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

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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