Crafting Pitches for Strategic Partnerships

One question turns failed PropTech pitches into closed deals. And most vendors never ask it. Here's the strategy alignment secret nobody's talking about. Last week, I watched another great product get rejected. Strong features. Clear value prop. But they pitched long-term efficiency to a merchant builder focused on exit value. Now they're wondering why the deal went nowhere. Here's how to align your pitch with their investment strategy: 1. Focus on strategy, not just asset type The secret isn't just knowing office from multifamily. It's understanding their investment timeline: Most vendors only see: • Office vs. retail • Multifamily vs. industrial • Class A vs. Class B Smart sellers also ask: • Hold period length • Exit strategy • Value creation timeline • Cash flow priorities Most fail because they stop at asset class. 2. Tailor your pitch to their timeline For long-term holders, focus on: • Operational efficiency • NOI improvement • Portfolio-wide impact • Solution stability • Compound ROI over time For short-term players, emphasize: • Repositioning acceleration • Lease-up support • Quick implementation • Flexible contract terms The timeline mismatch breaks more deals than price. 3. Ask the right questions first Start with: • "What's your typical hold period?" • "Are you looking to stabilize and hold or exit?" • "How do you handle property management?" • "What's your current solution stack?" Not: • "What types of properties do you own?" • "How many units do you have?" • "What systems are you using now?" • "When can we demo our product?" 4. Connect your value to their strategy Your pitch should show: • ROI within their ownership window • Value that matters to their strategy • Implementation that fits their timeline • Flexibility that matches their exit plans Never assume: • All owners want long-term savings • All GPs prioritize NOI • All buildings are forever holds • All operators think the same 5. Become a strategic partner Investment strategy changes everything: • It shapes their decision criteria • It determines their value metrics • It drives their timeline needs • It defines their success The difference between just another vendor and a strategic partner is understanding their investment strategy. Want to learn how the best PropTech companies align their pitches to investment strategies? Check out our free PropTech Pipeline Playbook email course in the comments.

If you’re reaching out to partners with a pitch focused solely on your product, you’re missing the mark. Partners want to know how working with you benefits their customers and strengthens their own offerings. Here’s what they actually care about: 1. Customer Impact Partners need to understand how your solution solves specific customer pain points. How does it improve efficiency, reduce costs, or create a better experience? Show them the results they can expect when they bring your product to their customers. 2. Revenue Opportunities Partners are businesses, too. Demonstrate the revenue potential of your partnership with clear data and examples. Will partnering with you help them increase customer retention, expand their services, or access new markets? Spell it out. 3. Long-Term Value and Support Partners want to feel confident that you’ll be there for the long haul. Offer a clear outline of the resources, training, and support they’ll receive, and share a roadmap that aligns with their growth goals. Building confidence in your commitment is just as important as the product itself. If you want a strong, engaged partner, focus on how your partnership creates shared success and meaningful value. Lead with impact, not product specs.

Your pitch is your business. Get it wrong,  nothing else matters. But most founders write like they’re explaining a dream. Not building a case. If your value proposition isn’t clear in 10 seconds, the room moves on. Here’s a stronger way to frame your business pitch,  with structure that speaks to decision-makers: 1. Lead with a sharp value proposition 🎯 We help [target market] solve [business problem] through [solution]. This isn’t branding. It’s positioning. Say what you do. Say who it’s for. Say why it matters. 2. Frame the market problem like an operator 📉 Every business exists to solve pain — make that pain vivid. Use a stat, a customer insight, or a business inefficiency. If your problem doesn’t sound expensive, urgent, or recurring, it won’t stick. 3. Explain the solution with business logic 🛠 How do you solve it? What’s the mechanism? Focus on outcome, not just features. Articulate how your approach is more effective, more scalable, or more efficient than what exists today. 4. Establish your strategic advantage 📌 Why you? Why now? Talk team credibility, market insight, technical moat, or GTM edge. This is where investors, buyers, and execs lean in — if they see you’ve done the work others haven’t. 5. End with timing and traction 📈 Without urgency, even great pitches fade. Show what’s changed in the market. Back it up with traction, adoption curves, or buying behavior. Now is part of the story — make it clear why. Strong pitches build trust. They don’t just explain. They show clarity of thinking, operating depth, and market relevance. Speak with intent. Deliver with structure. That’s what moves a pitch from “next” to “let’s talk.” Say what your business does in one crisp line.

