I asked the LP panel at SuperInvestor 2015 what the worst private equity pitch they’ve ever seen was. On the panel were Catherine Lewis La Torre, Anna Dayn, Spencer Miller and Marc der Kinderen.
Between them, they review 400 fund pitches every year and they’ve seen them all – the good, the bad and the ugly. Of those, they eventually invest in about 10 of them.
The pitches they recalled as the worst show how a single snapshot of the fund manager’s behaviour forms the basis of the investor’s decision whether or not to continue the conversation.
Anna Dayn recalled a first-time meeting with a fund manager from Asia. Five or six men were sat across the table talking when their colleague at the end fell asleep. Anna advises, “Get in your Zzzs ahead of the meeting because that just looked awful to us.”
Catherine Lewis La Torre told us about a group who spent an hour talking about one of the weaker companies in their portfolio. It gave the impression they did not know how to focus. They should have used their time more wisely.
Spencer Miller met a managing partner who asked if he could lie down as he had a bad back. From the boardroom floor he then proceeded with his pitch. Spencer said, “I didn’t know whether to sit down at the table or on the floor with him.”
Marc der Kinderen spoke of a group of six or seven professionals who came to deliver a pitch. He was impressed that so many were in attendance, and was looking forward to a strong presentation. But the founder had other ideas, reeling off his own achievements in one long stream of ‘I bought… I did… I sold… I made…’. Marc added, “The moment that one of his juniors began to speak, the founder took out his iPhone and started emailing. That was enough. We want teams, not one guy.”
Benjamin Ball Associates prepares private equity teams for investor presentations. We combine our knowledge of the private equity sector with executive coaching, pitch polishing and intensive role-play. We can support the pitches and presentations of both funds and portfolio companies, maximising your chances of securing investment.
If you want to improve your pitch to investors call Louise on 020 7193 0130 or email firstname.lastname@example.org. We’ll make your pitch confident, memorable and effective: one of the best your prospective investors experience, rather than the worst.
Fundraising presentations are hard work. You're bombarded with challenging questions from investors, worn out by long days, and struggling to...
Investment decision-making is not a wholly rational process. Are you using all the tools at your disposal to create and...
Do your public speaking skills enable you to inspire, motivate and influence others? Many leaders in the corporate world are...
You could shoot to fame for all the wrong reasons if a bad media interview goes viral. Unprepared, rude or flippant comments...
Better Body Language We all know that body language is important in business. But how important? And does is really...
We all feel nervous when we talk in public. This is a good thing. If we didn’t feel nervous, then...
A weak elevator pitch is a wasted opportunity Last month I chaired the Quickfire Showcase at Berlin’s SuperReturn, the annual...
Better Media Interviews The excruciating Newsnight interview with Treasury Minister Chloe Smith this summer is just one example of how poor preparation...
“This training has contributed directly to new business – including a new FTSE100 client.”
Michelle Elstein Head of Business Development, Olswang LLP
“I can honestly say our investment in coaching has paid for itself many times over.”
Ed Coulthard CEO, Blast Films