{"id":3102,"date":"2026-10-30T14:51:08","date_gmt":"2026-10-30T14:51:08","guid":{"rendered":"https:\/\/avivratzman.com\/?page_id=3102"},"modified":"2026-10-30T21:12:22","modified_gmt":"2026-10-30T21:12:22","slug":"pitch-practice","status":"publish","type":"page","link":"https:\/\/avivratzman.com\/en\/pitch-practice\/","title":{"rendered":"Investor Questions Practice"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-page\" data-elementor-id=\"3102\" class=\"elementor elementor-3102 elementor-3096 elementor-bc-flex-widget\" data-elementor-post-type=\"page\">\n\t\t\t\t<div class=\"elementor-element elementor-element-3cd256a e-flex e-con-boxed e-con e-parent\" data-id=\"3cd256a\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-67ce990 e-con-full e-flex e-con e-child\" data-id=\"67ce990\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-0363d8c elementor-icon-list--layout-inline elementor-align-center elementor-widget__width-initial elementor-list-item-link-full_width elementor-widget elementor-widget-icon-list\" data-id=\"0363d8c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon-list.default\">\n\t\t\t\t\t\t\t<ul class=\"elementor-icon-list-items elementor-inline-items\">\n\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item elementor-inline-item\">\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Practice tool<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t<\/ul>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a26ef45 elementor-widget__width-inherit elementor-widget elementor-widget-heading\" data-id=\"a26ef45\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h1 class=\"elementor-heading-title elementor-size-default\">Investor Questions Practice<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-74b2df2 elementor-widget__width-initial elementor-widget-mobile__width-inherit elementor-widget elementor-widget-text-editor\" data-id=\"74b2df2\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Write your pitch, answer the questions investors ask at your stage, and check yourself against clear criteria. 20-30 minutes - and at the end, a readiness picture and a prep file.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-fad0eff e-flex e-con-boxed e-con e-parent\" data-id=\"fad0eff\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-6ee9555 elementor-widget elementor-widget-text-editor\" data-id=\"6ee9555\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<div dir=\"ltr\" style=\"max-width:820px;margin:0 auto;background:#F6F1E7;border-radius:16px;padding:20px 24px;border-inline-start:5px solid #F2C14E\"><p style=\"margin:0 0 8px;font-weight:700;color:#1F2F45;font-size:18px\">\ud83d\udcac Why I built this tool<\/p><p style=\"margin:0 0 8px\">There&#8217;s another tool on this site, <a href=\"https:\/\/avivratzman.com\/en\/investor-ready-quiz\/\">the &#8220;Ready to meet an investor?&#8221; quiz<\/a>, which teaches how an investor thinks - using a sample startup. But in a real meeting they ask about your startup, and that&#8217;s where it becomes clear what&#8217;s really ready.<\/p><p style=\"margin:0\">So I built a practice tool for your own startup. The questions and criteria are based on my experience from hundreds of meetings with investors - what they ask at each stage, and why meetings end early. You can bring the file you download at the end to a prep session.<\/p><p style=\"margin:10px 0 0;font-weight:700;color:#1F2F45\">- Aviv Ratzman<\/p><\/div>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-a1a99a2 e-flex e-con-boxed e-con e-parent\" data-id=\"a1a99a2\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-f2e153e elementor-widget elementor-widget-html\" data-id=\"f2e153e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t\t<div class=\"ivp\" dir=\"ltr\" lang=\"en\">\n<style>\n.ivp{--navy:#1F2F45;--navy2:#22355A;--gold:#F2C14E;--line:#D9DDE5;--txt:#202C3C;--muted:#627084;--red:#B4232C;--amber:#B7791F;--green:#2F7D4F;--soft:#F7F9FC;\n color:var(--txt);max-width:820px;margin:0 auto;font-family:inherit;box-sizing:border-box}\n.ivp 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.b{flex:1;height:10px;background:#E8EEF8;border-radius:99px;overflow:hidden}\n.ivp-bar .b i{display:block;height:100%;border-radius:99px}\n.ivp-bar .v{flex:0 0 42px;text-align:end;font-variant-numeric:tabular-nums;color:var(--muted)}\n.ivp ul.ivp-list{margin:6px 0 0;padding-inline-start:20px;font-size:16px;line-height:1.6}\n.ivp ul.ivp-list li{margin-bottom:6px}\n.ivp table{width:100%;border-collapse:collapse;font-size:15px}\n.ivp td,.ivp th{border:1px solid var(--line);padding:8px 10px;text-align:start;vertical-align:top}\n.ivp th{background:var(--soft);color:var(--navy)}\n.ivp-hide{display:none!important}\n@media (max-width:600px){.ivp-card{padding:18px}.ivp-chk{flex-direction:column;gap:6px}.ivp-bar .n{flex-basis:110px}}\n@media print{.ivp-noprint{display:none!important}.ivp-card{border:0;padding:0}}\n<\/style>\n\n<!