On the panel were Catherine Lewis La Torre, Anna Dayn, Spencer Miller and Marc der Kinderen.
Between them, they see hundreds of first investor meetings and they’ve seen them all – the great, the bad and all the rest.
Of the 400 private equity funds they speak to every year, they eventually invest in about 10.
This intense competition for investment shines a light on how important it is that you make a great impact so that you have a successful first meeting.
This was their advice.
“Show up on time and not try to reschedule 10 minutes before the meeting,” was Catherine Lewis La Torre’s simple advice.
Your only goal from a first investor meeting is to get a second investor meeting.
How do you do that?
Spencer Miller said, “I want to understand who they are; what the strategy is. Private equity fund teams can bring this to life by using case studies about investments.
“Case studies answer questions around competition, market positioning, strategy and value.”
When you learn how to tell great business stories you can make a better impact in your investor meetings.
Learn how to create a great equity story.Improve My Investor Meetings Today
“What I really like to see is consistency, persistence and understanding,” said Anna Dayn.
“We’re building long-term relationships, so I want to see recognition that this is a long game.
“In terms of understanding, it’s about finding the right balance with investors, staying on top of that and, after that meeting with us, following up, and not getting ahead of the process.”
One of the great values of the coaching we doImprove My Investor Meetings Today
“For us it has to be very clear what exactly you do to create value,” said Marc der Kinderen. “What’s the return driver? What is your ‘trick’ that you can do repeatedly?
We’re looking for groups that can explain to us what they are very good at, and go into case studies. Then our team can sit together and compare notes in a systematic way.”
“We always get the PPM in advance,” said Marc der Kinderen. “One of our analysts goes through that in detail. We get a 10-minute pitch from our analysts internally, before the meeting actually starts.”
“Out of the 100 first meetings that we have, 70 of them we already know, because they came three to four years ago. So our analysts will go back and get that PPM, compare with the current one, and we are prepared. We go in, we give them an hour and a half, we talk about things.
“After that we turn down half of them virtually immediately, mostly based on risk, if we think there is too much team risk. The other half we invite back. Then we work our way down to five per year that we invest in.”
Lastly, before you send your pitch book to investors, test it against these six questions first.
“Communicate if you close a deal,” said Spencer Miller. “Some GPs invite you to their AGM as a way of getting to know the organisation. There are subtle ways of building the relationship over a period of time.
“It’s rare to meet someone for the first time in the middle of fundraising and commit to them six weeks later. It’s normally a process of many months or years to build that understanding for a commitment to be made.”
“The final thing for me,” said Spencer Miller, “Is that private equity fund teams have got to have all the energy, enthusiasm for the meeting as if this is the first meeting of the day – even if it’s the last.”Improve My Investor Meetings Today
Benjamin Ball Associates prepares private equity teams for investor presentations.
We combine our knowledge of the private equity sector with coaching, pitch polishing and advice. We improve the pitches and presentations of both funds and portfolio companies.
If you want to improve your pitch to investors call Louise Angus, Client Services Director on +44 20 7018 0922 or email email@example.com.
We’ll make your pitch confident, memorable and effective.Improve My Investor Meetings Today
Paul Farrow is a Partner at Benjamin Ball Associates. In this video from SuperReturn US East, Paul discusses the common mistakes made by Private Equity funds when communicating with potential investors.
He reveals the unexpected personality trait that investors look for in fund managers, and why LPs don’t want to ‘be taken through your pitch presentation’. He shares essential advice that will improve your fund’s messaging, help you stand out and impress prospective investors. Click the play button below to watch:Improve My Investor Meetings Today
Benjamin Ball Associates helps clients to communicate better with investors.
Over the years the BBA team has coached thousands of senior executives globally to present themselves powerfully to investors. You get access to a transformational toolbox of techniques to help you become a clear, confident communicator.
We’ll help you create a powerful first impression that hooks and engages your audience immediately and we’ll transform you to deliver clearly, confidently and with impact.
Speak to Louise on +44 20 7018 0922 or email firstname.lastname@example.org to find out more and discuss your upcoming investor presentation.
Contact us to transform your investor presentations
Your Essential Guide to Fundraising Presentations. Are you looking forward to challenging questions from investors, long days and multiple meetings?...
Five ways to create the best investor presentation If you want investment, you need the best investor presentation. But investment...
Do your leadership public speaking skills inspire, motivate and influence others? They should. Many leaders are nervous of public speaking....
A great investor pitch book is at the heart of successful fundraising. You use it to capture the essence of...
Better Body Language We all know that body language is important in business. But how important? And does is really...
Five Top Fundraising Tips At SuperReturn Emerging Markets in Amsterdam, experienced LPs and advisors shared their private equity fundraising tips...
A great elevator pitch is an essential part of your pitch toolkit Last month I chaired the Quickfire Showcase elevator...
You must prepare for media interviews The excruciating Newsnight interview with Treasury Minister Chloe Smith this summer is one example of...
How do you write well for business? Could you be more impressive with better writing? These days, we are writing...
How to answer difficult investor questions When an investor questions how you calculated your Private Equity fund's performance, how do...
How do you choose a public speaking coach? When selecting a public speaking coach or presentation trainer, you want to work...
How To Use Powerful Language For Leadership Communications Great leaders use Power Language. It adds interest and colour to...
So What? is probably your most important question. When you put your talk or presentation together, how do you decide what...
What do LPs want from private equity funds at first investor meetings? That's the question I put to the panel...
What do investors really want? Six tips We wrote this piece with our Private Equity clients in mind. But there...
Do you want to give high impact talks and presentations? Do you want to engage your audience? And do you want...
How do you use storytelling in business ? Leaders use storytelling so that audiences listen, remember and act on what...
How do you make your investment pitch more memorable? It's a real challenge these days. Investors have more opportunities than...
Your leadership talks need to be effective As a leader, every talk or presentation you give is an exercise in...
A well-crafted private equity pitch book can make the difference between securing a first meeting with investors and getting a...
Client Services Director
+44 (0)20 7018 0922