As an experienced narrative and storytelling coach, I've worked with entrepreneurs across numerous industries and stages. One fundamental truth I've observed is that pitching isn’t just about a PowerPoint deck. It is about understanding and communicating your business elements, your story, and vision effectively. So when the Harvard Innovation Labs invited me to work as a narrative and storytelling coach with their alumni founders in Launch Lab X, I couldn't be more excited. This was an opportunity to collaborate with some of the brightest entrepreneurial minds who have already proven their exceptional capabilities.
Harvard's Launch Lab X program selects accomplished founders who have already gained significant traction and are now focusing on scaling, raising capital, and refining their strategic direction. These leaders have successfully navigated early-stage challenges and are positioned to take their companies to new heights. While these founders possessed exceptional expertise and drive, I noticed consistent patterns in their pitching approaches that offer valuable lessons for all entrepreneurs.
Start with the Story, Then Bring in the Data
The most striking observation I made was how many accomplished founders instinctively downplayed—or completely omitted—their personal stories when pitching. Instead, they led with data, market trends, and financials, believing these elements alone would make the strongest case for their business.
While data is crucial—investors need evidence for the problem, scalability, and market fit—it's the personal narrative that makes a pitch memorable and compelling. Every founder I met had an incredible story and credentials, explaining why they started their company.
The reality is that people connect with stories before they connect with numbers. The most effective pitches don't just outline a market opportunity; they illuminate the journey that led the founder to discover the problem and dedicate themselves to solving it.
As one founder reflected: "Nir helped me move beyond presenting data to crafting a compelling narrative that integrates my 'why' with my professional credentials. Whether in a brief or extended format, I now have the tools to present our mission with clarity, confidence, and impact."
How Founders Can Apply This Lesson
Open your pitch with the following:
Begin with the "why" – Share the moment or experience that made the problem real for you.
Weave your journey into the pitch – Lead with your story, not as an afterthought.
Use data to reinforce, not replace, the story – Once you've created emotional connection, validate with evidence.
Get to the Point—Fast
Even with a great story and a compelling problem, founders typically have only a few minutes to make their case. Being concise and direct is crucial. Many Launch Lab X teams had impressive metrics and innovative solutions, but by the time they presented these elements, the audience had already disengaged.
To maximize impact, founders need to introduce their personal journey and the problem within 40-45 seconds. From there, they should quickly move to the solution and immediately showcase business impact by introducing key metrics early in the pitch.
How Founders Can Apply This Lesson
Keep the problem introduction tight – Get to the heart of the issue quickly.
Show impact early – Hook the audience with metrics before diving too deep into details.
Practice your timing – Ensure you can deliver your core message within the first 40 seconds.
Make Your Pitch Conversational
Many founders struggle with pitching because startup demo days and fundraising pitches follow a seemingly rigid structure. One Launch Lab X founder admitted that they disengaged with the practice of pitching—until we reframed it as a natural conversation. Instead of treating the pitch as a formal script, they started thinking about it as a five-minute conversation, similar to how they would explain their venture to a friend.
When they made their pitch more personal and natural, they suddenly became excited about presenting. This shift in mindset made a remarkable difference in both delivery and audience engagement.
Another founder expressed it perfectly: "Before working with Nir, I hated pitching. I saw it as fake and forced. In my first session with him, he helped unlock something in me and release that pressure and anxiety. I also realized that even if I'm not in a structured pitch session, anytime I connect with someone, I'm pitching."
How Founders Can Apply This Lesson:
Practice your pitch as a conversation – Can you explain your vision, problem, solution, metrics, and business model without slides, just as a conversation? If yes, you're on the right path.
Focus on flow, not just structure – Ensure your pitch feels natural and engaging through deliberate practice.
Bring your energy and passion – Investors don't just invest in businesses; they invest in people who can bring their vision to life.
The Harvard Connection: Why These Lessons Matter
What makes these insights particularly relevant within the Harvard entrepreneurial ecosystem is the intentional balance of analytical thinking and compelling storytelling. From the beginning, Thara Pillai, former director of alumni programs and engagement at the Harvard Innovation Labs, emphasized how important the human element is to them, not only the analytical and technical abilities of their founders. The Harvard Innovation Labs values both rigorous analysis and authentic connection. By incorporating personal storytelling into their pitches, these founders were able to create more engaging presentations that maintained the intellectual substance Harvard is known for while adding the human element that makes a pitch memorable. This approach aligns perfectly with what I observed during my coaching sessions—when founders integrated their personal journeys with their business expertise, their pitches became not just informative but truly compelling.
Looking Forward
These insights represent just the beginning of what I learned while working with the talented alumni founders in the Launch Lab X accelerator. Many of them had already built successful careers but chose to walk away from stability and step into the uncertainty of entrepreneurship. They didn’t make that decision lightly. They made it because their personal experiences made the problem they were solving too important to ignore.
That same story—the one that drove them to take this leap—is what will carry them through the toughest moments. When the startup journey becomes difficult—as it inevitably does—it’s their deep personal connection to their mission that will keep them going.
And that’s exactly what investors want to see. They don’t just need to understand the market opportunity; they need to believe that you are the person who won’t quit when challenges arise. Your story isn’t just about making your pitch compelling—it’s about proving, to yourself and to others, that you’re here to stay.
So as you refine your pitch, ask yourself: Does my story show why I’m the person who will see this through? Because in the long game of startups, that belief—both yours and your investors’—can make all the difference.
About the Author
Nir Hindie is a narrative and storytelling coach who helps founders craft compelling pitches that resonate with investors. His coaching has helped entrepreneurs raise millions of dollars in funding and effectively communicate their vision. He has worked with founders from top accelerators and institutions, including IE Business School, Endeavor, MIT, Startup bootcamp, and more.
