INVESTOR PRESENTATION GUIDELINES

Communicating effectively with potential debt or equity investors is a skill. Wixted Pope Nora Thompson & Associates is a specialty firm focused on strategic counsel and business communications training. Our clients include leading global corporations across a range of industries. Having helped many organizations with message development and delivery targeted specifically at the investor community, we offer these brief observations.

PROTECT YOUR CREDIBILITY

Be cautious about overly optimistic assumptions or interpretations. Don't let a small number of "hockey stick" projections detract from the credibility of your overall presentation. Be prepared to explain and defend your data.

BREVITY COUNTS

Keep your presentation to less than 20 minutes and less than 15 slides. Be ready to "Tell me in two sentences or less why I should invest in your company." Your leave-behind or briefing book can offer all the details and data that support your slides.

BE CLEAR AND MEMORABLE

Make the structure of your presentation easy to follow. Begin by building common ground with the concerns of your audience followed by a strong premise statement that summarizes the bottom line of your pitch. Use key supports, anecdotes and illustrations to build your case. Then close with a compelling call to action.

DEFINE THE "WIIFM"

Investors want to know, "What's in it for me?" Allocate a portion of your time to defining your market and its potential, the risks and rewards. Potential investors want to hear those nuggets that signal you are on top of your game. Include a description of your key competitors and the sustainable competitive advantages you enjoy.

AVOID DATA DUMPS

Of course investors want figures for statistical models, but people are more memorable. Don't make numbers alone the hallmark of the discussion.

PUT PEOPLE FIRST

Highlight the expertise of your management team and use your presentation to showcase their strengths, abilities and passion for the business. Choreograph your presentation and have a role for each member of the team. Demonstrate that you have a well-balanced, strong leadership team with vision and expertise in strategy, management, operations, technology, sales and finance.

USE THE Q&A

A scripted outline is important, but selling your idea comes through effective dialogue, not just monologue. Interact with and engage your audience. Good listening skills are essential. Be flexible enough to deviate from your structure to address the concerns or drivers beneath the question. Then bridge back to your key messages.

ASK FOR THE ORDER

Make your call to action clear and compelling. Define your measure of success for each meeting, but have realistic expectations. If it's too early to expect a wire transfer then at least set the next meeting or identify the next milestone to keep the ball in play.