Investor presentation for better investor meetings

Pitching for new business – where to start?

May 26, 2010

We spend a lot of time helping clients pitch for new business.  This can be business from new clients or from existing clients.  Interestingly, many people make the same basic mistake when pitching.

The maddening thing is, this mistake is obvious.

What is this obvious pitching mistake and why do people make it?

The big mistake is talking about yourself too much.

For example, if I have invited you to pitch for a bit of business, the last thing I want to hear are your other big clients and the awards you have won.  I want to hear about me, my problem and what you are going to do to fix it.    Yet, we see this pitch-winning mistake over and over.

Our theory is that poor pitch presentations happen because people are lazy.  When asked to put a new business pitch together people usually start with Power Point. And more often than not they start with the last pitch they did – whether it was successful or not.      This is quick, easy, and it does not need you to think about your client or their problem.

On the other hand, a good pitch is focused on the client and their issues. It is highly tailored to the particular situation, it shows a real understanding of the subject and it lays out how to address the things that bother that client.

When you next have to put a pitch together, forget Power Point for now.  Instead, pick up the telephone and start talking to the client.  Ask lots and lot of questions.  Get to the heart of what really matters to them.  Only when you are certain you understand all this, should you begin to construct your new business pitch.


You may also be interested in...

Fundraising presentations: a survive and thrive guide for talking to investors

Apr 21, 2017

Fundraising presentations are hard work. You're bombarded with challenging questions from investors, worn out by long days, and struggling to...

Read More

Persuasive Investor Presentations – five techniques from psychology

Apr 13, 2016

Investment decision-making is not totally rational. Are you using all the tools at your disposal to create and deliver persuasive...

Read More

Five reasons that good public speaking skills make you a better leader

Nov 11, 2016

Do your public speaking skills enable you to inspire, motivate and influence others? Many leaders in the corporate world are...

Read More

7 bad media interview mistakes (and how to avoid them)

Jan 19, 2016

You could shoot to fame for all the wrong reasons if a bad media interview goes viral. Unprepared, rude or flippant comments...

Read More

Why Body Language Matters When Pitching to Win Business

Jun 29, 2012

Better Body Language We all know that body language is important in business.  But how important? And does is really...

Read More

Confident Business Presentations – Control Your Nerves

Dec 30, 2009

We all feel nervous when we talk in public.  This is a good thing.  If we didn’t feel nervous, then...

Read More

Six essential tests for your elevator pitch

Mar 07, 2016

A great elevator pitch is an essential part of your toolkit Last month I chaired the Quickfire Showcase at Berlin’s...

Read More

How to Take Charge of Your Media Interviews

Jan 16, 2013

Better Media Interviews The excruciating Newsnight interview with Treasury Minister Chloe Smith this summer is just one example of how poor preparation...

Read More


Review our top coaching, advice and training programmes. All these are in-house and tailored training programmes. (Not ‘open’ training courses.)

1. Improve Your Investor Pitch

2. Public Speaking Coaching

3. Presentation Coaching

4. Media Training

All can be run as 1:1 or small group training in-house, or via Skype.
Start today to strengthen your leadership and communication skills

Top Blog Posts

What Our Clients Say

“The new presentation properly represents the institutional quality of our fund. It has been a step change of us.”

Erwin de Kleijn Head of IR, Saemor Capital

“This training has contributed directly to new business – including a new FTSE100 client.”

Michelle Elstein Head of Business Development, Olswang LLP

“BBA transformed our pitch into a compelling investment narrative. They undoubtedly helped us secure Sky TV as an investor.”

Gerry Bastable  Director, Blast Films