building a pitch

hey buddy, can you spare a $100 million?

how to convince successful financiers to give you millions of dollars in a project

doomed to fail!

or

Michael Polonsky April 15th, 2009

I love love love entrepreneurs innovation canada

General Petraeus on powerpoint

"It's how you communicate big ideas - to communicate them effectively."

what is a presentation

?

general specific

The closest cousin to a power point slide �is a billboard!

350 employees

75 key accounts

Business plan

Momentum

Overcome obstacles

95,000 square feet

8 products

Competitive advantages

Mission

Vision

Values

logo

Track record

Chief financial officer

Strengths

Opportunities

Expert board

Awards

Growth strategy

Organizational chart

Money in the bank

Features and benefits

VC shareholders

Website

Audited statements

Something big coming

Media coverage

Revenue model

Acquisitions

Nice boardroom

Technology

Intellectual property

7 years of hard won memories

But you’ve got a lot to say …

leave an impression

On June 4 1940, Winston Churchill delivered a 45 minute speech, commonly known as “We shall fight on the beaches”, to the House of Commons of the British Parliament. It was a great inspiration to an embattled United Kingdom as it entered what was probably the most vulnerable phase of the entire war. Public opinion for the war effort was waning in the face of devastating losses and a formidable enemy.

Churchill encouraged a country to keep fighting in 45 minutes.

how do you encourage someone to give you $10M in

45 minutes?

general specific

keep it high level don’t DROWN in DETAIL keep it clean

tip (not rule) no. 1


?

350 employees

75 key accounts

Business plan

Momentum

Overcome obstacles

95,000 square feet

8 products

Competitive advantages

Mission

Vision

Values

logo

Track record

Chief financial officer

Strengths

Opportunities

Expert board

Awards

Growth strategy

Organizational chart

Money in the bank

Features and benefits

VC shareholders

Website

Audited statements

Something big coming

Media coverage

Revenue model

Acquisitions

Nice boardroom

Technology

Intellectual property

7 years of hard won memories

You got 45 minutes: on you mark, get set, go …

You actually only get 23 minutes.

Marathon 100 metres

NOW!

huh aha

(rapid transfer)

are created equal

NOT all points

All points are equal

•  Interesting point but not really relevant •  Uninteresting point but relevant •  Major, earth shattering, earth quaking point •  Interesting corollary perspective •  Necessary background point •  Interesting-but-dude-is-now-sleeping point •  Because-I-love-the-sound-of-my-voice point

The point

Big big big support

additional support

additional support

additional support

The point

Big big big support

additional support

additional support

Underlying takeaway message

The point

A


B C

The point

A


B C

1 2 3

25

13/ of all new products

The future of medicine

25

26

Outlook:

Revenue growth of 10 to15 percent in fiscal 2008

Cangene is fully integrated

  Develop from concept to commercialization

  Manufacture process sensitive biopharmaceuticals

  Sell niche marketing team for biodefense products and commercial partnerships

28 Strong preclinical franchise

Top 10 Preclinical CRO worldwide

400+ Active clients

90% Retention rate

8 of 10 Largest pharma as clients

A fast growing, highly profitable CRO

28

29 MERCATOR MINERALS LTD.

Strengthens steel

Anti-corrosive agent

Chemical catalyst

Molybdenum

annual market 12 $ B *

*Add note here

GRID it to GREAT think about emphasis think about scale think about priorities


Not words

maps pictures diagrams illustrations


?

20-30 slides

•  afj;psldk •  aslkdflfk •  asljkfhf






























the great ones are more than a series of slides

power of a narrative


?

story 1

which came first?

hunger no hunger … no plot … no one cares

Coronary Heart Disease

one

Number

killer! 20% of all deaths

B R E A K I N G T H R O U G H

Wet AMD

Meeting the Emerging Exploding Demand Insulin

What if there wasn’t enough insulin?

There isn’t. What if there wasn’t enough insulin?

