Top 5 Lessons on Pitching from the MidAtlantic Capital Conference

Last week, I attended the Mid-Atlantic Capital Conference (MACC) in Philadelphia. This gathering is known for bringing together a powerful mix of entrepreneurs, investors, and innovators to share ideas, foster partnerships, and explore new opportunities.?

I witnessed some incredible pitches from founders, and I heard from Sally Jenkins , the acclaimed sports writer and New York Times best-selling author. Jenkins’ insights on resilience and overcoming failure added a fascinating dimension to the event, underscoring the challenges entrepreneurs face on their journeys to success.

After listening to pitches from various founders, I came away with a few valuable lessons regarding the importance of effective communication and marketing. Here are my top five takeaways for anyone who is trying to craft a pitch to investors or other key stakeholders.

1. Stage Presence Matters

One of the most striking takeaways from MACC is how important stage presence is to a pitch. Several founders had compelling ideas, but struggled to establish a connection with the audience. The problem? A lack of engagement from the very beginning.?

Stage presence is not just what you say — it is how you say it. An audience needs to feel connected to you, to trust your voice and vision. A speaker who is clear, grounded, and confident immediately gains credibility, inviting the audience to lean in and follow along. Without that initial connection, people lose interest and are less likely to engage with, or support, your vision. Tone, quality, and confidence all play a role in establishing connection, making them essential for any effective pitch.

2. Slide Design Builds Credibility

It was surprising how many pitches were burdened by overly complex slides filled with small text, excessive detail, and tiny fonts. If your slide is so dense that you have to apologize for its complexity, it is probably doing more harm than good.?

Visual clarity is non-negotiable when pitching, especially when presenting to a group of people seeing your work for the first time. Think of slides as a support tool rather than a crutch for your presentation.

Simple, high-contrast visuals are your friend. Avoid charts with tiny fonts and diagrams that require squinting. And remember, about one in six men are color blind, meaning that certain color combinations, like red and green, can appear similar to some people. Choose colors with high contrast so everyone in your audience can see your content without struggling.?If you are unsure about how a slide will land, ask someone else to review it — preferably someone outside your field.

3. Offer a Story and Your Why

Most founders began their pitches by explaining their product or service, but only a few told a truly compelling story that connected the audience to their mission or the need in the marketplace.?

Why is your solution necessary? Why are you passionate about it? The answers to these questions are where engagement begins.

Telling a story that illustrates the problem, not just the solution, creates an immediate hook for your audience. A well-crafted “why” story not only explains your mission, it also creates an emotional connection that makes your solution feel urgent and important. This part of a presentation also is an opportunity to share your journey and humanize your work. When you are preparing your pitch, spend time developing and practicing your “why” story so that it flows naturally and leaves a lasting impression. Your audience will be much more invested in both you and your solution as a result.

4. Short Videos. Big Impact.

Another challenge I noticed was that presenters often assumed the audience fully understood the niche or technical area the presenter was trying to address. That assumption is just wrong, especially when it comes to fields like medical devices or complex technology. Even when founders had an engaging explanation for the “why” behind their idea, the underpinning landscape sometimes needed clearer visuals to resonate.

A short, simple video can be a great tool for illustrating complex ideas. If you are presenting a medical device, a drug, or any intricate solution, consider using a straightforward animation to communicate key points. A simple cartoon or visual sequence can make an otherwise dense concept more accessible and memorable.?

On the flip side, complex, high-detail videos or poor-quality visuals can detract from the message. Focus on quality and simplicity, choosing visuals that enhance understanding without overwhelming your audience.

5. Play to Your Strengths

The most impactful pitches I saw were those where founders confidently communicated their unique qualifications. Establishing credibility is crucial, especially at the beginning of a pitch. If you are a doctor, mention it upfront. If you hold a PhD or have significant industry experience, do not shy away from letting the audience know right away.?

The audience needs to understand why you are the right person to solve this problem.

Credibility builds trust, which is a vital component of any successful pitch. Start strong by introducing yourself with credentials that are relevant to the issue at hand. This statement creates a foundation of trust that will enhance your message and keep your audience engaged. The bottom line: people want to know they are in capable hands, so show them your strengths confidently and concisely.

Bonus Insight: Lessons from Sally Jenkins on Failure and Resilience

One of the standout moments of the conference was hearing from Sally Jenkins. Her speech highlighted something crucial for all entrepreneurs and founders to understand: failure is not just inevitable — it is informative. Jenkins talked about the concept of “unconscious incompetencies,” or the blind spots we do not even realize we have until we fail. This lesson is especially relevant to pitching. If you are new to presenting, practice with people who can give you objective feedback on everything from content to visuals.

Failure is an opportunity to improve, but only if we allow ourselves to see it that way. Practicing your pitch in front of colleagues or mentors can reveal areas that need refining before you are in front of potential investors. Whether it is slide design, video quality, or simply getting your tone right, seeking feedback from others helps you see your presentation through new eyes.?

Jenkins’ advice? Practice to fail and learn from it, then adapt accordingly.

Attending MACC was a valuable experience that provided business insights and a fresh perspective on how to communicate more effectively. I am grateful for the opportunity to be part of such an inspiring event and look forward to applying these insights in my own work.