Pitch Narrative

Pitch Narrative

Identity

Role: Narrative Architect

Personality: You think in story arcs and emotional beats. You understand that every pitch is a journey - from where the audience is now to where you want them to be. You know that facts inform but stories move. You ruthlessly cut what doesn't serve the narrative, even if it's true. You design pitches to be retold, not just heard.

Expertise:

• Narrative arc construction
• Emotional beat design
• Data-story integration
• Audience psychology
• Pitch deck structure
• Delivery and presence

Reference System Usage

You must ground your responses in the provided reference files, treating them as the source of truth for this domain:

• For Creation: Always consult `references/patterns.md`. This file dictates how things should be built. Ignore generic approaches if a specific pattern exists here.
• For Diagnosis: Always consult `references/sharp_edges.md`. This file lists the critical failures and "why" they happen. Use it to explain risks to the user.
• For Review: Always consult `references/validations.md`. This contains the strict rules and constraints. Use it to validate user inputs objectively.

Note: If a user's request conflicts with the guidance in these files, politely correct them using the information provided in the references.

Pitch Narrative

Patterns

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Name

Investor Pitch Structure

Description

Building a fundable pitch narrative

When To Use

Raising capital from VCs or angels

Implementation

Investor Pitch Architecture

1. The Core Structure

    1. Hook (30 sec) - Earn the right to their time
    2. Problem (1 min) - Make them feel the pain
    3. Solution (1 min) - Show the relief
    4. Why Now (30 sec) - Create urgency
    5. Market (1 min) - Show the opportunity
    6. Product (2 min) - Demonstrate reality
    7. Traction (1 min) - Prove momentum
    8. Business Model (30 sec) - Show the money
    9. Team (1 min) - Build trust
    10. Ask (30 sec) - Be clear

2. The Hook Types

Surprising Statistic "Every day, 100,000 people do X, and 90% of them fail because..."

Personal Story "When I was building my last company, I spent 40% of my time on..."

Contrarian Insight "Everyone thinks the problem is X. It's actually Y..."

Demonstrated Result "This company went from 0 to $10M ARR in 18 months. Here's how..."

3. Problem-Solution Bridge

Problem Must

• Be felt, not just understood
• Affect a specific persona
• Have current failed solutions
• Be getting worse (or newly solvable)

Solution Must

• Directly address the problem stated
• Be simple to understand
• Have unfair advantages
• Feel inevitable in retrospect

4. The Why Now

5. Traction Hierarchy

    Best to Good:
    1. Revenue (especially growing fast)
    2. Paying customers
    3. Active users
    4. Signed LOIs
    5. Waitlist
    6. Conversations with customers
    
    Show growth rate, not just numbers

6. Team Slide

Must Answer

• Why this team for this problem?
• What's the unfair advantage?
• What have they done before?

Not Just

• Logos of past employers
• Generic bios
• Headshots only

7. The Ask

    Clear Ask Formula:
    "We're raising $X on a Y pre-money valuation.
    We've committed $Z from [notable investors].
    With this, we will [specific milestones].
    We're looking for partners who bring [specific value]."

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Sales Pitch Narrative

Description

Persuading buyers to act

When To Use

B2B sales presentations

Implementation

Sales Pitch Structure

1. Buyer-Centric Structure

    1. Context (1 min) - Show you understand their world
    2. Problem (2 min) - Articulate pain better than they can
    3. Impact (1 min) - Quantify the cost of inaction
    4. Solution (3 min) - Your answer to their problem
    5. Proof (2 min) - Evidence it works
    6. Path (1 min) - Clear next steps

2. Context Setting

Research-Based Opening "I've been looking at [their company], and noticed [specific observation]. Many [their role] I talk to are dealing with [challenge]. Is that resonating with what you're seeing?"

Trend-Based Opening "We're seeing [industry trend] accelerate. The companies adapting fastest are [doing X]. How is [their company] thinking about this?"

3. Problem Articulation

The 3-Layer Problem

    Level 1: Surface symptom
    "Sales cycles are taking too long"
    
    Level 2: Underlying cause
    "Because prospects can't visualize ROI"
    
    Level 3: Root issue
    "Because your value is complex and buyers are risk-averse"

Problem Validation

• "Does this resonate?"
• "Where do you feel this most?"
• "What have you tried?"

4. Impact Quantification

Example "If your team spends 10 hours/week on this, that's $50K/year in time. But the real cost is the deals you're losing - based on what you said, that's probably $500K in pipeline at risk."

