Picture of athlete cycling

Open Access research with a real impact on health...

The Strathprints institutional repository is a digital archive of University of Strathclyde's Open Access research outputs. Strathprints provides access to thousands of Open Access research papers by Strathclyde researchers, including by researchers from the Physical Activity for Health Group based within the School of Psychological Sciences & Health. Research here seeks to better understand how and why physical activity improves health, gain a better understanding of the amount, intensity, and type of physical activity needed for health benefits, and evaluate the effect of interventions to promote physical activity.

Explore open research content by Physical Activity for Health...

Auditioning for money: What do technology investors look for at the initial screening stage?

Mason, Colin and Harrison, Richard T. (2002) Auditioning for money: What do technology investors look for at the initial screening stage? Journal of Private Equity. pp. 1-27.

[img] Microsoft Word (Auditioning_for_money-what_do_technology_investors_look_for_at_the_initial_screening_stage.doc)
Auditioning_for_money-what_do_technology_investors_look_for_at_the_initial_screening_stage.doc

Download (122kB)

Abstract

Many businesses fail to raise external equity finance because they are not "investment ready". One of the key aspects of being investment ready is the ability to effectively present their opportunity to investors. This paper examines the role of impression management skills on investor decisions by means of a case study of a presentation by an entrepreneur who was seeking funding for a software venture. The real-time reactions of business angels who watched the presentation on video were captured. Presentation-related issues dominated their reactions. Most investors were critical of the style, content and structure of the presentation. The failure of the entrepreneur to "sell" the opportunity raised doubts in the minds of investors about the ability of the company to sell their product. The implication is that entrepreneurs need to develop their impression management skills so that potential investors draw the preferred conclusions. Policy-makers should consider developing initiatives to help entrepreneurs overcome these deficiencies.