-- Step 1: setup -->\n<section class=\"ivp-card\" id=\"ivp-s1\">\n  <span class=\"ivp-kick\">Step 1 of 5<\/span>\n  <h3>Investor Questions Practice: how will you answer the hard questions?<\/h3>\n  <p>The questions are based on my experience from hundreds of meetings with investors - what they ask at each stage, and why meetings end early. Answer in writing, check yourself against the criteria, and get a readiness picture and a list of priorities.<\/p>\n  <ul class=\"ivp-steps\"><li><b>1<\/b>Stage and investor<\/li><li><b>2<\/b>Your pitch<\/li><li><b>3<\/b>Readiness checklist<\/li><li><b>4<\/b>Question practice<\/li><li><b>5<\/b>Readiness picture<\/li><\/ul>\n  <div class=\"ivp-lbl\">What stage is the company at?<\/div>\n  <div class=\"ivp-chips\" data-k=\"stage\">\n    <button type=\"button\" class=\"ivp-chip\" data-v=\"P\">Pre-Seed<\/button>\n    <button type=\"button\" class=\"ivp-chip\" data-v=\"S\">Seed<\/button>\n    <button type=\"button\" class=\"ivp-chip\" data-v=\"A\">Series A<\/button>\n  <\/div>\n  <div class=\"ivp-lbl\">Who are you meeting?<\/div>\n  <div class=\"ivp-chips\" data-k=\"inv\">\n    <button type=\"button\" class=\"ivp-chip\" data-v=\"angel\">Angel investor<\/button>\n    <button type=\"button\" class=\"ivp-chip\" data-v=\"vc\">VC fund<\/button>\n    <button type=\"button\" class=\"ivp-chip\" data-v=\"cvc\">Strategic investor<\/button>\n  <\/div>\n  <div class=\"ivp-lbl\">What's the field?<\/div>\n  <div class=\"ivp-chips\" data-k=\"sec\">\n    <button type=\"button\" class=\"ivp-chip\" data-v=\"saas\">Software \/ SaaS<\/button>\n    <button type=\"button\" class=\"ivp-chip\" data-v=\"ai\">AI<\/button>\n    <button type=\"button\" class=\"ivp-chip\" data-v=\"deep\">Hardware \/ DeepTech<\/button>\n    <button type=\"button\" class=\"ivp-chip\" data-v=\"other\">Other<\/button>\n  <\/div>\n  <div class=\"ivp-row\"><button type=\"button\" class=\"ivp-btn\" id=\"ivp-go1\" disabled>Continue<\/button><\/div>\n  <p class=\"ivp-muted\" style=\"margin-top:14px\">Your answers are saved only in your browser. No one else sees them.<\/p>\n<\/section>\n\n<!-- Step 2: pitch -->\n<section class=\"ivp-card ivp-hide\" id=\"ivp-sp\">\n  <span class=\"ivp-kick\">Step 2 of 5<\/span>\n  <div id=\"ivp-pitch\"><\/div>\n  <div class=\"ivp-row\"><button type=\"button\" class=\"ivp-ghost\" data-back=\"1\">Back<\/button><button type=\"button\" class=\"ivp-btn\" id=\"ivp-gop\">Next step<\/button><\/div>\n<\/section>\n\n<!-- Step 3: checklist -->\n<section class=\"ivp-card ivp-hide\" id=\"ivp-s2\">\n  <span class=\"ivp-kick\">Step 3 of 5<\/span>\n  <h3>Readiness checklist<\/h3>\n  <p class=\"ivp-muted\">Investor meetings usually fail not because of the idea, but because of poor preparation. Mark what's already ready.<\/p>\n  <div id=\"ivp-check\"><\/div>\n  <div class=\"ivp-row\"><button type=\"button\" class=\"ivp-ghost\" data-back=\"p\">Back<\/button><button type=\"button\" class=\"ivp-btn\" id=\"ivp-go2\">Next step<\/button><\/div>\n<\/section>\n\n<!-- Step 4: questions -->\n<section class=\"ivp-card ivp-hide\" id=\"ivp-s3\">\n  <span class=\"ivp-kick\" id=\"ivp-qcount\"><\/span>\n  <div class=\"ivp-prog\"><i id=\"ivp-bar\"><\/i><\/div>\n  <div id=\"ivp-q\"><\/div>\n  <div class=\"ivp-row\">\n    <button type=\"button\" class=\"ivp-ghost\" id=\"ivp-prev\">Previous<\/button>\n    <button type=\"button\" class=\"ivp-btn\" id=\"ivp-next\">Next<\/button>\n    <button type=\"button\" class=\"ivp-btn ivp-hide\" id=\"ivp-more\"><\/button>\n    <button type=\"button\" class=\"ivp-ghost\" id=\"ivp-finish\">Next step<\/button>\n  <\/div>\n<\/section>\n\n<!