As I listen to founders pitch their ideas, it is easy to spot the one’s with conviction. Every so often you listen to a pitch where you know the proposition is personal, experienced, and related to the founder’s heart and what it means to be alive. In contrast, there is the opposite end of the conviction spectrum. When a founder lacks belief in her//his proposition, one misses the passion, punch, and intimate knowledge of the details.
As I meet with the founders individually, I always start with asking about the story. Why this proposition and why you? Before I share my feedback, I ask if s/he is willing to give me an opportunity to listen, to ask questions of clarity, and to walk a bit with them on their journey.
Even as I tailor my comments to the specific situation, having had some success and even more failures, my themes include the following.
Be authentic. Be true to yourself, the story which got you hear, and the origins of your idea and the belief which backs it up. This transcends what you do with your idea. Take old wisdom, “My dear friends, don’t let public opinion influence how you live out our glorious, Christ-originated faith,” (James 2.1) and apply it to every aspect of your life today.
Know your story. Own it. Start with your why, follow with the details on the how, especially focused on where you are today, and then share the story of the future and what will happen. Inside and out, with no defensiveness required because it is what it is. Let the power of your story and the journey be the center. If you have an ego, get it out of the way.
Be optimistic and realistic at the same time. If you have had help, be honest about the source. If you need help, ask! Without an invitation and permission to be a help, many an offer was left unexpressed and untouched.
One’s story may be long or short using the same outline. Every quest begins with a story.
