6. VC’S WANT TO
UNCOVER GEMS
They want to be excited, but
they are by their nature also
very sceptical.
6
7. THERE IS POWER
IN RELATIONSHIPS
The value of your company is
not always intuitively self
evident to a VC. Get to know
your prospective VCs
early ... get on their radar.
7
8. A REFERRAL IS
WORTH 1,000
COLD CALLS
VCs typically see far more
pitches than they can
absorb. They depend on a
network of trusted advisors to
filter deals for them.
8
9. IT’S ALL ABOUT A
COMPELLING
STORY
You want to make a clear,
credible and compelling
case, generating excitement
and desire ... leaving them
wanting more.
9
10. DO YOUR
HOMEWORK
What spaces, companies do
they invest in. Do they have a
particular bias (stage, sector).
Is their interest genuine or just
a fishing expedition?
10
11. KEEP IT SIMPLE
STUPID
The initial pitch is about
drawing them in. Cover the
key elements but don’t drown
them with details.
11
12. KNOW YOUR
STUFF
Even though the story will be
short and sweet, you want to
leave them with the impression
that you really know your
stuff.
12
13. LISTEN AND
DON’T BE
DEFENSIVE
Be professional, listen
carefully to questions, don’t
get defensive but be
prepared to effectively make
your case when necessary.
They are testing you ...
13
14. SHOW
TRACTION
It’s always better to be able to
demonstrate that what you
are saying is grounded in
reality. Traction is very
compelling.
14
15. UNDERSTAND THE
LIKELY EXIT
SCENARIO
VCs are not likely to invest
unless they can think of a
number of credible reasons
why a set of existing
companies would want to
buy yours.
15
16. VCS BACK
PEOPLE
Ideas without execution are
only a dream. And dreams
don’t provide real returns.
Great companies are built by
exceptional people. Prove
you are one.
16
18. Who are you and
what problem are
you are solving
How compelling is
the opportunity
(risk/reward)
Whats so special
about your team and
your approach
How much do you
need and why
Anatomy of a Pitch
19. What makes you
unique
What you need to know
Who are your
customers and
what’s their buying
rationale
What are your key
financial projections,
metrics, etc.
Are there
comparable
metrics (exits and
operating)
Do you understand
your strengths and
weaknesses
What’s your core go
to market strategy
Why do we want to
work with you in
particular
Who are your
competitors and
why
20. DON’T FORGET
TO CLARIFY NEXT
STEPS
Try to ascertain their interest at
the end of the pitch and
identify next steps. Don’t
leave without them.
20