-- Step 5: result -->\n<section class=\"ivp-hide\" id=\"ivp-s4\"><\/section>\n\n<script>\n(function(){\nconst root=document.currentScript.closest('.ivp');\nconst $=s=>root.querySelector(s), $$=s=>[...root.querySelectorAll(s)];\nconst STORE='ivp-pitch-en-v1';\nconst ST={P:'Pre-Seed',S:'Seed',A:'Series A'};\nconst INV={angel:'Angel investor',vc:'VC fund',cvc:'Strategic investor'};\n\nconst CHECK=[\n ['inv','We checked that the investor is a fit: they invest in companies at our stage, in our field and in the amounts we\\'re raising, and we know the companies they\\'ve already invested in.'],\n ['ask','We know how much we\\'re raising, for what, and what the money will buy.'],\n ['nums','We can explain every number in the deck - where it came from and how we calculated it. When a number is an estimate, we say so.'],\n ['cap','The cap table is up to date, and every partner knows it.'],\n ['plan',{S:'There\\'s a basic financial plan until the next round: how much we\\'ll spend, on what, and when.',A:'There\\'s a financial plan for the next two to three years that fits the amount we\\'re raising.'},'SA'],\n ['room','There\\'s an organized data room (company, finance, legal, product), including IP agreements.','A'],\n ['roles','We decided in advance who answers what in the meeting.'],\n ['deck','The deck is ready.'],\n ['act',{P:'We\\'ve already started - customer conversations, a prototype or a pilot. We\\'re not waiting for money to begin.',S:'We\\'re already selling or running pilots. The money will accelerate what\\'s already moving.',A:'We\\'re already selling. The money will accelerate what\\'s already moving.'}],\n ['drill','We practiced the hard questions out loud, with someone who knows what investors ask and how to answer.']\n];\n\/\/ Checklist items for the chosen stage: [key, text]. An item may be limited to stages, or worded per stage.\nconst checks=()=>CHECK.filter(c=>!c[2]||c[2].includes(S.stage)).map(([k,t])=>[k,typeof t==='string'?t:t[S.stage]]);\n\n\/\/ q, why, stages (P\/S\/A), core stages, criteria, strong, weak, cat\nconst Q=[\n {id:'pitch',pitch:1,cat:'Pitch',st:'PSA',core:'PSA',q:'Your pitch',why:'Every meeting starts here. In half a minute the investor decides whether to listen. A good pitch makes clear what you do, for whom, what problem it solves, and why you and why now.',cr:['It can be said in half a minute, with no jargon and no \"revolutionary platform\"','It\\'s clear who the customer is and what problem gets solved','It has a number or a fact that backs it up (progress, customers, experience)','It\\'s clear why you, and why now'],g:'\"We help finance managers at mid-size companies close the month in two days instead of ten. Today they do it manually in Excel, and every mistake costs days of work. I spent ten years as a finance manager and built the tool I was missing - three companies already use it in a pilot.\"',w:'\"An AI-based platform that changes the rules of the game.\"'},\n {id:'why',cat:'Team',st:'PSA',core:'PS',q:'Why you? What do you know that others don\\'t?',why:'The investor wants to hear something you know about the customer or the market that others haven\\'t figured out yet - something you learned from experience, like a pattern you saw again and again while working in the field. Investors call this \"earned knowledge\". A list of previous roles doesn\\'t answer the question.',cr:['A specific insight, not a list of roles','Where the insight came from: experience in the field, personal pain, work with customers'],g:'\"I spent six years as an operations manager at a clinic chain. I saw that every clinic loses about a fifth of its appointments, and existing systems don\\'t catch it.\"',w:'\"We have tons of passion, and we really believe in the idea.\"'},\n {id:'team',cat:'Team',st:'PS',core:'P',q:'Who on the team does what, and what\\'s missing today?',why:'Investors check whether roles are clearly divided, who is full-time, and whether you\\'re aware of the gap and have a plan to close it.',cr:['Each founder has a clear area of responsibility','You acknowledge the gap (e.g. CTO or sales) and have a plan to close it','It\\'s clear who is full-time'],g:'\"I lead product and customers, Dan leads development and Ron leads finance, and all three of us are full-time. We\\'re missing an enterprise salesperson - we\\'re talking with someone who has sold to this audience for five years.\"',w:'\"We all do everything. We\\'ll hire when there\\'s money.\"'},\n {id:'prob',cat:'Problem & market',st:'PSA',core:'PSA',q:'What problem are you solving, and who feels it most?',why:'The investor wants to see a real problem, a defined customer, and what the problem costs the customer today.',cr:['A defined customer, not \"everyone\"','What the problem costs the customer (time, money, risk)','You heard it from customers, not just assumed it'],g:'\"We spoke with 40 warehouse managers. On average they lose 12 hours a week on manual counts.