Key recommendations for how to craft a pitch that captures attention
In Biocom California CEO/Founder’s Network session “From Presentation to Pay-off: Anatomy of a Winning Investor Pitch” last Thursday, Waterhouse’s Kimberly Kraemer had the opportunity to sit down with TPG’s Carolyn Ng for an inside look at what makes a pitch truly stand out through the eyes of an investor.
Carolyn gave great insight into a simple fact we often forget: Venture Capitalists are real people with full calendars. Like any human interaction, leaving the best impression starts with having an open conversation that takes them along a journey and connects to not just their head, but also their heart.
Here are some takeaways from the conversation.
1) Be efficient
Carolyn takes 40 meetings a week on average –2,000 in any calendar year! With about 45-minutes to make your case, she recommends no more than 30 slides, with quick pacing to keep the energy flowing, and a heavy emphasis on key takeaways.
2) Be prepared
In the first few minutes of your meeting, Carolyn recommends demonstrating in conversation that you did your research on her and her firm. This will help you build the case around why this particular partnership might be a fit – and show that you are invested in building a lasting relationship.
3) Be collaborative
Steer away from performative, Ted Talk style presentations. Instead, Carolyn advises you to invite the investor into a two-way conversation with flexibility to shape the agenda to their objectives. She also recommends ample space for Q&A.
4) Be honest
Biotech is a tough business, and every company goes through challenges. In Carolyn’s perspective, vulnerability can be a strength. Be honest about potential barriers you might encounter along the way as you paint your vision.
5) Be ready for the journey
Carolyn estimates roughly 5-7 interactions with her firm between the first meeting to delivery of a term sheet. And, at the final stage, Carolyn will have to pitch you to her leadership! Always be thinking about how you can help her make this process the most seamless.