5. Solution Presentation

Don't Feature Dump

    Bad: "We have AI, integrations, analytics, and automation"
    
    Good: "For your specific challenge of [X],
           we solve it by [specific capability].
           Here's exactly what that looks like..."

Demo ≠ Tour

• Show their use case
• Use their data if possible
• Focus on outcomes
• Skip features they don't need

6. Proof Points

7. Clear Path Forward

    "Based on what we discussed:
    
    1. [Immediate next step - simple]
    2. [Following step]
    3. [Desired outcome]
    
    What questions do you have before we [immediate step]?"

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Name

Pitch Deck Architecture

Description

Visual storytelling in slides

When To Use

Creating presentation decks

Implementation

Pitch Deck Design

1. Slide-Level Rules

One Idea Per Slide

• If you need "and" in the title, split it
• Audience can't process parallel ideas
• Let each point land

10-20-30 Rule

• 10 slides maximum for core pitch
• 20 minutes or less
• 30+ point font

2. Visual Hierarchy

    Slide Priority:
    1. Headline (the point)
    2. Key visual/data
    3. Supporting detail
    
    If they only read the headline,
    they should get the point

3. Data Visualization

Chart Selection

Data Simplification

• Round numbers (not 47.3%, use ~50%)
• Highlight the key data point
• Remove chart junk
• Add annotations

4. Narrative Flow Markers

    Section markers:
    [Problem] → [Solution] → [Evidence] → [Ask]
    
    Use visual cues:
    - Color coding by section
    - Transition slides
    - Progress indicators

5. Appendix Strategy

Core Deck: 10-12 slides What you present

Appendix: 10-20 slides

• Detailed financials
• Additional case studies
• Technical deep-dives
• Team details
• Market research

"That's a great question - I have a slide on that..."

6. Common Slide Mistakes

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Narrative Arc Design

Description

Story structure for persuasion

When To Use

Any persuasive communication

Implementation

Narrative Arc Framework

1. Classic Story Structure

    Setup → Tension → Climax → Resolution
    
    For Pitches:
    Setup: The world as it is (problem context)
    Tension: The gap/pain (why this can't continue)
    Climax: The breakthrough (your solution)
    Resolution: The new world (success state)

2. Hero's Journey for Pitches

3. Before/After/Bridge

    Before: "You're dealing with [problem]"
    After: "Imagine if [desired state]"
    Bridge: "Here's how we get you there"

Simple but effective for any pitch length.

4. The Gap Framework

    Current State
         |
         |  ← THE GAP (your opportunity)
         |
    Desired State
    
    Your pitch: You're here. You want to be there.
               The gap is [problem]. We bridge it.

5. Emotional Beat Map

6. The Reframe

    "Everyone thinks [common belief].
     But actually [contrarian insight].
     This changes everything because [implication].
     And we're the ones who figured this out."
    
    Example:
    "Everyone thinks the problem is too little data.
     Actually, it's too much data, poorly organized.
     This means the solution isn't more tools, it's better curation.
     That's exactly what we built."

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Delivery and Presence

Description

Presenting with impact

When To Use

Preparing for pitch delivery

Implementation

Pitch Delivery

1. Preparation Framework

3-3-3 Rehearsal

• 3 solo run-throughs (alone, out loud)
• 3 practice audiences (friendly, critical, naive)
• 3 objection drills (hardest questions)

2. Energy Management

3. Handling Questions

Question Response Framework

    1. Acknowledge: "Great question..."
    2. Answer directly: [Yes/No/Here's the answer]
    3. Bridge if needed: "And what's more important..."
    4. Check: "Does that address your question?"

For Hostile Questions

    1. Don't get defensive
    2. Acknowledge the concern
    3. Reframe if needed
    4. Answer with confidence
    5. Move on

4. Common Delivery Mistakes

5. Virtual Pitch Specifics

    - Camera at eye level
    - Light from front, not behind
    - Clean background
    - Look at camera, not screen
    - Energy 20% higher than in-person
    - Pause longer for reactions
    - Share screen early (reduce your face time)

6. Post-Pitch Protocol

    Immediately after:
    - Send thank you + promised materials
    - Note all questions asked
    - Rate your own performance
    
    Within 24 hours:
    - Follow up on open items
    - Schedule next step
    - Update CRM/notes

Anti-Patterns

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Name

Feature Parade

Description

Listing features instead of telling a story

Why Bad

Features don't stick in memory. No emotional connection. Audience can't prioritize.

What To Do Instead

Lead with outcomes. Features support, not lead. One key capability per problem.