\"',w:'\"Everyone needs this, we\\'re sure the problem exists.\"'},\n {id:'now',cat:'Problem & market',st:'PS',core:'',q:'Why now?',why:'Funds look for a turning point - technology, regulation or a change in behavior - that makes the solution possible right now.',cr:['A specific external change you can point to','Why it wasn\\'t possible two years ago'],g:'\"From next year regulation requires digital reporting, and sensor costs have dropped fourfold.\"',w:'\"Because now is the time of AI.\"'},\n {id:'mkt',cat:'Problem & market',st:'PSA',core:'',q:'How big is the market, and how did you calculate it?',why:'Experienced investors reject \"one percent of a multi-billion market\". They expect a bottom-up calculation: how many real customers, times what they\\'ll pay.',cr:['A bottom-up calculation: number of customers \u00d7 price','A distinction between the whole market and the part you can actually reach','A source for the numbers'],g:'\"According to the chains association\\'s database, there are about 2,000 clinic chains in Europe that fit us. At 30 thousand euros a year, that\\'s a market of 60 million euros a year - and we\\'ll expand from there.\"',w:'\"The market is 300 billion dollars, and one percent is enough for us.\"'},\n {id:'comp',cat:'Competition',st:'PSA',core:'PSA',trap:1,q:'Who are the competitors - including the option of \"doing nothing\"?',why:'The investor wants to see that you know all of the customer\\'s alternatives: direct competitors, and also what the customer does today without a solution. Answering \"we have no competitors\" sounds like someone who hasn\\'t researched the market.',cr:['How the customer deals with the problem today - even if it\\'s in Excel, or they do nothing at all','Two or three competitors by name','Why a customer would switch to you'],g:'\"Today most customers work in Excel. There are two big competitors, Finansoft and Closer, that suit huge enterprises and are too expensive for the mid-market - that\\'s where we are.\"',w:'\"We have no competitors. We checked on Google.\"'},\n {id:'prog',cat:'Traction & metrics',st:'PSA',core:'P',q:'What have you done so far?',why:'The investor checks whether this is a team that executes even without much money, or a team that builds decks.',cr:['Facts and numbers, not intentions','What was achieved without outside money'],g:'\"We built a prototype in three months, ran a pilot at three clinics, and two of them continue as paying customers.\"',w:'\"We worked really hard on the idea and the deck.\"'},\n {id:'money',cat:'Business model',st:'PS',core:'S',q:'How will you make money?',why:'The investor wants to see that you\\'ve thought about the model and pricing, and that the price reflects the value to the customer.',cr:['Who pays, how much, and in what model','The price against the value the customer gets'],g:'\"An annual subscription per branch. A customer saves 80 thousand shekels a year on average, and pays 18 thousand.\"',w:'\"First we\\'ll get users, then we\\'ll think about revenue.\"'},\n {id:'pmf',cat:'Traction & metrics',st:'SA',core:'SA',q:'What shows that customers really need this?',why:'At Seed and Series A, investors check product-market fit: customers who stay, not just sign up. Growth that depends only on paid ads raises suspicion.',cr:['Retention data over time','Customers who come from referrals or return on their own','An example of a customer who got upset when the product failed, or asked for more'],g:'\"70% of customers are still active after six months, and a third of new customers came from referrals.\"',w:'\"5,000 users signed up in the first month.\" (with no word on what happened next)'},\n {id:'unit',cat:'Traction & metrics',st:'SA',core:'A',trap:1,q:'How much does it cost you to get a customer, how much is a customer worth - and how did you calculate it?',why:'At Seed, a measurement plan is enough. At Series A, investors expect a customer\\'s value to be at least three times what it costs to acquire them.',cr:['You have numbers - or, at Seed, a clear plan for how you\\'ll measure','Customer value is clearly higher than acquisition cost (at Series A - at least 3\u00d7)','You can explain how each number was calculated'],g:'\"Acquiring a customer costs 4,000 shekels - our quarterly sales and marketing spend divided by the number of new customers. A customer pays 18 thousand a year and stays three years on average.