Do you pitch to investors? If so, take a moment to answer these three questions: Are you a rational, logical decision-maker? Are the investors you pitch to rational, logical decision-makers? Do investors decide purely through conscious analysis of information? Surprisingly, the answer to all three questions is a clear ‘NO’.…
Successful investor meetings come in all shapes and sizes. But underpinning all of them are a few basic truths. Check your own investor meeting against our five essential tests. 1. A successful investor meeting gets a clear story across Your business is complicated and your market is ever…
A great investor pitch book is at the heart of successful fundraising. It should capture the essence of your business or fund and make it easy for the reader to understand you. These days, a great pitch book is not a “nice to have”, it’s a “must have”. A better…
When an investor questions how you calculated your Private Equity fund's performance, how do you react? If an investor asks how many people left your VC Firm in the last 12 months, what do you say? Investors tell us that, too often, people avoid, second-guess or provide scrambled answers to…
How can you be seen as a top 1% fund by investors? At SuperReturn Emerging Markets in Amsterdam, experienced LPs and advisors shared their private equity fundraising tips and discussed what makes a fund stand out. On the panel were Will Poole of Capria, Guarau Ahuja of Chris Capital and…
Fundraising presentations are hard work. You're bombarded with challenging questions from investors, worn out by long days, and struggling to keep on top of your day job at the same time. They’re also difficult to get right. There is a world of difference between knowing your business inside out and…
In our day to day business lives, we regularly want to be more persuasive. You may want approval from your boss for a new project; with clients you want them interested in buying from you; with investors you want them to back your new fund. While each of these situations is…
You are at a private equity conference. It’s one of those events, like SuperReturn, that's designed to help LPs and GPs meet. You want to identify LPs who may be interested in your private equity fund. Assuming you get a meeting with an investor (which is hard enough) how can…
While we wrote this piece with our Private Equity clients in mind, there are good lessons here for anyone pitching to investors or delivering new business pitches. What does it take to be one of 2017's deal-closers? During the past few months we’ve been quizzing investors about what successful fund managers…
Do you look forward to watching TV documentaries about science? For the majority of people, the reply is ‘no’. Put Professor Brian Cox at the centre of a series though, and the answer, for millions, becomes ‘yes’. The pop star of particle physics, Cox is undoubtedly the UK’s favourite -…
Investment decision-making is not totally rational. Are you using all the tools at your disposal to create and deliver persuasive investor presentations? Psychology researchers continually prove how incredibly susceptible humans are to unconscious influences. We can use subtle cues, signals and personal biases to nudge even the most experienced investor's decision-making. The impact of these…
Why use stories in your legal pitches? Stories appeal to the right-hand side of the brain, bypassing the logical and judgemental left-hand side. We make decisions quickly and emotionally, then try to back them up rationally. Using stories in your legal pitches will give you access to that emotional decision-making centre.…
Three steps to effective charity presentations UK charities are under pressure. The fallout from the Kids Company collapse continues to put the spotlight on governance and fundraising methods are very much under scrutiny. Effective charity presentations are more essential than ever, to win support for your cause from local government and civil…
How do people talk about you after your pitches? We call this The Takeaway Test. If you give a succinct and memorable takeaway that sums up your value proposition, this will help clients form a distinct image of you and your offer. The Takeaway Test makes it easy for your…
A great elevator pitch is an essential part of your toolkit Last month I chaired the Quickfire Showcase at Berlin’s SuperReturn, the annual Private Equity Conference. Funds get just 90 seconds to pitch to a room full of investors, who collectively have over $100bn to invest. It's a high profile elevator…
Why use stories in your Private Equity pitches? Stories appeal to the right-hand side of the brain, bypassing the logical and judgemental left-hand side. We make decisions quickly and emotionally, then try to back them up rationally. Using stories in your private equity pitches gives you access to that emotional…
After you’ve pitched to a client and they’ve returned to their offices, how do they talk about you and your legal pitch to their colleagues? We call this the ‘Takeaway Test’. Providing a succinct and memorable takeaway that sums up your value proposition will help clients to form a distinct…
What do you want to achieve from a good sales pitch? Typically, people hope a good sales pitch will impress the customer, be memorable and finish with the customer wanting to buy the service or product. Yet many salespeople gravitate towards formats, styles and presentation methods that have been proven to no longer be effective.…
What do LPs want from private equity funds at first investor meetings? That's the question I put to the panel at SuperInvestor 2015, the annual conference for private equity decision makers. On the panel were Catherine Lewis La Torre, Anna Dayn, Spencer Miller and Marc der Kinderen. Between them, they see hundreds…
What is the best private equity pitch you've seen? That’s the question I put to my panel at SuperInvestor, the annual conference for private equity decision makers. I asked four LPs to talk about a great private equity pitch they remember - teams that did something different and grabbed attention. On the panel…
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