What Goes Into a Developer Pitch Package

One of the most practical tools shared by the Incremental Development Alliance during the bootcamp was the developer pitch package, a structured way to communicate projects to lenders, investors, partners, and community stakeholders. While every project is different, the core elements of a compelling pitch are the same. The worksheets break these elements down into clear sections so that you can effectively organize your ideas, demonstrate feasibility, and present yourself as a credible project leader.

The Property

At its heart, a pitch package tells the story of a project: where it is, what it will become, who it serves, how much it costs, and why it deserves investment. It begins with the property itself. Developers are encouraged to include a simple map or aerial image and describe the site in plain language: its location, its context, and why it matters. This is where you explain the opportunity: “a vacant lot on a block that’s beginning to stabilize," a “corner site that once held a neighborhood business," or a “parcel that aligns with the city’s housing goals." 

In Gary, where many lots have sat empty for years, this section helps investors understand how a project fits into the broader story of neighborhood revitalization.

The Project

From there, the pitch shifts to the project vision. Include a rendering or sketch and describe what you intend to build: a single-family home, a duplex, a small apartment building, a mixed‑use corner building, or a cluster of small homes. This is where you connect design to purpose, specifically, how the project fills a gap in the local housing market, how it respects neighborhood character, or how it introduces missing middle housing that the zoning code rarely allows. A clear, concise project description helps investors visualize the outcome and understand why it’s needed.

Plans

This section focuses on floor plans, site plans, and any drawings that show the project is physically and legally feasible. This is where you demonstrate that you have done your homework. Yes, the building fits the lot, the setbacks work, the parking is accounted for, and the design aligns with zoning requirements. 

In Gary, where zoning can be outdated or restrictive, this section is especially important. It shows that you have navigated the constraints and found a path forward.

Sources and Uses

Once the vision is established, the pitch package turns to the "capital stack": how much equity the developer is contributing, how much debt is needed, and whether additional investors or gap funding are required. It also outlines project costs, projected rents (if a rental property), operating expenses, and net operating income. This financial snapshot helps lenders and investors quickly assess feasibility. 

For markets with appraisal challenges, this section is where you demonstrate creativity by layering CDFI loans, credit union financing, land contributions, or phased development strategies to make the deal work.

The Neighborhood & Target Market

The package then shifts to the neighborhood. Describe the surrounding area, the target market, and the amenities within walking or biking distance. Explain why this is a good neighborhood for this kind of project and who you intend to occupy the building. This helps funders understand who will live or work in the building and why the location makes sense. 

In Gary, where neighborhood conditions vary block by block, this context is essential. It shows that you understand the local market and is building something that meets real demand.

Unit Schedule

If this is a rental property, include a “unit schedule”, which details the number of units, their sizes, projected rents, and expected income after vacancy. If the project includes commercial space, those details are included as well. This section ties the physical design to the financial performance, reinforcing the project’s viability.

The Ask

The pitch package must include a clear explanation of what you need. Because deals can come in many different forms, this might include a specific loan amount, an equity investment, a land partnership, or a joint‑venture arrangement. Outline how the funds will be used, how returns will be distributed, and what the timeline looks like. Transparency helps build trust and sets expectations early.

The Team

One of the last sections of the package is the team. Introduce yourself, your experience, community involvement, and motivation for taking on the project. This is often the most personal section, and one of the most important. Investors want to know who they’re backing. In Gary, where local leadership and community trust matter deeply, this section helps demonstrate that the developer is committed, capable, and connected to the place they’re building in.

Together, these elements form a complete, compelling story. This roadmap shows not only what the project is, but why it matters and how it will succeed. For emerging developers, mastering the pitch package is a powerful step toward turning ideas into real, buildable projects.

Final boot camp pitches are scheduled for January 26, 2024. Good luck! 

This training is made possible by a grant from the Legacy Foundation's John S. and James L. Knight Donor Advised Fund.