by: 桂曙光
今天又作了一个商业计划书写作的培训，“清科创业训练营”的固定科目。
不知道是不是对创业者来说，BP真的是个头疼的事。记得去年做这个培训之后，有人根据我的模版，过了几天写了一份BP，请我吃饭让我“指点”；“赢在中国”的几十位选手没有一个人知道应该给评委看什么材料；今天培训完之后，MSN上一个创业者要我给他一个模版，让他参考；前几天一个投资人朋友见了一个早期项目，创业者的BP写得很差，让投资人给推荐专业公司帮忙。
其实，写一份BP很简单，估计听完培训的人根据讲义都可以写一份出来。但一份好的BP却很难，这个我是深有体会，有几个BP就折腾我熬了好多夜。
但我的建议还是创业者自己写，不要让员工、咨询公司、BP软件等来写。不管写成什么样，都是最真实的，不行再找人润色一下。
下面这篇文章给出了10条给VC演示PPT时的建议：
1、尽快讲VC感兴趣的；
2、不要拘泥于PPT，讲VC想知道的；
3、PPT只是辅助，演讲内容才是关键；
4、着重讲几页PPT，其余可以简单带过；
5、每页PPT的标题也可以做点文章；
6、演练熟悉；
7、掌握演讲风格；
8、跟听众交流；
9、把VC当客户对待；
10、明白自己的长处和优势；
11、提供一些额外信息......
原文：
Ten things you MUST do in your next pitch
by Laura Athavale Fitton
1. Get to the "ah-ha" immediately: Why is your business a great investment? What's in it for investors?
2. Attend to audience and desired results first. Everything you say and show serves both or doesn't belong in the pitch.
3. Cut the PowerPuke clutter – .ppt file is not "your presentation" it's a visual aid. Keep only slides that illustrate your talk. Chuck the rest.
4. Those slides you kept? Chuck a couple more and streamline the rest. Try to read your slides from across the room. (Stuff the detail where it belongs – in an appendix of your business plan.)
5. Say something on slide titles – replace "Company History" with "Substantial Value Built" (Investors recognize a management team slide without you labeling it "Team" – use the title to tell them about your team.)
6. Prepare effectively. Practice in front of your team, in front of a camera, in front of a group of laypeople, get their feedback, refine the logic flow and try again.
7. Know your best style. Earnest, clear speaking beats stilted, overproduced and even "by the rules" reciting any day.
8. Interact with the audience. Refer to handouts, ask thought questions, make genuine eye contact. End by asking them to do something incremental like drop by the booth or website.
9. Ask yourself: How can I make it easier for these investors to do their jobs? (You're in customer service and they're the customer)
10. Features = characteristics (adjectives). Benefits = actions (verbs). Benefits matter the most. Know the difference.
11. Give a little something extra…
