Co-founders, Stop Pitching Together!

Why founders should not pitch together

  1. It negatively affects storytelling. If you want to raise money, tell a fantastic story. It’s that simple. And to tell a great story, one person needs to control it and respond to cues from the audience (in this case, investors) to improve it continuously. It’s an iterative process, and it’s not something you can or should do together. One person, the CEO, should immerse themselves in the process to connect all the dots and have all the information.
  2. It adds more variables to the equation. When you pitch, investors scrutinize you, and every word matters. You have to ensure there are no holes in your story, and that’s hard enough to do by yourself. Now imagine you need to coordinate and control a constantly evolving narrative between several people — often in real-time, in response to something new you learn about or hear from your audience. It’s already a complex process. So the fewer variables, the better.
  3. It communicates that you have a dysfunctional team. Some will disagree with me about this, but my experience leads me to believe it. I don’t think there’s a reason for anyone but the CEO to pitch. If others want to be there, it’s usually for selfish reasons like “I’m a co-founder of this company” or “I want to learn how to raise money.” Sometimes it’s the worst reason of all: “I don’t trust my CEO to do it.”

All co-founders should still be involved

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