Like an actor bringing a script to life, the investment professional has to tune into their audience and perform with passion and excitement

“The content should stand on its own.
“I’m not going to talk it up or play the politics”
“Why doesn’t the IC see it the way I do?”
::::: Intellectually honest, frustrated private equity professionals often share these sentiments with me.

The content is just half the equation. It’s a record without a record player.

It’s impossible to have 100pct perfect information at the time of the investment as there is no crystal ball, but if you feel an investment opportunity is exciting relative to the hundreds of others of pitches you’ve seen, it’s on you to show this in your verbal presentation, and inspire others.

The always bearish or neutral person never gets anything in the book.

If you were excited about a product, and the salesperson get you a Larry David “ehh” — would you feel confident about making the purchase?

Above rational analysis which must stand on its own (the content), humans want to know what you really think. This is conveyed through your presentation - the content only gets us halfway there.

How are you leaving good deals dying on the IC table due to lack of attention to your presentation?

What does your voice sound like? What expression is on your face. Are you a fear based hedger, a nervous blabbermouth, or a calmly enthusiastic solutions oriented salesperson?

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