How to pitch?

Francis notes that a large number of startup founders transform into "pitch professionals," which can sometimes mask the true entrepreneurial spirit. His advice?

"Don't lose sight of why you embarked on this entrepreneurial adventure.

Authenticity should remain at the heart of your pitch and allow you to stand out by showing your sincerity and commitment. Don't hesitate to show your personality, express your uniqueness, tell your story. It's by being yourself that you'll succeed in creating a strong connection with your audience and arouse investors' interest."

Francis emphasizes, "It's essential to passionately convey the very essence of your project, everything that represents your deep motivation."

However, beware: forget excessive storytelling. Your FidMed audience is very much grounded, and while entrepreneurs usually have a good grasp of the context, product, and market, they often neglect... financial aspects!

Yet when it comes to pitching to investors (family offices, business angels, investment funds, or even bankers), the importance of this section is understandable.

Francis explains, "Investment world players will appreciate hearing about your figures, which will simply enable them to evaluate the overall viability of your project and their desire to get involved."

This advice might seem obvious, Francis tells us, but it's crucial "never to adopt a monolithic approach.

Adaptability is a key element of a successful pitch: it won't be the same in front of a bank or a potential business partner."

It's essential to understand your audience's motivations and expectations so that you can personalize your approach accordingly.

Thorough preparation and a little investigation into your audience can maximize your chances of success.

Over the years, the points of focus in a pitch have evolved significantly.

Francis highlights some often overlooked aspects:

• Firstly, it's crucial to address achievements in cybersecurity audits. This issue is increasingly important nowadays and should be included in any presentation.

• Secondly, IT systems audits are often necessary to give financiers a tangible view of technologies that investors may not fully understand.

• Lastly, the valuation of an intellectual property audit can work in your favor during a pitch to investors, as it enhances your credibility and reassures them.

When we asked Francis about the most memorable story of the last ten years, he recounted an anecdote of an entrepreneur who started his pitch and then abruptly interrupted it, saying, "I'm not sure you really deserve me accepting your investment in my company."

This unexpected provocation caught the jury by surprise, but Francis immediately recognized the relevance of this question.

He even invited each jury member to briefly introduce themselves and explain why they might potentially invest in this company.

This little provocation, though to be used sparingly, can be seen as a way to start a conversation and arouse the interest of investors.