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"Ravit Lichtenberg is the founder and chief strategist at Ustrategy.com\u2014a boutique consultancy with a mission to help startups succeed. She authors a blog at ravitlichtenberg.com.\nWith the economic downturn grinding the startup wheels to a near-halt here and abroad, companies are competing for a smaller pie. Capital, acquisition odds, advertising dollars, and consumer wallets are all becoming much smaller. \nIf you are a European startup in the consumer Web services or product space, you have even more obstacles to overcome than your US counterparts. For one, funding in Europe is still very limited and narrowly focused compared to the US. Second, your consumer base is much smaller\u2014especially if your product is localized for language and service. Third, the more innovative you get, the more likely it is you\u2019ll bump against a much greater skepticism and a much smaller pool of early adopters. So you decide to come here\u2014Silicon Valley, the Mecca of anything startup\u2014 to raise funds and tap into the massive and enthusiastic US customer base.  But right now, even though you may have enjoyed great interest as investors expand their reach internationally, you\u2019re up against fierce competition from just about everyone. \nAnd this is where European startups face the biggest challenge: presenting your company in a way that makes sense\u2014the US way. \n Fundamental differences\nIn the past 2 months I\u2019ve listened to over 40 pitches from French, Belgian, British, and Eastern European companies. About 1 in 15 presented their company in a way that would stick. This is because Europeans tend to build their case in a highly academic way\u2014stating the conditions under which their offering makes sense and building their argument from there. \nAmerican audiences, on the other hand, are used to seeing \u201Cthe bottom line first\u201D and they do things very fast by European standards. \u201CThey\u2019re like cowboys,\u201D a Belgian CEO told me. \u201CFirst they shoot then they look.\u201D This is a fundamental difference in how people present and perceive information. And it can mean the difference that gets you to that second meeting, someone writing about your startup, and even getting funding.  \nKey points to remember\nLet\u2019s go over a few key points that can help you present your company in a way that makes more sense here: \n1. First impression is (almost) everything. \nAmericans know this very well. That\u2019s why they work on their \u201Celevator pitch.\u201D You have 30-60 seconds to create an impression. Want to spruce it up even more? Have a 1-2 minute demo ready on your iPhone that plays while you speak. Think: Why are you different? What makes you stand out? How do you stick in someone\u2019s mind? Why should an investor want to see you again? These are questions that should always be on your mind and guide what you say\u2014 all in 60 seconds or less. \n2. Speak in benefits. Customer benefits, that is. \nEuropeans tend to be highly accomplished on the technology side. In the US, you also need to think about, and communicate, what your prospective customers will be able to do thanks to your technology. How will it address a true customer need? Why will a customer use it? Better yet\u2014why will they pay for it? Every time you speak about a feature or capability of your technology, immediately follow with \u201Cand that means that customers will be able to\u2026\u201D (fill in the blank).\n3. Start with the end first. \nIt may sound counter intuitive but business communication in the US is often non-linear and starts with the conclusion first. The people with whom you meet will want to know what your product does and how much money you expect to make from it. If that sticks, then you can go back and talk about how you got to the idea, how you developed it, all those other things it can be, etc. \n4. Know your numbers. \nIn Silicon Valley numbers speak louder than anything else. They\u2019re also important as a reality-check for you as technologies and competitors evolve. Don't let anyone fool you\u2014no one really knows what's going to happen so it's okay to make assessments\u2014just make sure they\u2019re intelligent ones. Be ready to talk about your 3-year profit-and-loss (P&amp;L) model and about your Total Addressable Market (TAM) in clear terms. \n5. Focus.  \nThe American idiom is \"put a stake in the ground.\" It's when of all the many things your technology can be, you choose one (or two) things for now and go with them. This is a tough one, I know, because you want to show all the great things your idea can become. But where you see options, VCs see lack of direction. So let's keep things in order: Decide on a focus for now, and put the framing, benefits, and numbers around that choice. You will later have plenty of time to develop your roadmap. \n6. Investors are not your friends. \nThey are meeting with you because you might represent a good investing opportunity. As such, come prepared with all your materials and if possible, with a beautifully executed demo and present your case. If you need advice, ask your friends, other CEOs, or advisors if you have them. In fact, ask anyone\u2014just not investors you'd like to work with. Once the term sheet has been completed and the deal signed, they'll provide you with plenty of advice whether you want it or not. It's their job. \n7. Networking is key.  \nMany European CEOs think networking and mingling is \u201Ccocktail hour saved for those who don't do real work.\u201D But in the US\u2014and especially in the Silicon Valley\u2014this is an important catalyst to getting business done. You need to get out of your three-cubicle office which you're sharing with four other companies and go to events. You need to tell other CEOs, bloggers, and investors about your product. You\u2019ll get invaluable advice that will undoubtedly help you move forward, new connection points, and a perspective on the startup world within which you operate. This is just as important as making phone calls and taking meetings. \n8. Keep it short. \nRepeatedly I hear that CEOs talk about their companies for too long. Yes- you want to make sure people understand the breadth of your offering, but more talk doesn\u2019t necessarily get you results. Lucas Grassi Gurfein, former International Product Manager for Yahoo!Inc. suggests bullet points often work best: Use them as talking points and keep your presentation short.  More important than demonstrating the history of your idea is creating a stellar impression and a genuine curiosity in your listeners\u2019 minds; you want them to come back and say \u201Ccan we talk more?\u201D Less, you see, is truly more. \n9. Don\u2019t be argumentative. \nIn most European countries, debating a topic is just part of daily conversations. To most Americans\u2014unless they were on their college debate team\u2014the practice of debate can be unnerving. You already know that Europeans can be perceived as uncomfortably direct here\u2014add debating and you come across as argumentative and maybe even hostile, which is hardly what you meant. \nTry to balance between presenting your rationale and listening to feedback. If you have a thought about the point being brought up, you can always start by acknowledging the feedback\u2019s validity and then add how you\u2019re thinking of addressing it. \n10. Tap into the existing infrastructure. \nThere are a number of organizations and initiatives designed directly to help advance European companies in the US: \n\n\u2022 Each country typically has a Chamber of Commerce in the Bay Area which puts together business-related events and can help you get connected much faster than you could do on your own. \n\u2022 There are non-profit organizations like SVOD and VC backed events like the Dow Jones\u2019 Venture Wire EuroTech Showcase that help promote European startups through connections to venture capital firms and journalists. \n\u2022 A number of organizations sponsor conferences, competitions, and \u201Cboot-camps\u201D for startups. GuideWire\u2019s Innovate!Europe is one example\u2014it focuses on identifying new and promising talent in Europe and helping them grow globally. Make sure you\u2019re aware of these and attend at least a few each year.\n\nAs the CEO of a European startup you will need to overcome a number of obstacles. At the same time, the European tendency to take more calculated risks, base products on proprietary technology, and have demonstrated success abroad, can translate into leverage especially in these difficult times. \nAs venture capital firms increasingly diversify their portfolio with a greater reach abroad, you may in fact enjoy more opportunity than ever before. If your product is truly offering customers a way to do something new, something they want\u2014if you help them make existing interactions less painful\u2014you\u2019re just as likely (if not more) to get a piece of that funding pie and more of those cavorted consumer eyes. The key is to communicate what you do and what\u2019s unique about your startup\u2019s offering in a way that matches how people perceive and respond to information in the US.  \nHave tips of your own? Share them below in the comments.\nImagery courtesy of iStockphoto, TommL, Sodafish, Caracterdesign"^^<http://www.w3.org/2001/XMLSchema#string>
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