Jan 11, 20232 min read

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