🎯 Better Pitching Starts with Alignment: Why This, Why Us, Why Now As someone who often moves between healthcare, systems, and strategy, I’ve seen pitches from both sides — pitching for resources, and evaluating them. Over time, one pattern stands out. The strongest pitches are not always the flashiest. They are the ones where the message aligns clearly with purpose, action, and trust. When I prepare or assess a pitch, I anchor it on three simple but powerful questions: 1. Why This — clarity of why What real-world problem are you solving, and why does it matter? Good pitches don’t start with the product. They start with the pain. Is the problem urgent? Growing? Costly? Misunderstood? The clearer your "why," the easier it is for people to care. This is not about hype. It is about helping others feel the importance of the issue at stake. 2. Why Us — consistency of what What are you offering, and can you deliver what you claim? A strong pitch shows that the team understands the problem and can be trusted to solve it. Whether that means deep lived experience, a unique dataset, or just the grit to keep going, the "what" needs to match your track record. No fancy slides can cover up a mismatch between ambition and ability. 3. Why Now — discipline of how What’s changed in the environment that makes this solution relevant today? Market shifts, policy windows, new technology, or cultural readiness. The "now" matters. But beyond that, can your team execute with discipline? Timelines, milestones, risks, and feedback loops — these show that you are not just dreaming. You are building something that works. In my view, a good pitch is not a performance. It is a quiet promise. A promise grounded in clarity of why, consistency of what, and discipline of how. If you are pitching something important — an idea, a product, a program — take the time to align your story with your substance. People can feel the difference. MBBS MPH MBA INTP | Enneagram 5w6 Bridging systems thinking with purpose and practice. #StrategicThinking #PitchingWithPurpose #InnovationLeadership #HealthcareStrategy #SystemsThinking #StartupWisdom #ClinicalInnovation #PurposeDrivenWork #ExecutionMatters #DesignForImpact

One Pitch Deck Does Not Fit All — I Learned the Hard Way When I was a first-time digital health founder raising capital, I made a rookie mistake: I built one beautiful pitch deck, polished every slide… …and sent it to every investor I could find—strategics, VCs, angels. Here’s the truth: It wasn't all that effective, because different investors are playing different games, and I initially didn't understand that. It took me a while to course correct and realize the differences between strategic, institutional and Angel investors. Here's what I wish someone had told me when I first started pitching Strategic Investors Think: pharma, health systems, medtech, insurers, large corporates. What they care about: - Science and clinical validity - Strategic fit with their portfolio, pipeline, geography - How your solution helps them win—market share, cost savings, product differentiation - Integration risk and operational lift How to pitch them: Lead with the strategic opportunity—make it obvious why they should care; Show them partnership models, pilot pathways, IP/licensing options; Address adoption and implementation risks up front Venture Capitalists Think: institutional investors chasing growth and returns. What they care about: - Market size, defensibility, and exit potential - Scalable unit economics (LTV:CAC) - Speed and quality of execution - Whether this can be a big win in their fund How to pitch them: Lead with the market problem and the size of the opportunity. Show traction, strong unit economics, and growth levers. Make the exit potential crystal clear—and framed in terms of their returns, not just your vision Angel Investors Think: high-net-worth individuals, often with personal or industry ties. What they care about: - Founder vision and grit - A story they can connect with - Early proof you can execute How to pitch them: Keep it human—angels invest in you as much as the business and emphasize early traction and why their money will move the needle. Less jargon, more narrative Pro tip: Before you send your deck, ask: - Do I know this investor’s real motivation for investing? - Does my first 5 slides answer that motivation? - You don’t need three totally different decks. But you do need to change the opening, emphasis, and close so each investor sees what they came looking for. That’s how you turn crickets into callbacks. If you’re in the middle of a raise and want to run a tight, investor-ready process that actually gets results—let’s talk. #digitalhealth #healthcare #startup #founder #VC #venturecapital #fundraising

Most partnership decks are 20 slides. And still miss the one that matters. It’s not the logos. Not the TAM. Not the “values alignment” slide. It’s this: “What will be our first win within 6 months?” Because trust scales on proof. This is the slide that changes the conversation. It shows: • You’ve thought about execution • You understand their risk • You’re not pitching, they're investing in something real Here’s how to write it: 1. Name the win ⤷ Specific, measurable, valuable for both 2. Set the signal ⤷ What will this success prove to each org? 3. Assign ownership ⤷ One person on each side with clear accountability 4. Time box the result ⤷ Within 6 months. No more. Here’s why this matters: Every leader has a few Promise Cards each year, these are moments when they vouch for you internally. → They back the deal → They stake their reputation → They burn political capital If they play a card for you, there’s only one move: deliver. Do that, and you: • Get the Promise Card back, ready to play again • Earn a new one from someone who now trusts you more • Build momentum that opens doors on both sides This is how credibility compounds. If you can’t define the first win, you’re not ready to start. Add the slide. Start with proof. Then scale what works. Want help designing this into your next pitch? Use the IDEAL+ framework. Get it here, for free: https://philhsc.com/ideal ➕ I’m Phil Hayes-St Clair. Follow me for more like this. ♻️ Repost to help someone you know.

