hey buddy, can you spare
a $100 million?
or
how to convince
successful financiers to give you
millions of dollars in a project
doomed to fail!
Michael Polonsky
April 15th, 2009

I love love love
entrepreneurs innovation canada

General Petraeus on powerpoint
\"It's how you communicate big ideas - to communicate them effectively.\"

?
what is a presentation

general specific

The closest cousin to
a power point slide
is a billboard!

But you’ve got a lot to say …
350 employees logo VC shareholders
75 key accounts Track record Website
Business plan Chief financial officer Audited statements
Momentum Strengths Something big coming
Overcome obstacles Opportunities Media coverage
95,000 square feet Expert board Revenue model
8 products Awards Acquisitions
Competitive advantages Growth strategy Nice boardroom
Mission Organizational chart Technology
Vision Money in the bank Intellectual property
Values Features and benefits 7 years of hard won memories

leave an impression

how do you encourage
someone to give you $10M in
45 minutes?
On June 4 1940, Winston Churchill delivered a 45 minute speech, commonly known as “We shall fight
on the beaches”, to the House of Commons of the British Parliament. It was a great inspiration to an
embattled United Kingdom as it entered what was probably the most vulnerable phase of the entire war.
Public opinion for the war effort was waning in the face of devastating losses and a formidable enemy.
Churchill encouraged a country to keep fighting in 45 minutes.

general specific

tip (not rule) no. 1
keep it high level
don’t DROWN in DETAIL
keep it clean

?
what is a presentation

You got 45 minutes: on you mark, get set, go …
350 employees logo VC shareholders
75 key accounts Track record Website
Business plan Chief financial officer Audited statements
Momentum Strengths Something big coming
Overcome obstacles Opportunities Media coverage
95,000 square feet Expert board Revenue model
8 products Awards Acquisitions
Competitive advantages Growth strategy Nice boardroom
Mission Organizational chart Technology
Vision Money in the bank Intellectual property
Values Features and benefits 7 years of hard won memories

You actually only get 23 minutes.

Marathon 100 metres

huh aha
NOW!
(rapid transfer)

points
NOT all
are created equal

All points are equal
• Interesting point but not really relevant
• Uninteresting point but relevant
• Major, earth shattering, earth quaking point
• Interesting corollary perspective
• Necessary background point
• Interesting-but-dude-is-now-sleeping point
• Because-I-love-the-sound-of-my-voice point

The point
additional support
Big big
big additional support
support
additional support

The point
Big big additional support
big
support additional support
Underlying takeaway message

The point
A B C
Underlying takeaway message

The point
A B C
1 2 3
Underlying takeaway message

/
1
3
of all
new
products
The future of medicine
25

Outlook:
Revenue growth
of 10 to15 percent
in fiscal 2008
26

Cangene is fully integrated
 Develop
from concept to commercialization
 Manufacture
process sensitive biopharmaceuticals
 Sell
niche marketing team for biodefense
products and commercial partnerships

Strong preclinical franchise 28
Top 10
Preclinical CRO worldwide
400+
Active clients
A fast growing,
90%
highly profitable
Retention rate
CRO
8 of 10
Largest pharma as clients

Molybdenum
12B
*
Strengthens steel
$
annual market Anti-corrosive agent
Chemical catalyst
29
MERCATOR MINERALS LTD.
*Add note here

tip (not rule) no. 2
think about emphasis
think about scale
GRID it to GREAT
think about priorities

maps
pictures
diagrams
Not words
illustrations

?
what is a presentation

• afj;psldk • afj;psldk • afj;psldk • afj;psldk • afj;psldk • afj;psldk
• aslkdflfk • aslkdflfk • aslkdflfk • aslkdflfk • aslkdflfk • aslkdflfk
• asljkfhf • asljkfhf • asljkfhf • asljkfhf • asljkfhf • asljkfhf
• afj;psldk • afj;psldk • afj;psldk • afj;psldk • afj;psldk • afj;psldk
• aslkdflfk • aslkdflfk • aslkdflfk • aslkdflfk • aslkdflfk • aslkdflfk
• asljkfhf • asljkfhf • asljkfhf • asljkfhf • asljkfhf • asljkfhf
• afj;psldk • afj;psldk • afj;psldk • afj;psldk • afj;psldk • afj;psldk
• aslkdflfk • aslkdflfk • aslkdflfk • aslkdflfk • aslkdflfk • aslkdflfk
• asljkfhf • asljkfhf • asljkfhf • asljkfhf • asljkfhf • asljkfhf
• afj;psldk • afj;psldk • afj;psldk • afj;psldk • afj;psldk • afj;psldk
• aslkdflfk • aslkdflfk • aslkdflfk • aslkdflfk • aslkdflfk • aslkdflfk
• asljkfhf • asljkfhf • asljkfhf • asljkfhf • asljkfhf • asljkfhf
• afj;psldk • afj;psldk • afj;psldk • afj;psldk • afj;psldk • afj;psldk
• aslkdflfk • aslkdflfk • aslkdflfk • aslkdflfk • aslkdflfk • aslkdflfk
• asljkfhf • asljkfhf • asljkfhf • asljkfhf • asljkfhf • asljkfhf
20-30 slides

the great ones are more than a series of slides

power of a narrative

?
what is a presentation
1
story

which came first?

hunger
no hunger … no plot … no one cares

Coronary Heart Disease
one
Number
20%
killer! of all deaths

BREAKING THROUGH
Wet AMD

Insulin
Meeting the Emerging Exploding Demand

What if there wasn’t
enough insulin?