\"',w:'\"It varies. Roughly.\"'},\n {id:'eff',cat:'Traction & metrics',st:'A',core:'A',q:'What\\'s your revenue retention, how long does a customer take to pay back their acquisition cost, and how much do you burn per dollar of new revenue?',why:'At Series A these are the core metrics: net revenue retention (above 120% is considered strong), payback on acquisition cost within 12 months or less, and a low burn relative to new recurring revenue (below 1.5).',cr:['Net revenue retention - a number and a trend','How many months until a customer pays back their acquisition cost','How much cash you burn per dollar of new recurring revenue'],g:'\"Net revenue retention is 125%, payback takes 10 months, and we burn 1.2 dollars per dollar of new recurring revenue.\"',w:'\"We\\'re growing fast, that\\'s what matters.\"'},\n {id:'sales',cat:'Business model',st:'A',core:'A',q:'Who sells today - the founders or a sales team?',why:'A company won\\'t grow if the founder is the sales bottleneck. At Series A investors check whether there\\'s a sales process that can be handed to salespeople.',cr:['A written sales process (who the customer is, what the problem costs them, how the solution improves it)','Salespeople who close deals without the founder'],g:'\"Until six months ago I sold alone. We wrote down the process, hired two salespeople, and they close at a similar rate.\"',w:'\"I close all the deals. We\\'ll hire salespeople after the round.\"'},\n {id:'conc',cat:'Risks',st:'SA',core:'',q:'Is there one customer who holds a large share of revenue? And how much of your revenue is really recurring?',why:'A customer holding more than a fifth of revenue is a risk. One-off services revenue presented as recurring revenue is also a red flag.',cr:['No customer above 20% of revenue - or a plan to diversify','A clear separation between recurring revenue and one-off services'],g:'\"Our biggest customer is 15% of revenue. Implementation services are shown separately, not as part of recurring revenue.\"',w:'\"Most of the revenue comes from one customer, but they\\'re very happy.\"'},\n {id:'ask',cat:'The round',st:'PSA',core:'PSA',trap:1,q:'How much are you raising, and what will the money buy?',why:'This is the question that stops the most meetings. The investor expects a single amount, the milestone the money buys, and how long it lasts - usually 18 to 24 months.',cr:['One amount, not a range','The milestone the money gets you to','How many months the money lasts'],g:'\"We\\'re raising 1.5 million dollars for 20 months. That gets us to 40 paying customers and a million dollars in annual revenue - the numbers we need for Series A.\"',w:'\"About a million, maybe two. What do you think?\"'},\n {id:'cap',cat:'The round',st:'PSA',core:'SA',trap:1,q:'Who owns the shares, and how is it structured?',why:'A messy cap table is one of the most common deal blockers. Red flags: shares held by people who are no longer active, founders below 50% before the first institutional round, and no vesting.',cr:['One up-to-date table that all partners know','Founders have vesting','No large stakes held by people who are no longer active'],g:'\"The three founders hold 78%, with four-year vesting. 10% is reserved for employee options.\"',w:'\"One second, we need to check with the lawyer.\"'},\n {id:'weak',cat:'Risks',st:'PSA',core:'PSA',trap:1,q:'What isn\\'t working today?',why:'Investors know there are problems. They check whether you see them, and what you\\'re doing about them.',cr:['You admit a real problem, not \"we\\'re perfectionists\"','What you\\'re doing about it now'],g:'\"Onboarding takes too long - six weeks. We\\'re building a setup wizard that should cut it to one week.\"',w:'\"Everything works great.\"'},\n {id:'risk',cat:'Risks',st:'PSA',core:'',q:'What\\'s your biggest risk, and how will you test it?',why:'The investor wants to see structured thinking. It helps to speak in assumptions: \"We assume that... and here\\'s how we\\'ll test it.\"',cr:['A specific risk, not a general one','How you\\'ll test or reduce it, and by when'],g:'\"We assume procurement managers will approve the purchase without a tender. We\\'ll test it in our next three pilots, by March.\"',w:'\"There\\'s no special risk, the market is waiting for us.