𝐏𝐎𝐕: 𝐘𝐨𝐮'𝐫𝐞 𝐚 𝐂𝐄𝐎 𝐭𝐡𝐚𝐭'𝐬 𝐭𝐢𝐫𝐞𝐝 𝐨𝐟 𝐫𝐞𝐜𝐞𝐢𝐯𝐢𝐧𝐠 𝐚 𝐦𝐚𝐬𝐬 𝐨𝐟 𝐚𝐮𝐭𝐨𝐦𝐚𝐭𝐞𝐝 𝐁𝐃 𝐩𝐢𝐭𝐜𝐡𝐞𝐬. The inbox of a C-suite leader is a fiercely contested space, often filled with a mass of automated messages. Landing a response is a hurdle, but the real win lies in initiating a conversation to explore a potential partnership. How can we be heard amidst the noise of automated business development approaches? 𝑯𝒆𝒓𝒆 𝒂𝒓𝒆 𝒔𝒐𝒎𝒆 𝒕𝒊𝒑𝒔 𝒇𝒓𝒐𝒎 𝒎𝒚 𝒂𝒑𝒑𝒓𝒐𝒂𝒄𝒉: 𝐈𝐧𝐬𝐢𝐠𝐡𝐭-𝐃𝐫𝐢𝐯𝐞𝐧 𝐑𝐞𝐬𝐞𝐚𝐫𝐜𝐡: Go beyond surface-level data. Analyse their company's strategic direction, dissect their challenges, and identify potential opportunities where the right talent could be a catalyst for growth. 𝐕𝐚𝐥𝐮𝐞-𝐂𝐞𝐧𝐭𝐫𝐢𝐜 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧: Your outreach isn't about selling your services; it's about offering relevant insights. Share emerging market shifts, innovative talent acquisition strategies, or potential solutions to their known pain points. 𝐂𝐨𝐧𝐜𝐢𝐬𝐞 𝐚𝐧𝐝 𝐈𝐦𝐩𝐚𝐜𝐭𝐟𝐮𝐥 𝐌𝐞𝐬𝐬𝐚𝐠𝐢𝐧𝐠: Time is precious and in limited supply at the C-suite level. Be direct in your purpose, clearly articulate the value of a brief discussion, and frame your offering in terms of tangible business outcomes that are specific to them. 𝐁𝐮𝐢𝐥𝐝 𝐓𝐫𝐮𝐬𝐭 𝐓𝐡𝐫𝐨𝐮𝐠𝐡 𝐏𝐫𝐨𝐯𝐞𝐧 𝐑𝐞𝐬𝐮𝐥𝐭𝐬: In an industry often plagued by empty promises, tangible evidence speaks volumes. Share case studies or, ideally, leverage client testimonials that directly support your ability to deliver high-calibre talent and contribute to company growth. 𝐓𝐫𝐚𝐧𝐬𝐩𝐚𝐫𝐞𝐧𝐜𝐲 𝐢𝐬 𝐚𝐭 𝐭𝐡𝐞 𝐡𝐞𝐚𝐫𝐭 𝐨𝐟 𝐚 𝐩𝐚𝐫𝐭𝐧𝐞𝐫𝐬𝐡𝐢𝐩: Honesty about your capabilities and limitations fosters trust. Be upfront about what you can and cannot deliver. This builds a foundation of realistic expectations, setting you apart from those who overpromise and underdeliver. 𝐘𝐨𝐮𝐫 𝐍𝐞𝐭𝐰𝐨𝐫𝐤 𝐈𝐒 𝐲𝐨𝐮𝐫 𝐍𝐞𝐭 𝐖𝐨𝐫𝐭𝐡: Your network is a powerful asset. Identify and strategically engage mutual connections who can vouch for your expertise and integrity. 𝐀𝐜𝐭𝐢𝐯𝐞 𝐋𝐢𝐬𝐭𝐞𝐧𝐢𝐧𝐠: This is one area where so many consultants fall short. Stop waiting for your turn to speak and actively listen to what your prospect is saying. Ask yourself, "What value can I add? What solutions can I provide?" 𝐏𝐞𝐫𝐬𝐨𝐧𝐚𝐥𝐢𝐬𝐚𝐭𝐢𝐨𝐧: Generic outreach shows a lack of investment. If you aren't taking the time to tailor your communication, why should they take the time to respond? Personalise your outreach to reflect an understanding of their specific role, the company's unique challenges, and how your expertise can directly contribute to their strategic objectives. The key to engaging C-suite leaders lies in providing genuine value, building trust and standing out amongst a noisy inbox. PS- I'm not a CEO (yet)... 😉 #elite100recruitmentleader #thecaffeinatedrecruiter #businessdevelopment #companyinsights