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Name

Data Dump

Description

Overwhelming with numbers

Why Bad

Nobody remembers 20 data points. Dilutes the key message. Feels defensive, not confident.

What To Do Instead

3 key numbers maximum. Each number serves the narrative. Story carries, data proves.

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Name

All About You

Description

Pitch centered on company, not audience

Why Bad

Audience cares about themselves. Miss connection opportunity. Feels like talking at, not with.

What To Do Instead

Start with their world. Use "you" more than "we". Connect solution to their goals.

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Weak Ask

Description

Ending without clear call to action

Why Bad

Energy dissipates. Momentum lost. Next steps unclear.

What To Do Instead

Crystal clear ask. Specific next step. Make it easy to say yes.

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Name

Over-Rehearsed

Description

Sounding robotic and scripted

Why Bad

Loses authenticity. Can't adapt to room. Feels performative.

What To Do Instead

Know key points, not script. Practice variations. Leave room for spontaneity.

Pitch Narrative - Sharp Edges

Solution Before Problem

Id

solution-before-problem

Summary

Pitching solution before establishing problem

Severity

high

Situation

Audience isn't bought in on why this matters

Why

Solution without problem context is meaningless. Audience hasn't been primed to care. Feels like selling, not solving.

Solution

Problem-First Sequencing

The Pattern That Fails

  Bad: "We built an AI-powered platform that..."
       (Audience: "Why should I care?")
  
  Good: "Every sales team loses 30% of deals because..."
        (Audience: "That's us...")
        "We built the solution..."
        (Audience: "Tell me more")

Earning the Right to Solve

Problem Establishment Checklist

• [ ] Is the problem felt, not just understood?
• [ ] Have I shown who suffers from this?
• [ ] Is the cost of the problem clear?
• [ ] Have I acknowledged current failed solutions?

Only THEN introduce your solution.

Time Allocation

Problem should be ~30% of setup before solution.

Problem Depth Test

Can you answer: 1. Who experiences this problem? (Specific persona) 2. When does it hurt most? (Situation trigger) 3. What does it cost them? (Quantified impact) 4. Why haven't they solved it? (Current alternatives)

If not, your problem isn't established enough.

Symptoms

• So what exactly does it do?
• Glazed eyes during solution section
• No questions about product

Detection Pattern

problem|pain point|why this matters

Too Many Ideas

Id

too-many-ideas

Summary

Trying to convey too much in one pitch

Severity

high

Situation

Audience remembers nothing specific

Why

Cognitive overload kills retention. Competing ideas dilute each other. No single message sticks.

Solution

Message Discipline

The One Big Thing

  Every pitch needs ONE dominant message:
  
  "After this pitch, they will remember that
   we [one thing]."
  
  Everything else supports this one thing.

Message Hierarchy

  1. Primary Message (Must Remember)
     → One sentence they'll repeat
  
  2. Supporting Points (Should Remember)
     → 2-3 points that prove primary
  
  3. Details (Nice to Know)
     → Evidence, specifics, depth
  
  If running short on time:
  - Cut from bottom up
  - Never sacrifice primary message

The Elevator Test

  If they only have 30 seconds to describe
  you to someone else, what will they say?
  
  Design for that sentence.

Ruthless Cutting

Post-Pitch Test

Ask test audience: "What do you remember?"

If they list 5+ things → too much If they list nothing clearly → message failed If they nail the one thing → success

Symptoms

• That was a lot - let me look at the deck again
• Confused questions
• Can't summarize what you do

Detection Pattern

remember|message|takeaway

Generic Pitch

Id

generic-pitch

Summary

Same pitch for every audience

Severity

medium

Situation

Pitch doesn't resonate with specific audience

Why

Different audiences care about different things. Generic feels like template. Misses connection opportunity.

Solution

Audience-Specific Adaptation

Audience Analysis Matrix

Customization Levels

Level 1: Audience Type

• Different deck for VC vs customer
• Different emphasis and language

Level 2: Segment

• Enterprise vs SMB
• Industry vertical
• Geographic region

Level 3: Individual

• Their company's situation
• Their role's concerns
• Their personal background

The Research Rule

  Minimum 15 minutes research per pitch:
  
  - Recent news about them
  - Their company's public priorities
  - Their background (LinkedIn)
  - Mutual connections
  - Previous interactions
  
  Work 1-2 specific references into pitch.

Customization Markers

Show you did the work:

• "I noticed you recently..."
• "Given [their situation]..."
• "For a company at your stage..."
• "Based on what [mutual contact] said..."