\"'},\n \/\/ sector & investor extras\n {id:'ai1',cat:'Technology',sec:'ai',st:'PSA',core:'PSA',q:'What happens when the model companies build your solution themselves?',why:'This is the critical defensibility question in AI. If you\\'re a \"wrapper\" around someone else\\'s model, you\\'re exposed. Real defenses: unique data, deep integration in the customer\\'s workflow, or a unique distribution channel.',cr:['What the defense is: data, workflow integration, or distribution','Whether the product gets better as more customers use it (a data flywheel)'],g:'\"Our model is trained on claims data nobody else has, and it\\'s embedded inside the customer\\'s management system. Replacing it takes months.\"',w:'\"We use GPT, but with a much nicer interface.\"'},\n {id:'ai2',cat:'Technology',sec:'ai',st:'SA',core:'A',q:'What are your margins after compute costs, and how will you improve them?',why:'In regular software, gross margins are 70%-90%. In AI, compute costs can bring them down to 30%-60%. The investor wants to see a plan.',cr:['A current gross margin number','A plan to reduce compute costs as you grow'],g:'\"Gross margin is 52% today. Moving most requests to a smaller model will raise it to 70% within a year.\"',w:'\"Compute costs will drop on their own.\"'},\n {id:'ai3',cat:'Technology',sec:'ai',st:'SA',core:'',q:'How do you handle model errors and \"hallucinations\"?',why:'Enterprise customers won\\'t accept low accuracy on customer, financial or health data. Investors expect controls and a numerical comparison.',cr:['Defined control mechanisms','An accuracy number against an alternative'],g:'\"94% accuracy versus 78% for the leading alternative, and every low-confidence answer goes through human review.\"',w:'\"The models keep getting better.\"'},\n {id:'dt1',cat:'Technology',sec:'deep',st:'PSA',core:'PSA',q:'What has been proven technically, and what hasn\\'t yet?',why:'In hardware and DeepTech, investors check engineering and scientific feasibility before sales metrics. They want to know what risk remains.',cr:['What was proven, and under what conditions (lab, field, customer)','What hasn\\'t been proven yet, and the plan to test it'],g:'\"We proved the principle in the lab and at two customer sites. What hasn\\'t been proven is 24 hours of continuous operation - that\\'s the next experiment.\"',w:'\"The technology works, we just need to build the product.\"'},\n {id:'dt2',cat:'Technology',sec:'deep',st:'PSA',core:'SA',q:'What\\'s the status of your patents and IP?',why:'When the advantage is a technological breakthrough, any doubt about who owns the IP can kill a deal.',cr:['What was filed or registered, and in which countries','The IP belongs to the company (signed agreements with all developers)'],g:'\"We filed a patent application on the core process in the US and Europe, and all developers signed IP assignment agreements with the company.\"',w:'\"We\\'ll keep it secret.\"'},\n {id:'cvc',cat:'The round',inv:'cvc',st:'PSA',core:'PSA',q:'How will our investment affect your customers - especially the ones who compete with us?',why:'A strategic investor may also be a customer, a supplier or a competitor. They want to see that you\\'ve thought about the conflict of interest, and what each side gets.',cr:['What you and the investor gain, beyond money','How you\\'ll protect customers who compete with the investor'],g:'\"The investment opens a distribution channel for us. Customers who compete with you will get the same product, and their data won\\'t reach you.\"',w:'\"We haven\\'t thought about it. Money is money.\"'}\n];\n\nconst ALLOW={P:['Revenue','A full calculation of what it costs to get a customer and what they bring in over time'],S:['A full calculation of what it costs to get a customer and what they bring in over time - if you have a plan for how you\\'ll measure it'],A:['Almost nothing on the data side']};\nconst MUST={P:['Who the customer is and what the problem is','Why now','How much you\\'re raising and why'],S:['The data you have','What you\\'ll measure','The next milestone','A basic financial plan until the next round'],A:['Customer acquisition cost and customer value','Gross margin','Burn rate','A financial plan for the next two to three years','A clean cap table']};\nconst REVERSE=['Are you investing from an active fund, and what stage is it at? Do you have money for follow-on investments?','Who else needs to approve the investment on your side?','What do you do for a company in the first 90 days after investing?','How do you behave when a portfolio company misses a milestone or changes direction? Can I talk to a founder who went through that?'];\n\nlet S={stage:null,inv:null,sec:null,check:{},ans:{},crit:{},i:0,full:false};\ntry{const s=JSON.parse(localStorage.getItem(STORE)||'null'); if(s) S=Object.assign(S,s);}catch(e){}\nconst save=()=>{try{localStorage.setItem(STORE,JSON.stringify(S))}catch(e){}};\n\/\/ Usage counting: one start and one completion per page load.