# Venture Pitch Evaluation Rubric - 15.778 ## Based on CONS Framework ### The CONS Framework You Learned ``` Capability? Needs? ╲ ╱ Deliverable? ↔ Sellable? ╱ ╲ Solutions? Offering? ``` ### How We Grade Your Venture - **Base Score**: 94/100 - **Sellability (Right Side)**: 3 points → Do customers want your offering? - **Deliverability (Left Side)**: 3 points → Can you execute your solution? --- ## SELLABILITY: The Right Side (3 points) *Evidence that Needs → Offering connection is real* ### 1. Customer Pull (1.5 points) **Question:** Do real customers validate your Needs → Offering link? - **Full (1.5)**: Customers paid/signed LOIs/joined waitlist - **Half (0.75)**: Customers expressed interest - **None (0)**: Just assumptions about needs ### 2. Stakeholder Buy-in (1.5 points) **Question:** Are others mobilized by your offering? - **Full (1.5)**: Employees joined, partners committed, investors interested - **Half (0.75)**: Conversations happening - **None (0)**: No one else involved yet --- ## DELIVERABILITY: The Left Side (3 points) *Evidence that Capability → Solution connection works* ### 3. Operational Proof (1.5 points) **Question:** Does your capability actually produce the solution? - **Full (1.5)**: Working demo/pilot with real output - **Half (0.75)**: Detailed plan with some tests - **None (0)**: Just ideas ### 4. Unit Economics (1.5 points) **Question:** Can your solution make money at small scale? - **Full (1.5)**: Profitable on first 10 customers - **Half (0.75)**: Clear path to unit profitability - **None (0)**: No financial reality --- ## Quick CONS Evaluation ``` Team: _______ Score: ___/100 Their CONS Diagram: Capability? Needs? _____________ _____________ ╲ ╱ Deliverable? ↔ Sellable? ╱ ╲ Solutions? Offering? _____________ _____________ SELLABILITY (___/3): □ Customers validate needs? _________________ □ Others joining? __________________________ DELIVERABILITY (___/3): □ Capability works? ________________________ □ Makes money? _____________________________ KEY INSIGHT: _______________________________ ``` --- ## Examples from Class **Strong McDonald's CONS:** - Capability (Assembly line) → Solution (15-sec burgers) ✓ PROVEN - Needs (Quick meals) → Offering (Fast food) ✓ VALIDATED **Weak Venture CONS:** - Capability (We're smart) → Solution (AI platform) ✗ VAGUE - Needs (Everyone wants efficiency) → Offering (Do everything) ✗ ASSUMED Remember: Nail the CONS before you scale!