How does a pitch grab investors’ attention? Sometimes, it’s a clever way to explain your numbers. Other times, it’s a product demonstration, a sharper answer, or simply knowing when to ditch the jargon.
Our October 14 and October 22 Deal Screenings delivered plenty of learning opportunities. From making the business case for reusable materials to explaining complex technology in plain English, these discussions reminded us what investors really need to see and hear.
If you’re gearing up to pitch at an upcoming Keiretsu Forum Northwest & Rockies Deal Screening, here are four lessons worth keeping in mind before you step into the spotlight.
1. Don’t Bury Your Best Math
One agtech founder pitched a reusable, biodegradable growing medium for indoor farms, and it was a strong pitch. But Xavier Tang, an investor and advisor in the company, pointed out something it undersold.
The upfront price is comparable to rock wool, which people generally use right now. The difference is that rock wool gets tossed after one use, while this product gets washed and reused. Over time, that makes it significantly cheaper for the farm.
In Xavier’s words, the math “gets a little bit hard to present in a very short pitch,” so he planned to coach the founder on it.
Your takeaway: If your real advantage shows up over time, show it over time. A simple “cost per cycle” comparison can do more than any feature list.
2. Talk is Cheap, Demonstrate Your Results
One founder presented an autonomous photography solution designed to help venues capture and monetize visitor experiences. The technology was interesting, but the investor discussion quickly moved to a more practical question: how good were the actual photographs?
The founder shared early results from a festival, reporting a decent conversion rate among an estimated 10,000 visiting families. That was a useful starting point. But the numbers alone couldn't demonstrate why customers should choose this product over their smartphones.
Margaret Wong suggested showing an actual photograph taken by the system. Her point was simple: investors needed to see the quality for themselves. The discussion also turned to competitive positioning and how the product compared with existing alternatives.
3. Don’t Make Investors Ask Twice
One founder building a solution in infant nutrition opened with a personal story about his family's experiences with infant formula. It established an emotional connection to the problem and explained why the mission mattered to him. But when the presentation ended, investors wanted more clarity on the business itself.
Theo Etzel-Tamiami felt the founder had spent too much of the limited presentation time on the backstory instead of explaining the company's progress and answering the questions investors needed to assess the opportunity.
4. Keep It Simple, Silly
An entrepreneur is tackling a very complicated and technical idea: turning hydrocarbons into hydrogen and solid carbon without the reactor clogging. The room really leaned in when he explained the core problem with a simple picture: the soot in your chimney or your old car’s exhaust. Suddenly everyone got why solving it matters.
Compare that to a moment in the post-pitch discussion, when our moderator had to admit that the entrepreneur “used a bunch of words that I’m not familiar with.” If a seasoned deal-screening host needs a translation, your angel probably does too.
The Bigger Lesson: Better Questions Make Better Companies
The best part of a Deal Screening isn't just hearing new ideas. It's seeing those ideas challenged, refined, and viewed from an investor's perspective. Our October 14 and 22 sessions showed that even promising innovations can lose their impact when founders don't communicate the value clearly.
For entrepreneurs, the goal isn't to have a perfect answer to every question. It's to know your business well enough to explain what makes it different, back up your claims, and recognize where you need stronger evidence.
So, before your next pitch, ask yourself: Can I show the value? Can I explain why customers will care? And can I make the case without overcomplicating it?
The clearer your answers, the stronger your pitch.
Want to be part of the next deal screening? You can apply right here!