Pitching to Investors: What makes investors commit capital

Deliver the data and narrative that closes the deal.

A pitch is more than a slide deck; it is every interaction you have with a potential partner. This session provides a masterclass in the psychology of the ask and the critical importance of the Q&A phase. We explore why evidence always beats optimism and how founders can move past cold outreach to build genuine investor relationships.

The Q&A phase matters more than the presentation itself; investors use it to stress-test your thinking, probe your unit economics, and decide whether you are someone they can build with.

Download session slides

Lessons for African founders

The Q&A is more important than the pitch: Investors use this to see how you think under pressure. Knowledge of your unit economics and risks builds more confidence than a slick presentation.
Tailor the pitch to the capital type: A debt investor cares about security; a VC cares about high growth and exit potential. Never give the same pitch to both.
Never hide your risks: Investors will find them eventually. Being open about challenges shows the maturity and integrity needed for a partnership.
Leverage "warm" introductions: Cold emails are largely ineffective. Use industry events and shared connections to build a relationship before asking for capital.

Panelist profiles

Faheem Chowdhury Fundraising Lead MANUFACTURING AFRICA

Transactions lead for Manufacturing Africa which has supported 200+ deals in 5 years

Kerry Mruttu Senior Investment Manager AHL VENTURE PARTNERS

With +10 years of experience, Kerry structures and executes debt investments across Africa, backing high-impact businesses in financial inclusion, climate, and food systems

John Jakobsson Investment Director AGDEVCO

John has over 12 years of investments experience in Africa, notably having led AgDevCo's first investments in aquaculture and forestry

Edward Burbidge Head of Emerging Markets ICON

Edward leads strategic efforts in advising high-growth AfriTech & IndiaTech businesses on M&A and fundraising