Smart companies are turning today's business chaos into content gold. And savvy freelance writers should take note of this trend. Here’s what I mean. Smart businesses are starting to create targeted content addressing tariffs, supply chain disruptions, deregulation, and onshoring. Basically, they're addressing the issues that are top-of-mind for their target audience. They're not just acknowledging these challenges -- they're positioning themselves as guides through the uncertainty. Which is really smart. For example: ✅ Logistics companies are publishing strategy guides for navigating 2025 tariffs ✅ Tech firms are creating content about how tariffs are accelerating automation adoption ✅ Retail publications are analyzing how sourcing diversification helps weather trade disruptions ✅ CPG brands are developing content on balancing sustainability with new regulatory landscapes The list goes on. But my point is that this trend creates a perfect opportunity for freelance writers struggling to stand out. So instead of sending generic prospecting emails, try this approach: Position yourself as the writer who can help companies create timely, relevant content addressing the specific challenges their customers face right now. Your pitch might open with: "I noticed many companies in [industry] are creating content about [specific challenge]. I specialize in translating complex topics like tariffs and supply chain adaptation into actionable insights for your audience." This approach works because: 1️⃣ It shows you understand their industry's current pain points 2️⃣ It demonstrates your awareness of content marketing trends 3️⃣ It positions you as a strategic partner, not just a writer Companies that aren't yet creating this content are likely planning to. Which means that your pitch might arrive at exactly the right moment. The business landscape is constantly shifting. By positioning yourself as the writer who can help companies navigate these changes through content, you'll find doors opening that remained closed to generic pitches. What current events could you leverage in your next prospecting email? (No political replies, please; let’s keep this convo to business issues.) 😉  

"It's not what you say, it's how you say it." WRONG! Strategic communication isn't manipulation. It's the art of getting what you want while helping others get what they want. Let me prove it with 2 real stories: Example 1: A local marketing agency needed a partnership with a well-known fitness brand. Most would send generic pitch emails. One team did something different: they studied the brand's social media strategy and showed exactly how they could double their engagement rate. Result? Partnership signed in 48 hours. Example 2: A software company wanted to land a mid-sized business client. Instead of pitching features, they analyzed the client's biggest workflow problems and designed a solution specifically for those pain points. Result? Deal closed within a week. The 4-step framework behind both wins: • Define what you want (not just "we want to work together") • Understand who you're talking to (beyond just their job title) • Show how both sides win (not just what's in it for you) • Explain why now is the perfect time Most people skip at least one (if not most) of these steps. That's why they hear "no" so often. Common mistakes that kill your message: • Pitching without a clear goal • Only thinking about your own needs • Not researching the other side • Poor timing The secret? Strategic communication creates win-win situations. It's not about tricks. It's about finding real value for everyone. Think about it: • That ideal client you want • The partner you need • The team you're building We all need strategic communication. What you say is JUST as important as how you say it. - Hi. I'm David I built a 7-figure Web3 marketing agency, turning setbacks into opportunities. I post cool stories about: • Pushing boundaries • Blockchain • Business • And what's really going on in the world Follow for more. And feel free to share with your network🔁 #Business #Marketing #Leadership #Strategy #Communication

What I wish more nonprofits knew! I recently attended an interesting workshop led by Tom Davis, all about helping nonprofits craft their best fundraising elevator pitches. I loved it so much, I had to share these insights with you. If you’re a fundraiser, this post is for you. Tom broke it down into 4 key elements every strong pitch should have: 1. Shared Vision Every company has its own mission, values, and strategic focus. Do your homework. Read our ESG reports. Understand our vision and mission. Then show us how your mission aligns with ours. When our goals intersect, that’s where real partnership begins. 2. Emotional Connection You’re sharing a story and inviting us to join your journey. Tap into emotions like empathy, urgency, hope, and compassion. You are the storyteller and the translator of impact. Help us feel why your cause matters. 3. Quantify the Impact We’re businesses. Yes, we care about heart—but we also care about outcomes. ROI isn’t just a buzzword—it’s how we justify our investments. Show us the numbers. — How many lives will be impacted? — What’s the measurable outcome? — How will we track and celebrate success together? 4. Authenticity & Trust This one might be the most important. We get flooded with partnership requests daily. What stands out? Genuine relationships. Start by building trust—not by making a hard ask. Share stories. Be real. Show up consistently. That’s what creates long-term partnerships that actually last. If you’re a CSR professional, what else would you add to this list? What makes a nonprofit pitch stand out to you? Drop your thoughts below 👇