The audience for your pitch…

Common problem I see: a company that already has sales and/or deep knowledge of the target market draws up a presentation that they think is for investors… it even may follow a standard format for investor presentations… but the whole pitch has an unchallenged assumption that potential investors have the same domain expertise and incentives as their customers.

Don’t make this mistake.

The vast majority of investors are not going to analyze you from the perspective of a customer. Oh, they may spend some time during due diligence pretending to be a customer or talking to one – but early on they think like investors. So when you craft your presentation, be sure to get an understanding of what investors want to know and craft your pitch accordingly.

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