Steps to Growth Capital Self-Study GuideStep 7

7.3 Plan for the First Meeting

You've spent valuable time preparing and writing your investment proposal. You've done the networking and digging to establish contact with investors who were willing to look at your proposal. Finally, it pays off when you get a call: can you meet with the investor the following week? Your next goal is to make the meeting work for you. But how?

What to Expect

Usually only a small group of people — you and your advisors, your potential investor and the investor's advisors — attends this first meeting. Depending on your strategy, members of your management team may play different roles.

The whole meeting might last from 30 to 60 minutes. This includes:

• your formal presentation;
  
• a question and answer period; and
  
• preliminary decisions as to the next step, if applicable.

If the meeting is held at your location, a tour of the facilities might also be appropriate.

What It's About

The first meeting with your targeted investor is the opportunity for you to make a convincing face-to-face presentation. You want to make your investment proposal come alive and to convey your passion and vision for the company. During the meeting, the investor will be looking for your belief in yourself and in your product or service. And he or she will be trying to judge your credibility and integrity.

The meeting is an exploratory session — a great opportunity for both parties to assess the likelihood, and the benefits, of establishing an ongoing relationship. In this meeting you'll get to see first-hand how the other party operates. It's here that you'll decide whether the chemistry between you is genuine and whether you'll be able to work together. As many entrepreneurs have discovered, the chemistry is critical.

How Formal Should You Be?

Don't make the mistake of assuming that the first meeting should be casual with very little preparation needed. By all means, be relaxed and friendly. But you've come too far to let poor preparation undermine your chances. Be well prepared and conversant with all aspects of your operation and your presentation. You should have a sound grasp of what your message is and how you are going to deliver it to the investor.

Before the Meeting

Here are some tips for preparing for a meeting with a prospective investor:

• Plan the meeting carefully.
  
• Send the proposal before the meeting.
  
• Ask what the investor's needs are in advance.
  
• Consider the details: meeting room, equipment, dress.
  
• Rehearse your presentation.

Effective Meetings

You can learn more about the art of good meetings from another module in the Steps to Growth Capital Guide, Get the Most Out of Meetings.

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