Overview
A practical guide for biotech founders on how to navigate the investor Q&A with clarity and confidence. Learn how to prepare, show traction, communicate your why, and present a plan investors can trust.
For many healthcare founders, the early conversations with investors set the tone for the entire fundraising process. The pitch matters, but the Q&A often reveals what investors really think about your company. It’s where they test your command of the science, the business model, and the market you aim to change.
To handle that moment like a pro, you need a clear grasp of the problem you’re solving and how your solution fits into the broader industry. Basically, when it comes to answering those hot-seat questions, there's no such thing as overpreparing.
From doing your homework to sharpening your slides, here are five tips to help you get more out of every investor Q&A.
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Do Your Research and Due Diligence
Nailing investor Q&A in healthcare varies by startup, but it always starts with a clear grasp of your market and industry landscape. Founders should understand current trends, regulatory shifts, emerging technologies, and the competitive set within their sector. Just as important is understanding your target audience. Be clear about who you’re building for, the problem you’re solving, and how your solution meaningfully improves the experience for patients, providers, or other stakeholders.
Suvir Venkataraman, Chief Development Officer at AgPlus Diagnostics, also stressed the importance of researching the investors themselves. “Make sure you know your material inside out, and also, you know the person you're talking to, your audience inside out,” he said. He reviews an investor’s background, portfolio, and criteria. “Make sure you're asking the right type of investor and this is an area that they understand.”
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Keep Your Pitch Simple and Data-Driven
Because time with investors is limited, Venkataraman has found that simple, focused explanations work best. “Don't use a lot of jargon, because they may not be as technical, or they might not know the market as well as you,” he said. Your goal is to give investors a clear snapshot of the opportunity without overwhelming them.
“Be able to explain how you're going to get your return on whatever it is that you're pitching for and that it’s realistic,” he added. He also recommends keeping slides clean and easy to scan. “It should be easy to look through and it's got to be understandable in the short amount of time that you have.”
Being data-driven helps you meet investors where they are. “It’s not rocket science, it’s making sure you’re thorough and have all the details,” he said. Knowing your numbers, including growth, margins, and projections, backs up your strategy.
Andrea Ippolito, CEO and founder of SimpliFed, agreed. She advised founders to show healthcare-specific proofpoints. “While our goal is to redesign the current state, you also have to meet the system where they are at and investors are looking for traction showing product market fit in healthcare that is scalable, repeatable, and predictable within the complexity of healthcare infrastructure,” she explained.
Understand Your “Why” and Communicate It Clearly
Founding a company means constantly proving yourself, whether it’s handling customers, raising capital, or growing a team. It often feels uphill, which is why your personal motivation matters. Navin Goyal, MD, co-founder of OFFOR Health and founder of LOUD Capital, encourages founders to understand and clearly communicate the ‘why’ behind what they’re building.
“Of course, you have to explain the problem and how you're solving it, but also the reason that gets you up every day working for this company when things are slow, when people are leaving, or you're trying to recruit people,” he said.
That motivation may come from something personal or from a clear gap in the market. “Sometimes that work is introspection and figuring out why you're so motivated, because it will come out if you are excited briefly for this idea and not as attached to it,” he added.
Ippolito shared a similar experience. “You need to get them excited about the mission, the story, your team, your traction, where you're going, and key financial metrics as well.” She also noted that investors write an investment memo as part of their process, so make it easy for them to find those insights.
Have a Solid Plan for Execution and Growth
Alongside the “why,” Goyal stressed the importance of having a strong growth strategy and clear execution plan. Investors want to understand whether a founder has experience running a company and can handle the responsibilities of leadership. They are looking for signs that you can deliver.
There’s no shortage of strong ideas in healthcare, but ideas alone aren’t enough. Goyal said to ask yourself, “How are you going to grow the company sustainably and scale it and be able to attract the best that you know it will require from people?” Investors also want to know you’re committed for the long term. He shared, “It's really important for investors, when they put their money in that you are in it for the outcome that they want, which is an exit or an acquisition or growing it to a certain level where someone else could come in.”
Venkataraman echoed this. He noted the importance of having data to back up your strategy. “Investors want to see that it is a good idea that you're going to be able to execute, and that is going to deliver quantifiable returns,” he said.
Choose Your Core Team Wisely
Many VCs invest in the founders just as much as the company. Goyal explained, “The founder or the people in the company are greater than the idea, because, number one, the idea can change, or there can be a pivot, which I've seen and been a part of in multiple aspects.” Investors look for coachability, willingness to grow, and the ability to build trust.
For Venkataraman, building a core team means ensuring that each person brings a unique skillset and relevant experience. “You don't want five people who have the same personality and experience. You want a team that has all the strengths that you're going to need to build this enterprise and deliver the plan,” he said. Ideally, team members also have a proven track record in their roles, which “gives an investor the confidence that your team is likely to succeed, and deliver.”
