how to convince successful financiers to give you millions of dollars in a project doomed to fail!
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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 PolonskyOctober 7th, 2008
I love love loveentrepreneurs innovation canada
General Petraeus on powerpoint
"It's how you communicate big ideas - to communicate them effectively."
what is a presentation
?
general specific
The closet 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 $10M in
45 minutes?
general specific
keep it high level don’t DROWN in DETAILkeep it clean
tip (not rule) no. 1
what is a presentation
?
350 employees
75 key accounts
Business plan
Momentum
Overcome obstacles
95,000 square feet
8 products
Competitive advantages
Mission
Vision
Values
logo
Track record
Chief financial officer
Strengths
Opportunities
Expert board
Awards
Growth strategy
Organizational chart
Money in the bank
Features and benefits
VC shareholders
Website
Audited statements
Something big coming
Media coverage
Revenue model
Acquisitions
Nice boardroom
Technology
Intellectual property
7 years of hard won memories
You got 45 minutes: on you mark, get set, go …
You actually only get 23 minutes.
Marathon 100 metres
NOW!
huh aha
(rapid transfer)
are created equal
NOT all
points
All points are equal
• Interesting point but not really relevant
• Uninteresting point but relevant
• Major, earth shattering, earth quaking point
• Interesting corollary perspective
• Necessary background point
• Interesting-but-dude-is-now-sleeping point
• Because-I-love-the-sound-of-my-voice point
The point
Big big big support
additional support
additional support
additional support
The point
Big big big support
additional support
additional support
Underlying takeaway message
The point
A
Underlying takeaway message
B C
The point
A
Underlying takeaway message
B C
1 2 3
24
13/ of all newproducts
The future of medicine
24
25
Outlook:
Revenue growth of 10 to15 percentin fiscal 2008
Cangene is fully integrated
Develop from concept to commercialization Manufacture process sensitive biopharmaceuticals Sellniche marketing team for biodefense products and commercial partnerships
27Strong preclinical franchise
Top 10Preclinical CRO worldwide
400+Active clients
90%Retention rate
8 of 10Largest pharma as clients
A fast growing, highly profitable CRO
27
28MERCATOR MINERALS LTD.
Strengthens steel
Anti-corrosive agent
Chemical catalyst
Molybdenum
annual market12$ B
*
*Add note here
GRID it to GREATthink about emphasisthink about scalethink about priorities
tip (not rule) no. 2
Not words
mapspicturesdiagramsillustrations
what is a presentation
?
20-30 slides
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• afj;psldk• aslkdflfk• asljkfhf
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• afj;psldk• aslkdflfk• asljkfhf
• afj;psldk• aslkdflfk• asljkfhf
• afj;psldk• aslkdflfk• asljkfhf
• afj;psldk• aslkdflfk• asljkfhf
• afj;psldk• aslkdflfk• asljkfhf
• afj;psldk• aslkdflfk• asljkfhf
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the great ones are more than a series of slides
power of a narrative
what is a presentation
?
story1
which came first?
hungerno hunger … no plot … no one cares
Coronary Heart Disease
oneNumber
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 DemandInsulin
What if there wasn’t enough insulin?
There isn’t.
What if there wasn’t enough insulin?
43
50% of potential wind energy is lost
0
43
25 - 30%Actual
efficiency
59.3%Maximum
theoretical efficiency (Betz limit)
4444
Actual misalignment in operationOptimal alignment
LOSTEFFICIENCY
wind
Yaw
Because the wind is always shifting, turbines are almost always misaligned…
ener
gy p
rodu
ced
ener
gy p
rodu
ced
45
Actual mis-pitch in operation
LOST ENERGY
Optimal pitch
ener
gy p
rodu
ced
ener
gy p
rodu
ced
MORE ENERGYCAPTURED
LOSTEFFICIENCY
…and because the wind is always gusting, the blades are almost always mis-pitched
45
value proposition
Solution to hunger
Neuradiab Survival Data
Clinically compelling difference
42%
1980 to
2004
2005
91Surgery + Radiation + Temozolomide + Neuradiab
Surgery + Radiation + Temozolomide
Surgery + Radiation
Survival in weeks
75604515 30 105900
weeks
47
64weeks
53weeks
CRD5 Rapidly Increases HDL
Crestor(Statin)
Niacin - ERCRD5Poorly toleratedLow market share
Levels still rising Non-optimized formulationHealthy volunteers
% in
crea
se in
HD
L
Expanding Clinical Benefit
30
(Source: OGY 07)
No drugs approved
Surgerychemo
OvaRex® MAb extends time to relapse
13months
Watchful waitingFrontline
TumorBurde
nCA 125 Level
Months 0 6 16
OvaRex MAb
Relapsediagnosed
10
Initiate OvaRex® MAb therapy
complete responses
25%
four doses of Proxinium™ complete tumor response
complete responses
51
FunctionFIRST™ yields results
500A pipeline of
antibodies
lead candidatesFive
51
52
We can make wind energyproduction more efficient!
Improvement with our technology!
Possibleefficiency
Actualefficiency
0
52
greed
you have to show them the 10 bagger - Michael Denny
no one invests in hyper growth stories to double their money
54
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 = $1,385,000,000per treatment cycle
Establishedsafety and efficacy
Source: Datamonitor54
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
56
Our potential
$11Billion
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
+56
Pitch benefit
$8BSpent annually in North America expanding & replacing current infrastructure
57Resin Systems
need expressed: hunger
need addressed: value proposition
market opportunity: greed
don’t come up flatthink about structure
tip (not rule) no. 3
Not blind faith
brevitypatternsstoriesemotion
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 informationthe
rapidly transferred
high recallwith
messagesdistilled
diagramspictures
everythingnot
maps
illustrations wordsnot
storiespatternsbrevity
emotion blind faithnot
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. hospitalsInitiate 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
$ million51
recommended reading
made to stick
brain rules
closing thoughts
evidence evidence evidence
show alittle leg …
speed dating
… move on
…transacts!
generatingearnedattributes
TALKlike a person
be authentic!
STOPthe bullshit
how do you get to Carnegie Hall?
100%of zero is zero
dilution
Think
big!!!
hard work
digging deep
doing better
tip (not rule) no. 4
wimps/settlers need not apply
thank you
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