\nconst sent={}, track=function(ev){if(sent[ev])return;sent[ev]=1;try{if(window.gtag)gtag('event',ev,{tool_name:'pitch_practice',tool_language:'en'});if(window.clarity)clarity('event',ev+'_pitch_practice')}catch(e){}};\nconst esc=t=>{const d=document.createElement('div');d.textContent=t==null?'':String(t);return d.innerHTML};\n\nfunction all(){return Q.filter(q=>!q.pitch&&q.st.includes(S.stage)&&(!q.sec||q.sec===S.sec)&&(!q.inv||q.inv===S.inv))}\nfunction list(){const A=all();return S.full?A:A.filter(q=>q.core.includes(S.stage)||q.trap)}\nfunction extra(){return all().length-list().length}\nfunction show(n){['1','p','2','3','4'].forEach(k=>$('#ivp-s'+k).classList.toggle('ivp-hide',k!==String(n)));root.scrollIntoView({behavior:'smooth',block:'start'})}\n\n\/\/ step 1\n$$('.ivp-chips').forEach(g=>{const k=g.dataset.k;g.querySelectorAll('.ivp-chip').forEach(b=>{b.setAttribute('aria-pressed',String(S[k]===b.dataset.v));b.onclick=()=>{S[k]=b.dataset.v;g.querySelectorAll('.ivp-chip').forEach(x=>x.setAttribute('aria-pressed',String(x===b)));$('#ivp-go1').disabled=!(S.stage&&S.inv&&S.sec);save()}})});\n$('#ivp-go1').disabled=!(S.stage&&S.inv&&S.sec);\n$('#ivp-go1').onclick=()=>{track('tool_start');renderPitch();show('p')};\n$('#ivp-gop').onclick=()=>{renderCheck();show(2)};\n$$('[data-back]').forEach(b=>b.onclick=()=>show(b.dataset.back));\n\n\/\/ step 2\nfunction renderCheck(){\n $('#ivp-check').innerHTML=checks().map(([k,t])=>`<div class=\"ivp-chk\"><div class=\"t\">${esc(t)}<\/div><div class=\"ivp-seg\" data-k=\"${k}\">${[['2','Yes'],['1','Partly'],['0','No']].map(([v,l])=>`<button type=\"button\" class=\"ivp-s\" data-v=\"${v}\" aria-pressed=\"${S.check[k]===v}\">${l}<\/button>`).join('')}<\/div><\/div>`).join('');\n $$('#ivp-check .ivp-seg').forEach(g=>g.querySelectorAll('.ivp-s').forEach(b=>b.onclick=()=>{S.check[g.dataset.k]=b.dataset.v;g.querySelectorAll('.ivp-s').forEach(x=>x.setAttribute('aria-pressed',String(x===b)));save()}));\n}\n$('#ivp-go2').onclick=()=>{S.i=Math.min(S.i,list().length-1);renderQ();show(3)};\n\n\/\/ One card body: the why, a text box, self-check criteria and examples. Used for the pitch and for every question.\nfunction body(q,head){\n const cr=S.crit[q.id]||[], p=!!q.pitch, noun=p?'pitch':'answer';\n return `${head}<p class=\"ivp-why\">${p?'':'What\\'s behind the question: '}${esc(q.why)}<\/p>\n  <div class=\"ivp-lbl\" style=\"margin-top:4px\">${p?'Write your pitch:':'Write your answer <span class=\"ivp-muted\">(optional)<\/span>:'}<\/div>\n  <textarea id=\"ivp-ta\" placeholder=\"${p?'What you do, for whom, what problem it solves, and why you and why now\u2026':'The way you\\'d say it in the room\u2026'}\">${esc(S.ans[q.id]||'')}<\/textarea>\n  ${p?'':'<p class=\"ivp-muted\" style=\"margin:6px 0 0\">When you answer in writing, it\\'s easy to see what\\'s still missing. All your answers go into a file you can download at the end and bring to a prep session.<\/p>'}\n  <div class=\"ivp-crit\"><div class=\"ivp-lbl\" style=\"margin-top:4px\">Check your ${noun}:<\/div>${q.cr.map((c,j)=>`<label><input type=\"checkbox\" data-j=\"${j}\" ${cr.includes(j)?'checked':''}><span>${esc(c)}<\/span><\/label>`).join('')}<\/div>\n  <details><summary>Example of a strong ${noun} and a weak one<\/summary><div class=\"ivp-ex\"><b class=\"g\">Strong<\/b>${esc(q.g)}<\/div><div class=\"ivp-ex\"><b class=\"r\">Weak<\/b>${esc(q.w)}<\/div><p class=\"ivp-muted\" style=\"margin:10px 0 0\">The examples are for illustration only.<\/p><\/details>`;\n}\nfunction bind(box,q){\n box.querySelector('#ivp-ta').oninput=e=>{S.ans[q.id]=e.target.value;save()};\n box.querySelectorAll('.ivp-crit input').forEach(c=>c.onchange=()=>{S.crit[q.id]=[...box.querySelectorAll('.ivp-crit input')].filter(x=>x.checked).map(x=>+x.dataset.j);save()});\n}\nfunction renderPitch(){const q=Q.find(x=>x.pitch);$('#ivp-pitch').innerHTML=body(q,`<h3>${esc(q.q)}<\/h3>`);bind($('#ivp-pitch'),q)}\n\n\/\/ step 4\nfunction renderQ(){\n const L=list(), q=L[S.i], n=L.length;\n $('#ivp-qcount').textContent=`Step 4 of 5 \u00b7 Question ${S.i+1} of ${n}`;\n $('#ivp-bar').style.width=((S.i+1)\/n*100)+'%';\n const core=q.core.includes(S.stage);\n $('#ivp-q').innerHTML=body(q,`<span class=\"ivp-tag\">${esc(q.cat)}<\/span>${core?'