Advice for the Startup Investor Pitch

The MedTech industry relies on the influx of innovation from entrepreneurs. New ideas can develop from clinicians, engineers, scientists, business professionals, or patients. All start with an idea, yet need capital to move the idea closer to a practical solution. Each of these innovators may be brilliant in their area of expertise, but when it comes to making a compelling pitch to investors for capital, are challenged to engage effectively. Our team has been privileged to watch thousands of pitches in our industry. Today, I offer a few tips for success.

1. Understand your audience. If you are pitching to a specific investor group, research their current portfolio. Understanding the technologies they are currently investing in and what stage they got involved can ensure you are a potential good partnership.
2. Clearly articulate your value. Start with what our team calls the "4 Pillars" of a company. Product, Market, Leadership and Mission. Speak clearly to the clinical and/or payer challenge you are looking to solve with your solution. Investors want to see a strategy that considers market size and expectations of clinical, regulatory and reimbursement pathway. They do not want to be overrun with too much information and will lose interest quickly if your pitch is confusing.
3. Create your Pitch Deck. The visual presentation that accompanies your story needs to be clear and an overall pleasant experience for those in the audience. The deck should include your mission statement, the problem you are looking to solve and solution with your product or service. It should also include market information such as target customer base, market size, the current standard of care and any competitors or relevant exits. An overview of the roadmap ahead will help validate the capital raise, as well as offer projected revenue opportunities and where the investor will see potential return. Stay close to market conditions and wordsmith your presentation. For example, the word "data" may have initiated positive engagement in years past, yet now it may be met with higher scrutiny.
4. Communication is key. The best innovators are not often the best public speakers. You can have an amazing product or service to offer, yet lose your audiences interest by a poorly executed presentation. Practice your presentation with family, mentors, friends. Ask each to summarize your value proposition and ensure it is understood. If you are not naturally comfortable in front of an audience, review and try some of these techniques .
5. Drive your message effectively. With confidence and a smile, deliver your presentation with a strong opening that grab's the investors attention and sets your stage. Use visual tools that are clear, concise, and pleasing to review. Close with a call to action. Make sure your presentation does not run over time allotment.

Raising capital in the MedTech industry can be a daunting task, however, Investors in this space are always looking for technology that can create return on their investment. Health is always a good place to focus, as humanity looks for opportunity to raise the bar for patient care, and it is an area that impacts all of us. With a well planned strategy and execution of your pitch, you can increase your chances of success and secure the funding you need to take your startup to the next level. The key is share clearly value to the marketplace with confident and compelling communication.