The Clean Business Investment Summit Is a Great Experience

I serve on the board of advisors for the Clean Business Investment Summit, an annual opportunity for a carefully vetted set of cleantech entrepreneurs to present to potential investors. One of the roles I play is mentoring the presenters; I meet with each of them in advance, and critique their PowerPoint and their presentation style. Having looked at 1100+ business plans in the past three years has put me in a good position to know what works here and what doesn’t in this arena — not to mention the 30 years before that, during which I made presentations based on PowerPoint (earlier, view-graphs) to audiences all over the world.  

My advice is simple: your presentation needs to be made from the investor’s perspective. They’re nervous; they’re cynical; they’re suspicious. You believe you’ll succeed, and of course it’s good that you have that confidence. But your audience is concerned:

• Is there a proven demand for your solution? Is there any doubt that “the dogs will eat the dog food,” i.e., that the market will respond at the price-point you intend?

• Are the margins and rates of return associated with the business attractive?

• Are there unacknowledged risks?

• Is your team qualified based on its track-record?

• Does the use of funds make sense? Is there a good reason you’re raising investment capital vs. simply selling product?

• Is the amount you’re suggesting too much? Too little?

• Since an investor will be placing trust in you and spending a great deal of time with you, does your presentation show that you are both trustworthy and likeable?

I look forward to this each year. At a minimum, it’s an opportunity to meet dozens of new people, most of whom have an honest passion for what they’re doing and making the world a better place in the process. It’s also a terrific learning experience, as I come face to face with a great number of new technologies.

I’ll post an update after the session.