You Don’t Need This Book

Life’s a Pitch

Humans are innate storytellers. We use stories to relay understanding. Whether it’s a caffeinated conversation, a business networking event, dinner with friends, or on-stage in front of others, entrepreneurs must be able to translate the story of their business to anyone.

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Pitches are built to impress. Presentations are meant to share. One size does not fit all. Consider the environment, audience, and format to cater how your story is told. Preparation that includes thoughtful awareness will optimize engagement.

Startup founders and small business owners should be able to pitch in any situation, on the spot, and without props. There are many templates that highlight key areas to include within a pitch, but the overall objective is to deliver a lasting impact in the least amount of time. Honest enthusiasm, transparent vulnerability, and concise simplicity are great ways to accomplish this. To prepare for any audience, it’s wise to craft a few different versions of your story. Here’s a collection to consider:

1 sentence – Sharp conversation starter.
42 seconds – Ideal for concise intros in a group setting.
6 minutes – Time to deliver enough detail needed to support valuable Q&A.
10 minutes – Room for more details, but be careful not to numb the audience.
1 hour – A talk meant to deliver value, with details of your business included.

Slide Deck Design

When a slide deck is part of the equation, take full advantage of this opportunity. Building a slide deck establishes the cadence of your performance. Slide decks should create flow while supporting your verbal presentation with clear and impactful visuals. Slides should not include full sentences or too many bullet points for you to read aloud. Titles or short phrases may help guide the audience, but great slide decks use very few words. When it comes to slide deck design, keep transitions between each slide simple, but consider how content comes and goes on each slide. Subtle animations and thoughtful hints of movement will help you stand out without being too distracting.

With a remarkable slide deck in place, practice your presentation and sync it to the timing of each slide. Whether you use animated content or not, it’s best to have a single click to move between each slide. On stage, your attention should be on connecting with the audience, not the slide deck or the clicker.

If questions are allowed after your speak, consider including supportive back slides. Back slides are placed after the final slide. They are used to highlight material not included in the main presentation. Handy back slides include detailed pricing, competitive analysis, marketing strategies, research data, and intricate financial information. People who understand what they’re talking about can use fewer words, and back slides allow you to deliver a strategically simplified presentation. For the audience, this reduces the numbing effect of information overload. With back slides ready, you can indulge in clarifying conciseness. This makes for a more impactful tone. It can even be good to purposefully leave out a curious topic from the main presentation. When the inevitable question pops, you can use the sneaky back slide to share a more focused response. Memorize the order of your back slides and you’ll soon be leading a more authoritative exchange. In short, back slides prove you’re a pro.

To complete your slide deck preparation, export everything into one PDF and create a JPG file for each slide. The richest presentation will always come directly from the software (I prefer Keynote) a slide deck was built from. The PDF and JPG formats can be used as shareable marketing materials. More important, they are quick substitutes to counter any sort of last minute technical issues. Deliver the digital assets on time and organizing everything on a flash drive, just in case.

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Business pitch competitions and grant programs are a good way to financially supplement your business without diluting the equity structure. For example, when we were first building FliteBrite, we won a $10K pitch competition and earned a $25K grant from the Iowa Economic Development Authority.

Being prepared is obviously important when all eyes are on you. Memorize the order of your slides, but not what you plan to say. Memorizing a pitch word-for-word is safe for some, but a more genuine tone comes from the heart. We’ve all seen people lose their place in a memorized script or fumble through notecards. Avoid this embarrassment by practicing what you plan to say out loud. The mirror at home is a fine place to start, but nothing compares to a live audience. The sentiment of your pitch should remain consistent, but it won’t sound the same each time. As you tell your story, feedback from people you don’t know will sharpen the business and help you continuously evolve your transmission.

By Ben McDougal, ago

#GiveFirst

The energy of accelerating others is unmatched.

When talking with others, forget potential transactions. Instead start by focusing on how you can help. People gravitate toward those who choose genuine selflessness over their own interests.

Showing you care can be as easy as a quick thought to help someone else take their next step. Perhaps there’s a helpful introduction you can make? It can even be as simple as showing you care enough to listen.

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Early in my career I was told that everything felt like a one-way street with me. From then on, I made an effort to listen first and talk less. This is difficult when all you want to do is invite people to your next event or sell whatever it may be. Be willing to show up, stand out, and follow up to seal the deal, but pave two-way streets that allow your relationships to flourish by pulling as much as you push.

However you choose to contribute, the trick is not expecting anything in return. This benevolent attitude has been encapsulated in the hashtag #GiveFirst. Here is a Techstars podcast that explores this mindset. Brad Feld also wrote this book to highlight the #GiveFirst philosophy.

Maintaining a #GiveFirst mentality will spawn meaningful discussions faster and more often. This happens because without ulterior motives, you’re able to explore anything without remorse. Over time, this allows more meaningful connections to evolve, versus contacts without context. When you play the long game of investing in the success of others, the real fun begins.

Concerned you’ll never achieve your goals if you’re always trying to help others? Don’t be. If you relentlessly #GiveFirst, you will earn the attention of people eager to return the favor. You’ll also get asked about your own work more often. That’s when you spark intrigue by saying it’s a secret, before shifting the discussion back to them. They’ll laugh, love it, and come back for more.

By Ben McDougal, ago

Mentor Madness

Mentors help entrepreneurs without asking for anything in return.

