David Kessler's experience as an Angel Investor helps entrepreneurs remember it's not just about the money. Get a perspective from an Angel on what they look for, what doesn't work and what you need to see as your end goal when pitching. Spoiler: it's not the check.

1. David Kessler,
David@DavidKessler.biz 1
Pitching to Angel Investors
Beyond the Basics

2. David Kessler,
David@DavidKessler.biz 2
Do the Basics
 Be organized
 Look presentable
 Speak English not jargon
 Talk at a reasonable speed

3. David Kessler,
David@DavidKessler.biz 3
Beyond the Basics
 Have fun!
 Engage and respect your audience
 Advance your goal – which is to get to the
next stage
 Listen to the feedback
 Have fun!

4. David Kessler,
David@DavidKessler.biz 4
Have Fun
 If you can make this search enjoyable,
you’ll be more relaxed and probably do
better
 Share your enthusiasm
 We want to learn about you and what
you’re doing

5. David Kessler,
David@DavidKessler.biz 5
Engage and Respect Your Audience
 Get us to care about you and your ideas
 Know your audience
 Some groups are technical, others not
 If your product is aimed at women under 40
with kids and your audience is mostly men
over 50, adjust your pitch appropriately
 Remember your asking for something –
time, advice, introductions, money
 If there’s a time limit, respect it.

6. David Kessler,
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Advance Your Goal
The Next Stage
 Your goal is to get to the next stage – which
changes as you progress
 Presenting to screening: next stage is to
present to the whole group
 Presenting to a group: next stage is to get
into deep dive/due diligence and find a
champion/deal lead
 In diligence: you’re in discussion with
interested people. Impress us, get
recommended and get checks.

7. David Kessler,
David@DavidKessler.biz 7
Advance Your Goal
Lots of Deals Seeing Funding
 Lots of angel groups
 Most have members writing their own
checks
 In my group, Boston Harbor Angels, we
see 40 companies/year
 Many (most?) don’t get funded

8. David Kessler,
David@DavidKessler.biz 8
Advance Your Goal
Stand Out
 You could be doing many things. Why
this?
 Keep your presentation crisp. Don’t try to
tell us everything.
 If you have a time limit, respect it. (I
know I wrote this before, but it bears
repeating.)

9. David Kessler,
David@DavidKessler.biz 9
Advance Your Goal
Know Your Business
 Know how you’re going to market your
product or service
 Projections and exit plans are important –
even though we won’t believe them
 They tell us:
 How you think about your business and its
potential
 That you are capable of strategic thought
 That you understand your market space

10. David Kessler,
David@DavidKessler.biz 10
Advance Your Goal
Know Your Competition
 If you put up a feature chart be prepared
to:
 Explain why your view is right
 Explain how a competitors version of the
chart would appear
 How and why you will win in the
marketplace

11. David Kessler,
David@DavidKessler.biz 11
Advance Your Goal
Due Diligence
 Your audience is interested. Make us
enthusiastic supporters.
 Now you can tell us everything in detail
 You’re still on stage, but now it’s more of a
conversation
 If you do well, your company will be
introduced to other people/groups. Your
supporters will want to share with their
friends/colleagues.

12. David Kessler,
David@DavidKessler.biz 12
Listen to the Feedback
 At each stage, you’ll get feedback. Pay
attention.
 We may be wrong, but remember that we
may also be right.
 Sometimes, you will get turned down but
will be asked to fix some things and come
back. There are follow-on chances.

13. David Kessler,
David@DavidKessler.biz 13
Summary
 I hope these thoughts have been useful
 I hope you are able to improve your
presentations and chances of success
 Enjoy what you do
 …and have fun