How many people should you bring along to pitch a VC?

  • The main reason for a VC to invest in a company is great founder(s). The more people in the room, the harder it is for me to get a feel for how you think, what motivates you, and for us to build a personal bond. Equally important is for you to decide whether I am someone you would like on your board for the next 5–10 years, which is also harder in a larger group.
  • I want to have a discussion with you as a founder, not be pitched to. You learn much more about a person and their company through asking open and unexpected questions, going deep in a couple of areas, rather than trying to methodically cover off every point in 60 minutes. The more people in the room the more likely the meeting slips into watching slides.
  • I need the occasional pause to process information. If there are multiple people presenting they find it hard to resist reiterating or adding an additional point, filling every silence. This leads to me zoning out for a moment as I can’t absorb any more.
  • It’s inefficient. Your cofounders and team have better things to be doing with their time.
  • It should not be necessary. You as CEO (or co-CEOs) should be able to answer 95% of the questions a VC might ask yourself. Any specific technicalities can be come back to afterwards.
  • It is a strong signal that you and your co-founders trust each other.
  • Having someone in the room who is completely silent (or even worse checking emails) is a distraction and makes it hard to maintain a natural conversation.

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Partner at Balderton Capital in London, working with Zego, Wagestream, Cleo, Carwow, Mojiworks, Primer, PlayPlay, Dream. Formerly Google & Bain.

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Rob Moffat

Rob Moffat

Partner at Balderton Capital in London, working with Zego, Wagestream, Cleo, Carwow, Mojiworks, Primer, PlayPlay, Dream. Formerly Google & Bain.