In my roles as executive director of the Women's Technology Cluster, VC and social entrepreneur I have heard ALOT of pitches. Here are my thoughts (not terribly original, by the way) on how to improve your game.

Listen to alot of presentations.

You will quickly form your opinion of what makes a good presentation after you've listened to 5 or 10.  Notice what you're thinking as you listen.  My thoughts fall into the following:

• what are you talking about? (too much jargon or too obscure)
• boy, you're long-winded
• yeah, yeah, I know, you can move on (stating the obvious in too much detail or too much detail on the slide - I can read faster than you can talk)
• what do you want me to do about it? (no call to action)
• we ran out of time and I didn't get to ask questions (see too long winded)
• don't get defensive when I ask you a question (see the question as an opportunity to engage, not as a an opportunity to say 'yes, but...')

A Pitch is an Oral Performance

A pitch is different from an executive summary.  You don't read your executive summary to someone.  You engage in conversation with the audience.  Your goal is to make an emotional connection.  So please don't read your PowerPoint.  

So, be big.  Don't be afraid to project your voice.  Videotape yourself.  After you cringe the first time you hear your voice and see yourself on tape, look to improve the following:

• The power of your voice.  Talk from your diaphram.
• The speed of your voice.  The most powerful people speak slowly.
• The number of words you use.  Can you say the same thing with fewer words?
• Watch the ums and ahs.
• Note your stance - posture, eyes, what you do with your hands.
• Timing.  Use a timer to help you pace yourself.

Goals of Presentation

Be clear on your goals.  Investors rarely if ever write a check at the end of a pitch.  Your goal, at a minimum, is to get another meeting where you can deepen the relationship and provide more information about your venture.  Alternatively, you can ask for contacts, resources or ideas that will help yoru venture.

You're Selling Yourself

While the business plan and executive summary sell the concept, the pitch sells you.  Think of all the presentations you've heard.  What do you remember?  What made the biggest impression?  It was the person.

When I hear a presentation, I want to be inspired.  I want to be impressed.  I need to be persuaded that this person will be successful.  That this person can do it. 

VCs are in the business of making quick assessments of individuals.  Are they likeable?  Coachable?  Do they take feedback/criticism?  Are they defensive?  Are they confident?  Do they have a sense of humor? Are they attractive?  Or better said, attractors - of people, resources, funding?  Do you want to spend time with this person?

Plans change.  Launching a product or service takes longer than expected.  Stuff happens.  What dictates success or failure, in part depends on the individuals and their ability to adapt and execute under changing or difficult conditions.