These diamonds in the rough may be hard to find and the vulnerability to ask others for help can feel heavy, but don’t be afraid. Most entrepreneurs and intrapreneurs enjoy helping others. Not everyone is graced with extra time, but there are good mentors in every community. Local mentors provide huge in-person value and the online universe offers infinitely more ways to find good fits. The wider your engaged network is, the more strategic you can be when selecting mentors as well. Even with a wide spectrum of options, take time to consider whom you trust and who will trust you in return. Be respectful of everyone’s time, but don’t be afraid to approach the giants you admire most.

As an entrepreneur talking with potential mentors, be transparent about your situation, concise with storytelling, and clear with specific needs. Spell out your vision, the current state of your business, what makes you a pain reliever vs. a vitamin, and how this mentor’s experience could help you navigate the fog.

As you explore mentor relationships, it’s unlikely one person can support you on all fronts. This means you must get comfortable working with multiple mentors.

The more one mentor can help, the more attention they deserve. When you give a mentor more attention, it should not feel like they need to do the same. Approach each exchange with composure. Make it convenient for people who aren’t required to care. Go out of your way to be effective and efficient. Learn how someone likes to communicate and make detailed emails concise. Answer questions directly and find ways to keep connecting new dots. Think about deliberate deliverables. As things come together, slow play the delivery of assets and things you want to discuss. This will keep progress from feeling too heavy. It also creates space for concentrated feedback on more specific topics. A mentor who helps you in a meaningful way will rarely disappear, so there’s no need to overload them with too much at once. This practice helps you stay on top of ongoing conversations, while also allowing mentors to add more precise value. Optimizing mentor relationships this way will inspires trust, action fueled by accountability, and solidify a lasting sense of accomplishment for everyone interested in your success.

Along with learning from mentors, consider being a mentor yourself! Success (and failure) leaves clues so no matter what you’ve achieved in life, you have wisdom to share.

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Interested in mentorship? Here are characteristics to consider.

If you decide to offer your time in this way, be generous, but also realistic about how you can help. Mentoring can become a nagging task if you’re stretched too thin and the moment you feel resentment, the quality of your support diminishes. To avoid this pitfall, be upfront with the time you’re willing to commit and deliver whatever is promised. When volunteering a significant amount of time, be sure to feel at peace about the impact you’re making.

Your time spent mentoring should feel easy, efficient, and fun, yet challenging and rewarding as well. A #GiveFirst mindset paired with an authentic connection to founders you care about creates space for honest feedback and a magical experience for those who learn, earn, and then give back.

By Ben McDougal, ago

Bookmarks

Anticipation, fear, and excitement. These are healthy sensations that emerge as we create bookmarks in life by experiencing new things.

It’s easy to forgot for those who often look forward, but we are blessed by many renewing moments throughout life. The start of a new day, first dates, holidays, weddings, vacations, the arrival of a child, birthdays, the first day of school, a new job, the launch of your own company, and perhaps when you fully accept that we may only have one life to live.

This reflection on fresh beginnings and how we’re invited to create bookmarks in life spawned as I embark on my expanded role with Techstars. As a tech founder and entrepreneurial ecosystem builder, Techstars is an iconic organization I’ve always admired. They support entrepreneurs with education, resources, and mentoring that is exponentially compounded by a global network. What started as exploratory ecosystem building, quickly transcended into a more involved role with the Techstars Iowa Accelerator.

I’m grateful for this opportunity to be the entrepreneur in residence focused on ecosystem development. As you hear me often say, the energy of accelerating others is unmatched. Supporting more inspired founders while connecting a community of remarkable mentors is such a gift and yet another bookmark I’ll always appreciate.

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Visualizing your career portfolio as a dynamic pie chart is something I write about in YDNTB. Along with this healthy exercise to reflect on your own personal bandwidth, having this graphic on your phone adds a quick reference for introductory conversations as well. Here’s a peek at my current career portfolio.

As you marinate on your own state of now, be thankful for the bookmarks in life that you’ve established by exploring something new. Think about what you started and how’s it’s evolved. Remember everything can change so if it’s time to create a new bookmark in life, avoid the natural temptation to wait.

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Someday is dangerous. Today is all you have. Start.

By Ben McDougal, ago

Follow Up

As you continue to show up and stand out, it’s important to wrap a bow on your interactions by following up. Why? When creating connections, a single encounter is rarely enough. Whether it’s an email, phone call, social media connection, or handwritten note, follow up.

These tiny touch points can root a relationship. Even if there’s no obvious ways to collaborate right away, take a moment to say you enjoyed meeting that new contact. If possible, include something memorable from your encounter to personalize the message. This is also another chance to ask if there’s anything you can do to help, then close by sharing how you look forward to staying in touch. Whether they respond or not, this follow-up will increase the chance you’ll be remembered.

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The moment you meet is an effective time to connect on social media.

As you meet more people, it can become hard to maintain this habit without support. Don’t be afraid to use relationship management tools to keep conversations organized. Hubspot, Airtable, and other free CRM tools may be a good place to start. These platforms can automate your communication efforts, but play it cool. This is not the time to sell or bombard someone’s inbox. Instead of a pre-determined cadence, make a simple note to follow up. Use this reminder to comment on a social media post, share a quick idea, suggest a meaningful introduction, or invite your new contact to an upcoming event. While these follow ups are unscripted, it doesn’t hurt to internally track how many times you’ve touched base.

This balanced, friendly, and ongoing effort to stay connected will separate you from the pack and keep you on that person’s radar. Business may not spawn from these touch points, but there will be fresh context the next time you see each other. If opportunities to collaborate emerge, you’ll have a channel of communication already in place. Either way, showing up, standing out, and following up makes it easier to explore engaging ideas with your evolving network.

By Ben McDougal, ago