How to Pitch Biotech Investors With Confidence, According to an Investment Director

David Greenwald, PhD, Managing Director on the Public Structured Finance team at Deerfield Management, has seen countless startup pitches—and says most mistakes entrepreneurs make during the presentation are completely avoidable. 

In the first episode of Concept to Cure, Cure’s new 12-part video series for healthcare founders, Greenwald breaks down what makes a pitch stand out, what slows a deal down, and how founders can improve through preparation and practice.

“Pitching can be stressful,” he says. “Nobody is not stressed out when they come in to pitch to a venture capitalist.” But practice and planning can turn that stress into confidence.

Here is his practical, founder-friendly advice you can use for your next high-stakes pitch meeting.

View the entire first lesson of our Concept to Cure course: Mastering the Healthcare Startup Pitch. All lessons available exclusively to Cure members.

1. Avoid the Avoidable Errors

Greenwald says most pitch missteps are “unforced errors.” Common problems include missing information, poor visuals, clunky flow, bad data presentation, and unclear regulatory pathways. 

Founders also get into trouble with confidentiality. “Don’t send confidential information at the beginning of the process,” he cautions. “Only do so once you’re under a confidentiality agreement.” Labeling a deck as confidential without an NDA, he adds, “can be problematic for many investors and will delay the process.”

RELATED: Tips for Building a Healthcare Pitch Deck That Wins Over Investors

2. Practice Until the Delivery Feels Natural

Pitching is a skill you can train. Greenwald encourages founders to run the pitch for anyone who will listen and to watch how the story flows from slide to slide. Body language, eye contact, and tone all improve with repetition. “The more you practice a pitch, the more comfortable you’re going to be when you’re actually presenting it in the real deal.”

3. Set the Agenda Up Front

Investors respond well to structure. Greenwald recommends opening with something like: “I’m going to pitch for 20 minutes and leave the last 10 minutes for Q&A.” That lets you get through the whole deck without being derailed by early questions and still shows you’re ready for discussion.

4. Be Strategic About Who You Pitch First

Do your homework on every investor and map out the order of your outreach. “If you think a certain investor would be perfect for your opportunity, don’t pitch them first,” he says. Use early meetings as practice and, ideally, build some interest before talking to your top choice.

5. Answer the Question Behind the Question

When investors ask something, pause before answering. Often they’re signaling a deeper concern about market, differentiation, or go-to-market. By getting to the root of their question, you’re demonstrating a deep understanding of your own business model and go-to-market strategy. Greenwald suggests responding thoughtfully, then confirming: “Did that answer your question?”

6. Follow Up Quickly, Then Sporadically

Founders should send a short follow-up email within 24 hours after a pitch. After that, it’s reasonable to check in every few days. Investors are busy, Greenwald says, but gentle reminders that you’re excited to hear back will help keep your deal moving.

Concept to Cure Video Series

We are proud to introduce Concept to Cure, our 12-part video series built for healthcare founders and operators turning breakthrough ideas into real-world impact. 

Across these expert-led lessons, biotech CEOs, venture investors, and policy leaders share the frameworks and hard-won lessons that move innovations from early concept to clinic and beyond. 

From validating your market and building investor-ready business models to navigating FDA approvals, scaling commercialization, and leading high-performing teams, each episode distills the practical insights entrepreneurs need most.

Concept to Cure lessons are available exclusively to Cure members.