44

50% of potential wind energy is lost

0

44

25 - 30% Actual

efficiency

59.3% Maximum

theoretical efficiency

(Betz limit)

45 45

Actual misalignment in operation Optimal alignment

LOST EFFICIENCY

wind Yaw

Because the wind is always shifting, turbines are almost always misaligned…

ener

gy p

rodu

ced

ener

gy p

rodu

ced

46

Actual mis-pitch in operation

LOST ENERGY

Optimal pitch

ener

gy p

rodu

ced

ener

gy p

rodu

ced

MORE ENERGY CAPTURED

LOST EFFICIENCY

…and because the wind is always gusting, the blades are almost always mis-pitched

46

value proposition

Solution to hunger

Neuradiab Survival Data

Clinically compelling difference

42 %

1980 to

2004

2005

91 Surgery + Radiation + Temozolomide + Neuradiab

Surgery + Radiation + Temozolomide

Surgery + Radiation

Survival in weeks

75 60 45 15 30 105 90 0

weeks

48

64 weeks

53 weeks

CRD5 Rapidly Increases HDL

Crestor (Statin)

Niacin - ER CRD5

Poorly tolerated Low market share

Levels still rising Non-optimized formulation Healthy volunteers

% in

crea

se in

HD

L

Expanding Clinical Benefit

30

(Source: OGY 07)

No drugs approved Surgery chemo

OvaRex® MAb extends time to relapse

13 months

Watchful waiting Frontline

Tumor Burden

CA 125 Level

Months 0 6 16

OvaRex MAb

Relapse diagnosed

10

Initiate OvaRex® MAb therapy

complete responses

25%

four doses of Proxinium™ complete tumor response

complete responses

52

FunctionFIRST™ yields results

500 A pipeline of

antibodies

lead candidates Five

52

53

We can make wind energy production more efficient!

Improvement with our technology!

Possible efficiency

Actual efficiency

0

53

greed you have to show them the 10 bagger - Michael Denny

no one invests in hyper growth stories to double their money

55

25% market share

if at $5,000 = $692,500,000

ISA247 Psoriasis Opportunity

patients treated with oral immunosuppressants

in the U.S.

per treatment cycle

if at $10,000 = $1,385,000,000 per treatment cycle

Established safety and efficacy

Source: Datamonitor 55

554,000 ISA247:

Top 3 drug categories

$ 1billion+

Cytostactics (Cancer)

Antiulcerants (GI tract)

Cholesterol & triglyceride

reducers

World’s Largest Drug Market

5 drugs over

$23.8B

$25.5B

$30.2B

57

Our potential

$11

Billion

Wind turbine opportunity

Yaw benefit

Reduced wear

Improved speed control

Reduced downtime

Expanded operating envelope

 Met tower replacement

 Airports

 Yacht/sailboats

 Forest fire fighting

 National wind map

+ 57

Pitch benefit

$8B Spent annually in North America expanding & replacing current infrastructure

58 Resin Systems

need expressed: hunger

need addressed: value proposition

market opportunity: greed

don’t come up flat think about structure


Not blind faith

brevity patterns stories emotion

Complexity/quantity Time constraints Durable goals

right information rapidly transferred High impact/recall

don’t drown in detail grid it to great don’t come up flat

right information the

rapidly transferred

high recall with

messages distilled

diagrams pictures

everything not

maps

illustrations words not

stories patterns brevity

emotion blind faith not

don’t forget

milestones

request for cash

current shareholders

financings to date

IP

Milestones

Q3 2005 Q4 2005 Q1 2006

X

X

X

X

X

X

U.S. sales partner

Installed in 25 U.S. hospitals

Initiate studies for expanded indications

Initiate North American multi-centre trial

Initiate combo trial with multi-national partner

File for Canadian and European approval

SPY System

OPTTX System

Exendin-4 Albumin Conjugate: Next Steps (PC-DAC™:Exendin-4)

One month multi-dose Phase I/II trial

Investment Opportunity

–  Launching commercial platform

–  Expanding content partnerships

–  Developing molecular tests

–  Scaling quality manufacturing

Seeking

in financing to drive the business forward

$ million 51

recommended reading

made to stick

brain rules

slideology

closing thoughts

evidence evidence evidence

…transacts! generating earned attributes

TALK like a person

be authentic!

STOP the bullshit

how do you get to Carnegie Hall?

show a little leg …

speed dating

… move on

100% of zero is zero

dilution

Think big!!!

thank you