once you know that all agree on the primary objective, you stay focused on achieving it together vs. working at cross purposes.

Confusion over what you want to gain derails more teams than you'd expect. Define the win. 

Matt Blumberg, CEO of Return Path, agrees: "Total alignment, in strategy, vision and execution, is absolutely critical for startups. Misalignments waste precious resources, confuse employees and can kill a company fast." 

If you need help determining where your team stands, you can assess its cohesiveness beforehand with the help of Bruce Tuckman's Four Stages model. 

2. Plan the Presentation Flow 

Once your pitch goal is set, map out how the presentation will logically build segment by segment to convince your audience.

Discuss transitions and handoffs so the pitch flows logically from one team member to the next. Smooth flow conveys coordination. It also helps you to stay calm during the presentation as you know exactly when to speak. 

Design the pitch to highlight how each role contributes to a cohesive whole. Let your complementary skillsets shine. 

Here are some questions to get you started:

• Who will frame the problem or opportunity you want to address? That sets the scene.

• Who will present your product or service as the solution? Outline its strengths.

• Who will speak to implementation, operations, and tech capabilities? Show your readiness.

• Who handles the financials, projections, and metrics? Quantify your traction.

Outline the flow to allow each member to highlight their expertise. 

For example:

• The Sales VP frames the prospect's pains powerfully based on customer insights.

• The CEO demonstrates the product is uniquely suited to address those pains.

• The COO dives into operational readiness and tech that enables delivery.

• The CFO presents impressive projections and early KPIs.

Discuss natural transition points between segments to keep the flow cohesive. Eliminate redundancies across presenters. Time this tightened flow and refine it until you're happy with the result (remember some coffee breaks in between- this is hard work!).

The result is a pitch that weaves different perspectives into a coordinated narrative. You reinforce that this team's combined capabilities make your solution a smart bet.

3. Practice the pitch...a lot

Practising the presentation together multiple times is vital. 

• Run through from start to finish to refine transitions between each presenter and segment. Smooth handoffs look coordinated.

• Time the entire pitch and each segment. Trim content to fit your slot. Rushed presentations get derailed.

• Identify any rough patches in flow or awkward segues. Fix transitions that disrupt cohesion.

• Practice handling surprises - questions that interrupt the flow or tech fails. Recover together.

• Use practices to clarify roles - who repeats key points? Who facilitates Q&A? Define supporting responsibilities.

• Record a run-through and review. Identify body language or cues that convey misalignment.

• Ask someone to give feedback on whether your team looked coordinated and focused. An outsider can see things you don't. 

• Ideally, build up to a dress rehearsal for the full-length pitch under exact presentation conditions - same room setup, AV, and length. Mimic the real deal to help you feel more confident. 

This intensive practice regime cements seamless coordination between speakers, polished transitions, and recovering from surprises as a united team. 

4. Assign the Pitch lead

Designate one team member as the lead presenter to open, close, and facilitate the pitch. The lead doesn't have to be the CEO - pick the most polished, facilitative speaker.

That brings natural coherence:

- They can address the problem the other speakers' segments address. 

- They keep the pitch on track time-wise and direct questions to the right person to answer. 

- They close by summarising key points and next steps without redundancy. 

By following this roadmap, your team can present seamlessly, even with challenging Q&As. You'll reinforce confidence in your readiness to deliver as one.

Avoiding presentation pitfalls that undermine team cohesion

On the flip side, there are plenty of presentation pitfalls that can shatter the image of your team's cohesion. Be vigilant to avoid:

- Contradicting each other or taking contrary stances - Get aligned upfront. If something comes up during the presentation, discuss it afterwards, not during the pitch. 

- Interrupting or speaking over other presenters - respect teammates. 

- Failing to transition between segments smoothly - make handoffs natural. Lots of practice will help. 

- Veering off track or on irrelevant tangents - respect time limits.

- Appearing disengaged when others are speaking - show active listening. Under no circumstances should you look at your phone.  

- Overuse of filler words like "um" or "like" - practice reducing.

With mindful preparation as a team, you can avoid these missteps and show up sharply unified around your central objective.

United Front, Aligned Goals  

Clients and investors are buying into your team's ability to strategically execute just as much as your service or product specifics.

That's why it's so important to take time to intentionally coordinate your pitch - from aligning on objectives to assigning supporting roles to practice flow. 

With the proper collaboration, you can show up tuned-in and cohesive, making the choice to go with your team a no-brainer. 

Let's connect if you need help bringing your A-game as a united front for your next must-win pitch.