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The art of knowing how to explain a project in a way that seduces investors is essential for any entrepreneur. The difference between a good and a bad pitch can mean several millions of euros for a startup. To help them take advantage of the opportunity, three specialists from the sector shared practical advice at the final session of this year’s Pitch Training Program, covering all the elements that investors look for in a startup. 

For Laura Rodríguez of Invivo Capital; Pablo Villoslada, entrepreneur and Neurology professor at Stanford University currently living in Silicon Valley; and Elena Canetti, a partner at Partner Inveniam living in Israel, the most important points that investors look at are:

  1. Team vision: that all team members are equally committed to the company and have the same vision.
  2. Science validated with relevant models: whether they have significant clinical results or clinical evidence.
  3. Magnitude of the issue targeted: understanding the clinical need and awareness of the competitors.  On this final point, Villoslada noted, “The team can’t underestimate their competitors. They need to have identified them and show that their technology has a considerable advantage over the rest.”
  4. Business vision of the project: not just clinical. They have to have an idea of scalability from the beginning, in the very early stage.

After identifying the main elements that capital funds value most, it’s time to shine and get them interested, in order to set up further conversations where the entrepreneur can explain their project in more detail. “You’ll only get one chance and you have to take advantage. Investors are accessible, but they’ll only listen to you once,” warned Canetti.

Tips for attracting investors with a good pitch

A good pitch has to be brief and concise. And don’t repeat yourself. “Don’t tell people what they already know. Make sure your discourse adds value,” advised Villoslada. To make sure the message hits right, it’s also important to know what type of investor they are. “When you communicate with them, you need to know who you’ll be talking to, their investment strategy and the type of company they invest in,” explained Laura Rodríguez, who also recommended choosing the person with the best communication skills to address the market. 

After the three experts shared their tips, the participants practiced their pitches. This year’s participants were mainly researchers, from research centers like the Institute for Bioengineering of Catalonia (IBEC), Josep Carreras Leukemia Research Institute and Center for Genomic Regulation (CRG).

The Pitch Training Program is a Biocat training program geared towards projects and startups that need to improve the pitch they give investors, corporate venture capitalists and scouts from the life sciences and healthcare sector. The first edition was held in 2020 online, due to the pandemic.


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