How To Master Your Team Pitch

Teamwork makes the dreamwork right?

Well, there are a lot of competitions and pitches happening (and I have been giving some pitch support/workshop) so I thought it would be fitting to give you a behind the scenes of pitching as a team.

It is not the same as pitching as a solo founder on stage. So, take some of my hard-learned lessons as shortcuts for yourself, because my cofounder and I had to learn these the hard way a few years back. Let’s dive in.

_{This is a question I have been asked a lot throughout the years, so article was revised from an earlier edition!}

And just an FYI, I will be moving newsletter platforms this month so if there is a new version of this in your inbox, you know why! You will get an email when it happens to not miss a beat.

Pitching as a team: it is both an art and a science. And, it is one that is often not as clearly talked about as the solo act.

Team pitching is different—you are now like musicians in a band rather than a solo artist. So, how can you master this dynamic and still make your business resonate?

Let’s discuss:

Write it out.

When you are working as a team, you are as strong as your weakest part. I love seeing teams pitch because it shows a strength and an interpersonal dynamic that cannot be captured the same way in something like the team slide.

But, more people mean more moving parts. This also means more coordination.

Having a script or outline at least allows you to map out how each of you will work through the key parts in the pitch. Then, there will be no wasted time repeating each other or worse, forgetting something out entirely.

Practice your portion and nail it.

Shocker, I know.

Now, once you have your guideline of the script or bullet points, it is your job to OWN that section. You are the star of the show for that moment; you are the speaker. Your section is where are the soloist in this rock band.

As a founder, you need to know your portion and practice, practice, practice. Then, review it with a timer and see how long you take.

This will allow you to present confidently, and if every team member knows their individual section, it creates a cadence in the presentation that is a one-two punch to the audience.

Be agile, because the clock isn’t.

Most times during competitions, you are faced with a big clock counting down the time you have left. And, that is why you have practiced — and timed — your section as stated above.

Once you know your section inside and out, you are able to see how you speak in varying situations. Often times in a team pitch, one person may run short or another teammate runs over. You need to be ready for that.

In the moment, you should be able to ask yourself:

• If the person before me runs over, what sentence can I exclude or shorten to keep to pace?

• If my teammate missed a point and is running early, how can I make the most of my time? Pauses? Picking up where he left off? Or adding that one extra descriptive sentence in to really hit home the point of our product?

You are a speaking unit, and not only are you responsible for your solo, but the whole orchestra has to perform a consistence piece — your succinct pitch.

Review with forward time and countdown time.

There is nothing like that deer in the headlights moment on a stage with lights that are a bit too warm and the clock ominously staring back to you. And then you see the clock, and it is not the same as how you practiced.

This was one of the most annoying things I faced in a pitch was when the clock counted in a different way then my phone or stopwatch. It was like, if wait I speak for 37 seconds, what does that mean when the clock starts at 5:00 minutes and counts down, because I have only been practicing it counting up!?

You don’t want to be asking yourself these mental questions on stage.

So, how long is your pitch from start to finish, and how does this relate to the timer in a countdown way or count up?

These are easy calculations to map out. Put everyone’s individual speaking time down on paper, so they can see their timings forward and backward. (For example, I am 0–37, Jessie is 38–1:15, etc. AS WELL as the reverse like I am 5:00–4:23, Jessie is 4:23 to 3:46, etc.)

Know who is going to answer what questions.

This is key both in competitions as well as investor pitches. Individuals talking over each other dilutes your overall message, so in advance, know who will answer questions about respective fields like marketing, validation, IP, pricing, etc.

Often times, the individual who answers the themed questions follow suit to who speaks in that portion of the pitch.

For example, if Josh is introducing the business model and finances, most often — but not always — Josh will be the one answering the questions relating to these themes. This allows each member of your team to shine. (And people who did not speak can always come up and answer questions too!)

Questions can win and lose investors, judges, and the audience. Do not forget to review the answers and know who will be speaking them.

Pitching is a team sport. 

Like any sport, in pitching, you win and lose as team. If someone messes up, brush it off and learn from it. No one person will win or lose your investment or competition.

If you nail it, celebrate everyone’s success!

No matter what level of startup development you are in, remember to have fun on stage because you are sharing the incredible story of your team’s business.

Have something you would like the answer to? I would love to have you submit your own QoD.

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P.S. Remember we will be switching platforms next week!