If you have not already, please first read part 1 "The three-minute pitch: What founders need to say".

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I consistently see founders underestimate the value of thorough rehearsal. In my experience, the difference between an adequate pitch and one that commands attention comes down to prep. I recommend rehearsing your pitch 100 times minimum (Yes, 100). Here's what typically happens during this process:

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Initial 20 attempts: Content mastery

This phase is about getting comfortable with your content. You'll stumble, forget key points, and need your notes. That's normal. Focus on memorising the flow and key messages. Don't worry about timing yet - just get comfortable with the material. By attempt 20, you should be able to deliver the full pitch without notes.

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Next 20: Timing calibration

Now that you know your content, focus on hitting your marks. Use a timer for every run. You'll find certain sections run long while others feel rushed. Adjust your pacing. Pay attention to where you naturally pause and where you tend to rush. Work on smoothing out these variations until you can consistently finish within 2:55-3:00.

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Next 20: Tone refinement

With content and timing under control, focus on how you're delivering your message. Experiment with emphasis on key points. Practice varying your pace for impact. Work on transitions between sections. Record yourself and listen back - you'll hear where your tone doesn't match your content. This is when you start sounding like you're having a conversation rather than reciting a script.

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Next 20: Physical presence

Time to focus on body language. Film yourself. Watch your movements. Are you swaying? Fidgeting? Making purposeful gestures? Practice until your physical presence reinforces your message rather than distracting from it. Work on eye contact patterns. If you'll have slides, practice advancing them without breaking your flow.

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Final 20: Integration and polish

Now bring it all together. Each run-through should feel smoother than the last.

You're no longer thinking about what comes next - you're focused on connecting with your audience. You can adjust your delivery based on audience reaction without losing your place. This is where preparation creates the illusion of effortless delivery.

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Happy pitching! Found this useful? Share with a fellow founder who's preparing to pitch.

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