Many South African funders (IDC, NEF, large DFI loans) require an in-person or virtual pitch to a funding committee. This guide shows you how to prepare and deliver a compelling 10-15 minute pitch that wins approval.
Pitch format: Typically 10-15 minute presentation followed by 15-20 minutes of questions. Total session: 30-40 minutes.
Who This Is For
- Entrepreneurs pitching to IDC, NEF, or DBSA
- Businesses presenting to corporate ESD committees
- Social enterprises pitching for impact investment
- Any applicant invited to present to a funding committee
When You Need to Pitch
Funders That Require Pitches
- IDC (Industrial Development Corporation): All applications above R5 million
- NEF (National Empowerment Fund): All equity and major debt deals
- DBSA (Development Bank of SA): Infrastructure projects above R10m
- Private equity / Venture capital: All equity investment rounds
- Corporate ESD funds: Major CSI/ESD grant applications
- SEDFA (selected cases): Large cooperative or strategic applications
When Pitches Are Optional
- SEDFA and NYDA smaller loans (under R1m)
- Grant applications under R500k
- Voucher programmes and incubation support
Pitch Deck Structure (10-15 Slides)
Your pitch deck should tell a compelling story in 10-15 slides. Do not exceed 15 slides - committees have limited attention spans.
Slide 1: Introduction
What to Include
- Company name and logo
- Your name and title
- One-sentence value proposition
- Optional: Tagline or mission statement
Example
GreenTech Solutions
Affordable solar energy for South Africa's energy-poor households
Thembi Nkosi, CEO
thembi@greentechsa.co.za
Slide 2: Problem Statement
What to Include
- The problem you are solving (1-2 sentences)
- Who is affected (numbers)
- Current cost/impact of the problem
- Visual: Photo or infographic showing the problem
Tip: Make it relatable. Use a real customer story or statistic that resonates emotionally.
Slide 3: Your Solution
What to Include
- What you offer (product/service)
- How it solves the problem
- Unique advantages vs. alternatives
- Visual: Product photo, diagram, or demo screenshot
Slide 4: Market Opportunity
What to Include
- Total addressable market (TAM) in rands
- Target market segments
- Market growth rate
- Visual: Chart or graph showing market size and growth
Slide 5: Business Model
What to Include
- How you make money (revenue streams)
- Pricing model
- Customer acquisition strategy
- Unit economics (if applicable)
Slide 6: Traction & Validation
What to Include
- Customers served / units sold to date
- Revenue achieved (if trading)
- Growth trajectory (month-on-month or year-on-year)
- Key achievements (awards, contracts, partnerships)
- Visual: Growth chart, customer testimonials, awards
For startups: If you don't have revenue yet, show pre-orders, letters of intent, pilot results, or customer testimonials.
Slide 7: Team
What to Include
- Photos and names of founders/key management
- Relevant experience and credentials (1 line each)
- Why this team can execute
- Optional: Advisory board or strategic partners
Slide 8: Financial Highlights
What to Include
- Historical performance (if applicable): Revenue, profit, growth
- 3-year projections: Revenue, EBITDA, net profit
- Key assumptions
- Visual: Simple revenue/profit chart (bar or line graph)
Keep it simple: Don't overwhelm with numbers. Show only key metrics. Full financials are in your application.
Slide 9: Funding Request
What to Include
- Amount requested
- Use of funds (bullet points or pie chart)
- Expected outcomes (jobs, units, revenue)
- Repayment plan (for loans) or exit strategy (for equity)
Example
Funding Request: R2 million
Use of Funds:
- 40% - Manufacturing equipment
- 25% - Working capital
- 18% - Delivery vehicle
- 10% - Marketing (Western Cape entry)
- 7% - Training & skills development
Expected Outcomes: 12 new jobs, 5,000 installations, R25m revenue by Year 3
Slide 10: Impact & Vision
What to Include
- Social/economic impact (jobs, communities served, lives improved)
- Environmental impact (if applicable)
- Long-term vision (where you see the company in 5-10 years)
- Alignment with funder priorities (B-BBEE, transformation, sector)
Optional slides (11-15): Competitive analysis, go-to-market strategy, risk mitigation, customer testimonials, product demo. Only include if time permits and relevant.
Delivery Tips
- Tell a story: Don't just read slides. Weave a narrative that connects problem → solution → impact
- Be confident but humble: Show passion without arrogance
- Make eye contact: Engage with committee members, not just the screen
- Use simple language: Avoid jargon and acronyms
- Pace yourself: Don't rush. Aim for 1 minute per slide
- Show passion: Enthusiasm is contagious
- Be authentic: Don't try to be someone you're not
Handling Questions
The Q&A session is where funding decisions are really made. Be prepared.
Common Questions to Prepare For
- Financials: "How did you arrive at these projections?" "What are your assumptions?"
- Competition: "Who are your competitors? Why will you win?"
- Market: "How do you know there's demand?" "Who are your customers?"
- Team: "Do you have the skills to execute?" "Who is missing from the team?"
- Risks: "What could go wrong?" "How will you mitigate risks?"
- Use of funds: "Why do you need this specific amount?" "What happens if we only approve half?"
- Impact: "How will you measure success?" "What jobs will you create?"
Tips for Answering Questions
- Listen carefully: Understand the question before answering
- Be honest: Say "I don't know" if you don't, then offer to follow up
- Be concise: Answer directly, don't ramble
- Stay calm: Don't get defensive if challenged
- Use data: Back up answers with numbers and evidence
- Reframe negatives: Turn concerns into opportunities to clarify
Red flag: Never argue with the committee or dismiss concerns. Acknowledge the question, address it thoughtfully, and move on.
Virtual vs In-Person Pitches
| Aspect | Virtual Pitch (Zoom/Teams) | In-Person Pitch |
|---|---|---|
| Technology | Test beforehand, have backup (phone hotspot) | Bring laptop + USB backup of slides |
| Environment | Quiet room, professional background, good lighting | Arrive 15 min early, know the room setup |
| Engagement | Look at camera, not screen. Use screen share effectively | Walk around (if allowed), use body language |
| Materials | Share slides via screen. Send deck in advance if requested | Bring printed handouts (1 per committee member) |
| Dress Code | Business formal (top half minimum) | Full business formal attire |
Virtual pitch tip: Do a full dry-run with a colleague on the same platform (Zoom/Teams) to test audio, video, and screen sharing.
Common Mistakes to Avoid
- Too many slides: Going over 15 slides and rushing at the end
- Text-heavy slides: Walls of text instead of visuals
- Reading slides: Reciting what's on screen instead of presenting
- No financials: Vague statements like "We'll make lots of money"
- Ignoring the audience: Not tailoring pitch to funder priorities
- Being unprepared for questions: Stumbling on basic queries
- Going over time: Exceeding the allocated 10-15 minutes
- Technical issues: Not testing equipment beforehand
Practice and Preparation
- Practice 10+ times: Rehearse until you can deliver without notes
- Get feedback: Present to colleagues, mentors, or advisors
- Time yourself: Aim for 10-12 minutes to leave buffer for questions
- Anticipate questions: Prepare answers to top 20 likely questions
- Know your deck inside-out: Be able to skip slides if time is short
- Have backup materials: Bring extra copies of financials, references
The 10-10-10 rule: Practice 10 times, in front of 10 different people, at least 10 days before your pitch.
Next Steps
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