Framework – Pitching to Investors

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Most investors have the same general investment thesis. However, any particular investor also likely asks a different specific question, which is pivotal to making their financing decision. Investor-specific preparation is key, as is clarity on meeting objectives and investment rationale. Details are important, but should not detract from clearly articulating the story.

Most investors have the same general investment thesis. However, any particular investor also likely asks a different specific question, which is pivotal to making their financing decision. Investor-specific preparation is key, as is clarity on meeting objectives and investment rationale. Details are important, but should not detract from clearly articulating the story.

General investment thesis for healthcare related firms
. Clinical situation
. Clinical problem
. Company’s solution

Pivotal question for a specific investor
. What is the ROI?
. How fast can it get to market?
. How risky is it?
. How little an investment can we make?
. How quickly can it generate the first sale?
. What is the upside?
. How large an investment can we make?

Approach to meetings and presentations
. Research the specific investor prior to the meeting, including in
companies they have financed and why
. Mention objectives for the meeting at the start, including specific financing sought
. In addition to the overall company story, hit the investor’s likely hot buttons
. Keep the
presentation high-level, on point and on track, but be prepared to answer questions in detail
. Provide clean and crisp presentation slides, but have back-up details in slides or handouts with

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