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FAVORITE TIPS FOR INVESTOR PRESENTATIONS

I am betting that most of us have seen “good” investor presentations and many undoubtedly also have seen investor presentations that were “not-so-good”. Reflecting on all the sweat & tears that it takes to put the company together and build a pitch … then the 10x effort that it takes to generate each opportunity to deliver that pitch… it is just plain tragic to take a risk on a not-so-good outcome.

I have learned a lot from past mistakes… and spent some time recently reviewing past notes and various advice sources on this topic. I have given credit to these sources below… and these will provide anyone interested with good starting points for further reading on investor presentations.

Here is a compilation of notes that I hope can be useful:

  • The “pitch” will be your primary and critical communication tool!

    • Plan on updating it frequently… possibly after every practice presentation, and almost definitely after every investor delivery = learning experience.

    • Don’t hesitate to customize your pitch for your audience… the more you know about a potential investor, the more you can tailor the pitch toward success.

  • The pitch you deliver will depend on the current stage you and the investor are in. Do your homework! You likely will need versions for:

    • Elevator Pitch

    • Email Pitch…

      • Be sure to craft a company profile “one-pager”.

    • In-person presentation

      • Likely you will need both a full and a brief version.

    • A more complete version with back-up info for handling questions.

  • General principles

    • Keep it as short as time permits.

    • Practice… practice… practice…

      • …with coworkers, friends, family, pets…

      • DO NOT read from your slides!

      • Your professional wording & delivery make all the difference.

    • Tell a compelling story

      • Define the Problem

      • Show a demo, if possible

      • Articulate your Product’s Value

      • Talk up your Team

  • Some special “DON’Ts”:

    • DON’T evade questions… anticipate possible difficult questions.

    • DON’T try to hide the risks

    • DON’T forget an exit strategy

    • DON’T neglect your business plan…

      • Yes: a more complete written plan will be expected after your pitch generates interest.

  • Some critical “DOs” for medical devices:

    • Include a level of clinical background info appropriate to the audience

    • Outline Regulatory and Reimbursement pathways

    • Go BIG on Market Potential

    • Describe your Revenue Model & Marketing Strategy

    • Accurately describe the Competitive Landscape

    • DO outline Use of Funds and the impact of the investment you are seeking.

    • LISTEN to your audience

    • Project confidence

  • Lessons from Hard Knocks:

    • Begin at the END…

      • Begin your pitch with your “Ask” … what are you looking for? …

      • … and the overall exit strategy that you plan.

    • BALANCE the Impossible!

      • Keep it brief… but don’t leave out details

      • Present the Positive Picture… but be realistic

    • Wrap it up with your Ask and clear Next Steps


SOURCES

1. Nimesh Shah, currently with K2 Hth Ventures , provided great concepts in an article written for MDDI by journalist Arundhati Parmar

2. Finmark has many helpful points from Josh Krissansen.

3. Bennett Conlin wrote a “How to…” article in BusinessNewsDaily

5. Fundable publishes an Investor Guide

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