If it comes off badly, you will not likely have a second chance. Therefore, this first presentation is extremely important. Funding sources look primarily for two things: a business advantage, and a solid team that can make it happen. They are initially less interested in the fine points of the technology or product involved or the details of projected monetary dynamics. If this surprises you, please read on carefully. Therefore, the nature of the business, competition, technology issues, income sources, expenses and such, although very necessary, should be de-emphasized, and major emphasis at this first presentation should be placed on the advantages your venture will have in the market, both short and long term. If it is possible to convince your audience that you will operate as a virtual monopoly, do so, but give clear and convincing evidence and backup to support your allegations. Secondly, emphasis should be placed on the history, capabilities and motivations of the existing or proposed operating staff. Such a staff must have experience, maturity, know-how and a will to succeed. Carefully point out why this is true of each of the key, current or proposed, managers in the venture, and how, what they bring to the game is fully relevant. Relevance is most important.

The presentation should be professionally prepared. Use Power Point® for a good look with relatively little preparation time and expense. The entire presentation should not take longer than 30 minutes, and 20 would be better. A one-hour presentation will contain too much detail for a first presentation, or have excessive redundancy. If there is more than one presenter, the presentation should be integrated seamlessly and one presenter should act as moderator, providing the opening comments and wrap-up. The purpose of this first presentation is to show your audience that you have a better opportunity than the other twelve they have heard this month.

To do this, your presentation must be about a powerful subject, with a great financial potential and it must convince your investors that you have the right team and an exclusive opportunity. If you can convince them that they can double or triple their money within two years, you probably will have a sale.

Recommended Presentation Sequence:

Your primary objective is to motivate rather than inform.

Introduction: Who we are and very generally what the venture is about. (1 min.)

Background: The market, competitors, products or services that fill the same human needs, and comment on how the industry is changing or we intend to change it. (2 mins.)

The Company: Details and facts, status, general statement of potential and ultimate exit strategy. (3 mins.)

Management: Details of who the team is and why they feel they can succeed. Why they want to succeed. (5 mins.)

Advantages: How the venture is insulated from competition and other advantages. This is where you would normally describe the details of the technology or product. Don’t do that; but just identify its commercial advantages. (5-8 mins.)

The Deal: What the company is offering and what it is seeking. When you expect to make your deal. (3-5 mins.)

Defer questions until the end. At that time open the floor to questions and be prepared to go back over some of the material and get into further detail. Let the audience draw out the details they want to have rather then doing so up front. Again, your goal is to motivate rather than inform. If you succeed, the investor will ask you to provide a business plan. You should have one ready to go.

We wish you the very best of success with your venture.