5 Tips for Pitching to Investors - Manly Entrepreneurs Meetup

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Presentation made at Manly Entrepreneur Meetup - Raising Capital by Stuart S. from Sydney Capital. More info & Discussion about this meetup: http://www.meetup.com/ManlyEntrepreneurs/events/105297452/

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5 tips for pitching to investors
Manly Entrepreneurs
June 2013
Stuart Anderson
+61 419 135 065 (mob)
+61 2 8264 2483 (tel)
sanderson@sydneycapital.com.au
Level 6, 2 Bulletin Pl
Sydney NSW 2000
Australia
www.sydneycapital.com.au

5 tips for presenting to investors
1. Understand your audience & their motivation
Fear – preserving their capital
Greed – can you deliver the returns?
What do they know about your industry, technology & business? Chance is they know as much from a
commercial perspective
17/06/2013 Commercial In Confidence 2
2. Know thy customer
What are their problems?
Why & how can you solve it better than they currently do it
3. Everyone has competition
Your clients / customers currently solve their problems in other ways, including non-consumption
If you have no competition, you probably don’t have a market. If you have no market, you are a
technology in search of a solution
4. Be professional / Avoid being to ‘folksy’
Relationship & rapport are important
Professionalism indicates discipline -> discipline inspires confidence to deliver
5. An App is not a business…. Neither is a SEO shop (service business)
Single product businesses are hard to scale
Service only business are hard to scale (SEO, website development etc)

Who are Sydney Capital Partners?
17/06/2013 Commercial In Confidence 3
Vincent Sweeney Steve Liebeskind Stuart Anderson
Sydney Capital Partners is a boutique Corporate Advisory & Strategy Insights firm
We assist established entrepreneurial businesses grow rapidly from $20m to $100m revenue in low growth
environments through environments through bringing innovative ideas to new markets, creating high performance
teams and effective funding structures
Capabilities
Principal
Equity capital markets –
structuring & raising
15 years commercial
experience across
investment banking,
strategy consulting,
telecoms corporate
strategy, organisational
behaviour & SME start-ups
Founder & Managing Principal
Former Managing Partner of
Deloitte’s business
advisory, audit & accounting
& IT consulting practises
Established Deloitte’s
corporate advisory
capability with many
successful IPOs & capital
raisings
Founder & Principal
Equity capital markets –
structuring & raising
25 years experience
across investment
banking, public & private
company &CEO
technology
commercialisation
Mark Nesbitt
Principal
Mergers, acquisitions,
divestments & capital
raising specialist
24 years commercial
experience (CEO/COO)
across IT&T, Finance,
Retail, SME’s & Start-up /
early stage businesses

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5 Tips for Pitching to Investors - Manly Entrepreneurs Meetup

1. 5 tips for pitching to investors Manly Entrepreneurs June 2013 Stuart Anderson +61 419 135 065 (mob) +61 2 8264 2483 (tel) sanderson@sydneycapital.com.au Level 6, 2 Bulletin Pl Sydney NSW 2000 Australia www.sydneycapital.com.au

2. 5 tips for presenting to investors 1. Understand your audience & their motivation Fear – preserving their capital Greed – can you deliver the returns? What do they know about your industry, technology & business? Chance is they know as much from a commercial perspective 17/06/2013 Commercial In Confidence 2 2. Know thy customer What are their problems? Why & how can you solve it better than they currently do it 3. Everyone has competition Your clients / customers currently solve their problems in other ways, including non-consumption If you have no competition, you probably don’t have a market. If you have no market, you are a technology in search of a solution 4. Be professional / Avoid being to ‘folksy’ Relationship & rapport are important Professionalism indicates discipline -> discipline inspires confidence to deliver 5. An App is not a business…. Neither is a SEO shop (service business) Single product businesses are hard to scale Service only business are hard to scale (SEO, website development etc)

3. Who are Sydney Capital Partners? 17/06/2013 Commercial In Confidence 3 Vincent Sweeney Steve Liebeskind Stuart Anderson Sydney Capital Partners is a boutique Corporate Advisory & Strategy Insights firm We assist established entrepreneurial businesses grow rapidly from $20m to $100m revenue in low growth environments through environments through bringing innovative ideas to new markets, creating high performance teams and effective funding structures Capabilities Principal Equity capital markets – structuring & raising 15 years commercial experience across investment banking, strategy consulting, telecoms corporate strategy, organisational behaviour & SME start-ups Founder & Managing Principal Former Managing Partner of Deloitte’s business advisory, audit & accounting & IT consulting practises Established Deloitte’s corporate advisory capability with many successful IPOs & capital raisings Founder & Principal Equity capital markets – structuring & raising 25 years experience across investment banking, public & private company &CEO technology commercialisation Mark Nesbitt Principal Mergers, acquisitions, divestments & capital raising specialist 24 years commercial experience (CEO/COO) across IT&T, Finance, Retail, SME’s & Start-up / early stage businesses

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