The Investor Pitch – Balancing Optimism and Risk


Optimism is a quality that is present in every successful entrepreneur. Without optimism, entrepreneurs would not take the huge risks they do, to bring their dreams to life. Without optimism, entrepreneurs would find it impossible to raise funding from Angel Investors and Venture Capitalists. It is optimism and iron clad self-belief that enables entrepreneurs to cope with frequent rejection and continue against all odds.



The Potential Downside of Optimism

There can, however, be a serious downside to ‘optimism’ that can fatally undermine an otherwise strong investor pitch. This occurs when optimism clouds an entrepreneur’s ability to see the reasons why their venture may fail. This ‘blindside’ sometimes develops as a consequence of the tunnel vision that comes with focusing on achieving a goal.

Human nature steps in and protects us from seeing the terrible things that may distract us or undermine our confidence. The result, as many investors confirm, is that entrepreneurs either fail to identify or downplay the risks.

Investors Have X- Ray Vision

A failure on the part of an entrepreneur to identify and credibly deal with the issue of risk in their deck, business plan or pitch will be identified by investors as either naivety, stupidity or dishonesty and may kill any chance of a deal.

Investors have an uncanny ability to see a risk a mile away and expect entrepreneurs to show a high degree of awareness. The earlier the stage of the startup, the greater the number and size of risks. If you can’t see the risks, you can’t mitigate them.

Take the Initiative

When pitching to investors, it’s important to deal with the risks, however slight they may appear to you. As an attorney, I learned very quickly that there were always at least two sides to any argument. I therefore developed the discipline of always trying to put myself in the shoes of the other side, the judge and jury and asking myself ‘what were the possible reasons they could disagree with my arguments?’

Once I had identified the risks I would then refine my approach and arguments to make sure I fully addressed them. I used the same approach when pitching investors and Fortune 500 companies. When preparing for your pitch, have a colleague or friend play ‘Devil’s Advocate’ during dry run sessions and get them to drill down on risk.

The benefits of properly dealing with risk are at least threefold. Firstly, analyzing risk is critical to your business succeeding. Secondly, your investors will have greater confidence in you. And thirdly, a true understanding of the risks attached to your venture is empowering and will give you genuine rather than misplaced confidence. Failing to deal with risk in your pitch is simply a risk not worth taking.

Reprinted by permission.

About the author: Martin Soorjoo

Founder of The Pitch Clinic, Martin Soorjoo is a pitch strategist. He coaches entrepreneurs world-wide, helping them launch and raise funding. Prior to founding The Pitch Clinic, Martin spent 15 years as a former award winning attorney. He has worked with start-ups and investors, including senior investment bankers, venture capitalists and angel investors. During this period Martin raised several million dollars, including negotiating one deal worth $75 Million. This experience has equipped him with unique insights into the challenges start-ups face and how investors make decisions. He is a Certified Master Practitioner of Neuro-Linguistic Programming (NLP) and an expert in body language.

Martin is the author of ‘Here’s the Pitch‘.

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