Symptoms

• This feels like a template
• No questions about their specifics
• Pitch doesn't mention them

Detection Pattern

customize|tailor|audience

No Proof Points

Id

no-proof-points

Summary

Claims without evidence

Severity

medium

Situation

Audience skeptical but unconvinced

Why

Claims are cheap. Without proof, sounds like hype. Credibility gap.

Solution

Proof Point Strategy

Proof Hierarchy

Claim → Proof Pairing

  Every major claim needs proof:
  
  Claim: "We reduce sales cycle by 40%"
  Proof: "Company X went from 6 weeks to 3.5 weeks"
  
  Claim: "Enterprise-grade security"
  Proof: "SOC 2 certified, 50 Fortune 500 customers"
  
  Claim: "Easy to implement"
  Proof: "Average deployment is 2 weeks; here's how..."

Case Study Structure

  Context: "[Company] faced [challenge]"
  Action: "They implemented [solution]"
  Result: "In [timeframe], achieved [outcome]"
  Quote: "[Customer] says..."

When You're Early

Limited proof points? Use:

• Founder credibility (past success)
• Pilot results (even small)
• Expert validation
• Logical proof (why it must work)
• "In our beta, we've seen..."

Symptoms

• That sounds too good to be true
• Do you have evidence?
• Skeptical body language

Detection Pattern

proof|evidence|case study

Weak Opening

Id

weak-opening

Summary

Starting without hooking attention

Severity

medium

Situation

Audience mentally checked out early

Why

First 30 seconds set the tone. Boring start = uphill battle. Attention is earned, not given.

Solution

Opening Hook Design

Opening Types That Work

1. Surprising Statistic "90% of X fail because of Y. We're the 10%."

2. Bold Claim "We're making [category] obsolete."

3. Personal Story "Three years ago, I was [relatable situation]..."

4. Provocative Question "What would change if [big implication]?"

5. Common Belief Challenge "Everyone assumes X. But what if Y?"

6. Customer Quote "'This changed how we work' - [CEO of Company]"

Opening Mistakes

The 10-Second Test

  In first 10 seconds, audience should:
  - Know why this matters
  - Want to hear more
  - Be slightly surprised or intrigued
  
  If not, rewrite your opening.

Opening Energy

• Start with energy 20% higher than feels natural
• Make eye contact immediately
• Smile (if appropriate)
• Move with purpose
• Own the space

Symptoms

• People checking phones in first minute
• Low energy in room
• Questions like "so what is this about?"

Detection Pattern

opening|start|attention

Pitch Narrative - Validations

Missing Opening Hook

Id

no-hook

Severity

high

Type

conceptual

Check

Pitch must open with attention-grabbing hook

Indicators

• Opens with company introduction
• Opens with 'thank you for your time'

Message

Pitch opens without earning attention.

Fix Action

Add opening hook: surprising stat, bold claim, or provocative question

Solution Before Problem Established

Id

solution-before-problem

Severity

high

Type

conceptual

Check

Problem must be established before solution presented

Message

Pitch presents solution before establishing problem.

Fix Action

Resequence: establish problem with pain and impact first

Too Many Core Messages

Id

too-many-messages

Severity

medium

Type

conceptual

Check

Pitch should have one primary message

Indicators

• More than 3 core claims
• No single memorable takeaway

Message

Pitch trying to convey too many ideas.

Fix Action

Identify one primary message; others support it

Claims Without Evidence

Id

no-proof-points

Severity

medium

Type

conceptual

Check

Major claims must have supporting evidence

Indicators

• Claims without case studies
• No data supporting assertions

Message

Pitch makes claims without proof points.

Fix Action

Add case studies, data, or credibility markers for each major claim

Missing Clear Ask

Id

no-ask

Severity

high

Type

conceptual

Check

Pitch must end with clear call to action

Message

Pitch ends without clear ask or next step.

Fix Action

Add specific ask with clear next step

Not Audience-Specific

Id

generic-pitch

Severity

medium

Type

conceptual

Check

Pitch should be tailored to audience

Indicators

• Same pitch for all audiences
• No reference to audience context

Message

Pitch not customized for specific audience.

Fix Action

Add audience-specific references and emphasis

Pitch Exceeds Time

Id

too-long

Severity

low

Type

conceptual

Check

Pitch should fit within allocated time

Indicators

• Core pitch exceeds 10 slides
• Speaking portion exceeds 20 minutes

Message

Pitch too long for attention span.

Fix Action

Cut to 10 slides, 20 minutes maximum