What if there wasn’t
enough insulin?
There isn’t.

50% of potential wind energy is lost
44
59.3%
Maximum
theoretical
efficiency
(Betz limit)
25 - 30%
Actual
efficiency
0

Because the wind is always shifting, turbines
are almost always misaligned…
45
45
Optimal alignment Actual misalignment in operation
LOST
EFFICIENCY
energy produced
energy produced
wind
Yaw

…and because the wind is always gusting,
the blades are almost always mis-pitched
46
Optimal pitch Actual mis-pitch in operation
LOST
MORE ENERGY
EFFICIENCY
LOST ENERGY
CAPTURED
energy produced
energy produced

value proposition
Solution to hunger

Neuradiab Survival Data
Clinically compelling difference
42 %
91
Surgery + Radiation + Temozolomide + Neuradiab
weeks
64
2005 Surgery + Radiation + Temozolomide
weeks
1980
53
Surgery + Radiation
to
weeks
2004
0 15 30 45 60 75 90 105
Survival in weeks 48

CRD5 Rapidly Increases HDL
% increase in HDL
CRD5 Niacin - ER
Levels still rising
Poorly tolerated
Non-optimized
Low market share
formulation
Healthy volunteers
Crestor
(Statin)

Expanding Clinical Benefit
Frontline Watchful waiting
OvaRex® MAb extends
time to relapse
13
months
Tumor Relapse
Burden diagnosed
CA 125
Level
Initiate OvaRex®
MAb therapy
Months 0 6 16 30
Surgery
No drugs approved
chemo
OvaRex MAb 10
(Source: OGY 07)

complete responses
four doses of Proxinium™ complete tumor response
25% complete responses

FunctionFIRST™ yields results
Five
A pipeline of
500 lead candidates
antibodies
52
52

We can make wind energy
production more efficient!
53
Possible
efficiency
Improvement
with our
Actual
technology!
efficiency
0

greedno one invests in hyper growth
stories to double their money
you have to show them the 10 bagger
- Michael Denny

ISA247 Psoriasis Opportunity
if at $5,000 = $692,500,000
25% per treatment cycle
if at $10,000 = $1,385,000,000
market share
per treatment cycle
ISA247:
554,000 Established
safety and
patients treated with oral
immunosuppressants
in the U.S.
efficacy
55 Source: Datamonitor

World’s Largest Drug Market
Top 3 drug categories
$30.2B
5 drugs over
$25.5B
$ 1billion+
$23.8B
Cytostactics Cholesterol &
Antiulcerants
(Cancer) triglyceride
(GI tract)
reducers

Our potential
57
+
Wind turbine opportunity
Expanded operating envelope
Reduced downtime
Improved speed control
$11
Reduced wear
 Met tower replacement
Pitch benefit
Yaw benefit
Billion  Airports
 Yacht/sailboats
 Forest fire fighting
 National wind map

$8B
Spent annually in
North America
expanding & replacing
current infrastructure
Resin Systems 58

need expressed: hunger
need addressed: value proposition
market opportunity: greed

tip (not rule) no. 3
don’t come up flat
think about structure

brevity
patterns
stories
Not blind faith
emotion

Complexity/quantity Time constraints Durable goals
right information rapidly transferred High impact/recall
grid it to great don’t come up flat
don’t drown in detail

the
distilled not
right information
messages everything
maps
pictures
diagrams not
rapidly transferred
illustrations words
brevity
patterns with
stories not
high recall
emotion blind faith

don’t forget
milestones
request for cash
current shareholders
financings to date
IP

Milestones
SPY System Q3 2005 Q4 2005 Q1 2006
U.S. sales partner X
Installed in 25 U.S. hospitals X
Initiate studies for expanded indications X
OPTTX System
Initiate North American multi-centre trial X
Initiate combo trial with multi-national partner X
File for Canadian and European approval X

Exendin-4 Albumin Conjugate: Next Steps
(PC-DAC™:Exendin-4)
One month multi-dose Phase I/II trial

Investment Opportunity
Seeking – Launching
commercial platform
$15million – Expanding content
partnerships
in financing
– Developing
to drive the molecular tests
business – Scaling quality
forward manufacturing

recommended reading
made to stick
brain rules
slideology

closing thoughts

evidence evidence evidence

be authentic!
STOP TALK …transacts!
generating
the bullshit like a person
earned
attributes

how do you get to Carnegie Hall?

speed dating
show a
little leg … … move on

dilution
100%
Think
big!!!
of zero is zero

thank you