Q&A is the New Deck

Pitch truth: Your pitch deck gets the meeting, but Q&A gets the deal.

This is just as true in new business development as it is when raising funds.

Some tips to get your Q&A where it needs to be:

Know your #$@#

Obvious, right? But frequently, founders and presenters go in with a “just wing it” approach. For a low-to-no stakes meeting, that may be ok. But anything else deserves prep. And if you prep for the lower intensity meetings, you had great practice runs for the bigger ones.  

Anyone in the meeting needs to understand the numbers 

Obvious, right? But frequently, founders and people presenting go in with a “just wing it” approach. Review your flight.

Connection Matters

Conversation is where you telegraph that you’re a great team to work with, you get it and they want to 

Be concise 

If you’re not rock-solid on an answer or it’s not an area of strength, answer the question as crisply as possible. Then stop talking. 

Mirror the energy 

If they are to the point, get to it. If they’re warm, lean in. Take a cue from old dating tips - mirror them, laugh at their jokes and be very engaged in what they are signaling vs. what you are trying to force out.

Use messaging structures.

You should be clear on your key messages and how to work with them - and every team member should be aligned.  More on THAT in our Pitchwell classes.

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