1. Focus on Style, Not Just Substance
This may sound counterintuitive. However, if you have been
asked to come in and present to the full partnership, you have already done a
good job defining, defending and articulating your business plan, and
addressing many questions and concerns. Your initial contacts from the firm
have likely already written up one or more memos introducing your company, and
have had multiple internal discussions about your company’s compelling
prospective investment.
Now it's showtime! Most likely, the partnership will already
be familiar with the facts around your team, market, business model, product,
customers, competition and financial projections. They are now looking for the
“X factor” — your ability to present with pizzazz, to capture and sustain the
attention of the room, to project a degree of informed enthusiasm and to
showcase your natural leadership and sales abilities with a healthy spark of
charisma.
2. Balance Confidence With Thoughtful Introspection
You know your business better than anyone else. It is important
for you to project confidence and conviction around the viability, magnitude
and trajectory of your business. It is the job of those in the room to
challenge your assumptions or to present perspectives that counter your thesis.
It is your job to respectfully but credibly convey what you are doing and how
you will actualize your plan.
At the same time, be introspective. The best CEOs and
entrepreneurs know their strengths but also recognize where they need help.
