2 Part Course  | 
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Investor Pitching Skills

2 Part Course  |  Learn how to structure, prepare and deliver a successful investor pitch

A cosmic imager of a galaxy with billions of stars and vast clouds of gas and dust

A one-day course presented over two-half days in a virtual class from 9:30am to 1:00pm UK time

Part One

Introduction to investor pitching
  • What actually is a pitch?
  • How to prepare and structure a pitch correctly.
  • Pitching vs selling. Differences and why you should never mix them up.
  • The big questions: What is the money for? What are your next steps? Where are you going?
  • Pitfalls to avoid: Today or never. Focus on the product. Approaching competition. Pitch duration. Pitching the business. When investors see through you.
The equity story
  • Defining the core elements of the equity story: What, who, why, why now? (what to answer).
  • Drafting a compelling equity story based on current market trends.
  • The Unique Value Proposition (UVP). Main financial aspects and valuation parameters.
  • Simple complete vs complex incomplete equity stories.
Group exercise: Identifying equity stories in blue-chip pitch presentations.

Getting to know your client (the investor)
  • Knowing your game: Why knowing the investor is (so) important.
  • Researching investor types. Adapting the pitch to the ‘target’.
  • Using AI to further our knowledge on investor profiles.
  • Types of investor by life cycle: Angel, Seed, who needs what.
  • Venture Capital. Aims, expectations and funding rounds. Expected returns.
  • Institutional investors. Mandates and types. Long only vs hedge funds. Expected returns.
  • Getting feedback from investors – how to get this key step right.
  • AAA vs AA vs A institutional investors – who and when to target.
  • The role of the sell side in getting the message across capital markets.

Group exercise: Identifying investor types by their business case (AI assisted).

Putting the pitch together
  • Pitch content summary.
  • Powerpoint vs you – Setting the leading indicator.
  • Adapting to time. Slides content based on investor’s availability.
  • Pitching what you have to (not what you want to).
  • Who should run the show. Story and models ownership considerations.
Part Two

Delivering the pitch (1)
  • Exuding credibility. The elevator pitch: Defining the problem. Defining the solution. Delivering the UVP.
  • Being genuinely genuine. How to apply the 8 storytelling techniques in a finance pitch.
  • Psychological aspects of an effective pitch delivery.
  • Introduction to cognitive bias in investor pitching.
  • Introduction to non-verbal communication in finance

Group exercise: Elevator pitch practice

Delivering the pitch (2)
  • Making the most of negotiating techniques in investor pitching.
  • From convergence to nesting, when and how to apply storytelling in pitching.
  • Visual cues for advanced finance presentations (or how to avoid the average).
  • Rehearsing the pitch... and again. When are we ready to deliver? Mimicking vs improvising delivery.
Beyond investor’s expectations
  • Financial aspects of pitching. Valuation. Multiples. Extrinsic vs Intrinsic models. Understanding investor’s timelines and requirements. Dividends vs buybacks vs share price appreciation. Consistency 101: What not to change in regular investor pitching. Easy pitfalls which investors pick up on. Being most useful when the investor is the insider.
Pitching specific transactions
  • Analysis of specific requirements when pitching specific types of transactions:
  • Mergers, acquisitions, takeovers.
  • IPOs and secondary ECM transactions.
  • Series A funding rounds.
  • P2Ps / integrations.
  • Separations/Spin-offs/carve-outs

  • The trainer is an independent consultant providing online finance Higher Ed and Executive Education (Corporate Finance, Accounting, Private Equity)
  • Financial Services Executive with over 25 years of experience in investment banking, wholesale and retail banking specialising in capital markets, risk oversight, compliance and regulation
  • Former Deputy Chief Financial Officer in a US$>200bn international financial institution
  • Former Executive in the UK’s sixth largest retail bank
  • Former Equity Research Analyst at Citigroup, covering for 7 years institutional investors globally in a top-rated team
  • Former Senior representative with financial regulators (ECB, PRA, FCA, FED) and the IMF. Senior representative at the World Bank/IIF annual meetings
  • Experienced advisor in M&A and capital markets programmes; has led deals with top private equity firms and real estate investors including IPOs, buyouts, P2Ps, spin-offs and carve outs
  • Along his career has presented >7,500 hours of financial and capital markets content to a broad range of financial stakeholders worldwide
  • Since 2014 has been a contributor to world leading universities and business schools including IE Business School, LSE, The University of Chicago, UNAV (IESE)and ESADE in both undergraduate, MBA and professional education programmes
  • Experienced face-to-face and online instructor (experienced in multiple LMS). Currently under contract with US and Singapore based OPMs
  • The trainer makes financially complex concepts simple and accessible by adapting the jargon to the audience’s background
  • An experienced international professional(speaks 5 languages and has dual nationality) he is accustomed to and enjoys rich cultural and diverse environments. On an ongoing basis he has students and professionals from more than 15 different countries including from EMEA, APAC and The Americas
  • Courses are delivered in English and Spanish

  • Understand the investor pitching process and what it takes to have successful outcomes.
  • Develop a fundamental technique to designing and delivering successful investor pitches.
  • Understand the psychological aspects of dealing with investors so as to position oneself appropriately in front of the different type of stakeholders/investors.
  • Develop a solid foundation about the background and work required to support an investment pitch.
  • Be aware of and able to use the currently available tools to assist the pitching process.

  • Delivered by a professional with more than 25 years of international experience in capital markets both on the sell side and in corporates.
  • Active use of learning tools to maximise the delegates’ engagement and understanding.
  • Using real-world scenarios and fostering experiential learning.
  • Analysis of actual investor pitches and equity stories, identifying best and worst practices across different sectors and jurisdictions.
  • Analysis of AAA institutional investors’ approach to investing as a tool to design the pitch.
  • Introduction of AI tools to enhance the research aspect in pitching preparation*.
  • Review and understanding of non-technical aspects of pitching (emotional intelligence).
  • Experiential learning sandbox: Exercises which allow testing the learned concepts.

 * Demonstrations are subject to the availability of live access to ChatGPT4.

The investor pitching course covers the end-to-end investor pitching process from design to implementation and delivery. It makes extensive use of the most current advanced commercial persuasion and negotiation techniques which represent the core foundation to pitching to smart investors successfully. While the course focusses on institutional investor pitching, it can be also applied to the broader investor spectrum including family offices, corporates and private equities.

Number of places:
Part 1

£ 695.00

Number of places:
Part 2

£ 695.00

Discounts available:
Virtual Class

  • 2 places at 30% less
  • 3 places at 40% less
  • 4 places at 50% less
  • 5 places at 55% less
  • 6+ places at 60% less
  • Select the number of course places and dates to automatically calculate the discount
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