<span class=\"ivp-tag core\">A must at your stage<\/span>':''}${q.trap?'<span class=\"ivp-tag\">Trap question<\/span>':''}<h4>${esc(q.q)}<\/h4>`);\n bind($('#ivp-q'),q);\n $('#ivp-prev').disabled=S.i===0;\n $('#ivp-next').classList.toggle('ivp-hide',S.i===n-1);\n $('#ivp-finish').classList.toggle('ivp-hide',S.i!==n-1);\n const ex=extra(), mb=$('#ivp-more'); mb.classList.toggle('ivp-hide',!(S.i===n-1&&ex>0)); mb.textContent=`Go deeper: ${ex} more questions`;\n save();\n}\n$('#ivp-next').onclick=()=>{S.i=Math.min(S.i+1,list().length-1);renderQ();root.scrollIntoView({behavior:'smooth',block:'start'})};\n$('#ivp-prev').onclick=()=>{S.i=Math.max(S.i-1,0);renderQ();root.scrollIntoView({behavior:'smooth',block:'start'})};\n$('#ivp-finish').onclick=()=>{track('tool_complete');renderResult();show(4)};\n\/\/ Deeper round: switch to the full list and jump to the first question the short round skipped.\n$('#ivp-more').onclick=()=>{S.full=true;S.i=Math.max(0,list().findIndex(q=>!(q.core.includes(S.stage)||q.trap)));renderQ();show(3)};\n\n\/\/ step 5\nfunction color(p){return p>=75?'var(--green)':p>=45?'var(--amber)':'var(--red)'}\nfunction renderResult(){\n const L=list(), P=Q.find(x=>x.pitch);\n const C=checks(), cv=C.map(([k])=>S.check[k]==null?0:+S.check[k]); const checkPct=Math.round(cv.reduce((a,b)=>a+b,0)\/(C.length*2)*100);\n let w=0,got=0; const cats={}; const gaps=[];\n [P,...L].forEach(q=>{const core=q.core.includes(S.stage), wt=core?2:1, f=(S.crit[q.id]||[]).length\/q.cr.length; w+=wt; got+=wt*f;\n  (cats[q.cat]=cats[q.cat]||{w:0,g:0}); cats[q.cat].w+=wt; cats[q.cat].g+=wt*f;\n  if(f<1) gaps.push({q,core,f,miss:q.cr.filter((c,j)=>!(S.crit[q.id]||[]).includes(j))});});\n const qPct=Math.round(got\/w*100), total=Math.round(checkPct*.4+qPct*.6);\n const verdict=total>=75?['Ready for the meeting','var(--green)']:total>=45?['Almost ready - a few answers to strengthen','var(--amber)']:['Not ready yet - prepare before the meeting','var(--red)'];\n gaps.sort((a,b)=>(b.core-a.core)||(a.f-b.f));\n const top=gaps.slice(0,3);\n const weakChecks=C.filter(([k])=>S.check[k]!=='2');\n $('#ivp-s4').innerHTML=`\n <div class=\"ivp-card\"><span class=\"ivp-kick\">Step 5 of 5 \u00b7 ${esc(ST[S.stage])} \u00b7 ${esc(INV[S.inv])}<\/span>\n  <div class=\"ivp-score\"><div class=\"ivp-big\">${total}%<\/div><div><div class=\"ivp-verdict\" style=\"color:${verdict[1]}\">${verdict[0]}<\/div><\/div><\/div>\n  <p class=\"ivp-muted\" style=\"margin:0 0 12px\">The score is based on what you marked yourself - in the readiness checklist and in each answer&#39;s criteria. The tool doesn&#39;t check the content of the answers you wrote.<\/p>\n  <div class=\"ivp-bars\">${Object.entries(cats).map(([c,v])=>{const p=Math.round(v.g\/v.w*100);return `<div class=\"ivp-bar\"><span class=\"n\">${esc(c)}<\/span><span class=\"b\"><i style=\"width:${p}%;background:${color(p)}\"><\/i><\/span><span class=\"v\">${p}%<\/span><\/div>`}).join('')}<\/div>\n <\/div>\n <div class=\"ivp-card\"><h4>Three things to improve first<\/h4>${top.length?`<ul class=\"ivp-list\">${top.map(g=>`<li><b>${esc(g.q.q)}<\/b>${g.core?' (a must at your stage)':''}<br><span class=\"ivp-muted\">Missing: ${g.miss.map(esc).join(' \u00b7 ')}<\/span><\/li>`).join('')}<\/ul>`:'<p>All your answers meet the criteria. Now practice them out loud, with someone who knows what investors ask and how to answer.<\/p>'}\n ${weakChecks.length?`<div class=\"ivp-lbl\">Still missing on the readiness checklist:<\/div><ul class=\"ivp-list\">${weakChecks.map(([,t])=>`<li>${esc(t)}<\/li>`).join('')}<\/ul>`:''}<\/div>\n <div class=\"ivp-card\"><h4>What you don't need to show yet at ${esc(ST[S.stage])} - and what you do<\/h4>\n  <table><tr><th>Don't need to show yet<\/th><th>Must know<\/th><\/tr><tr><td>${ALLOW[S.stage].map(esc).join('<br>')}<\/td><td>${MUST[S.stage].map(esc).join('<br>')}<\/td><\/tr><\/table>\n  <p class=\"ivp-muted\" style=\"margin-top:10px\">Every fund is different - this is a working framework, not a rule. And \"I don't know, I'll check and get back to you\" is a legitimate answer.<\/p><\/div>\n <div class=\"ivp-card\"><h4>Questions you should ask the investor<\/h4><p class=\"ivp-muted\">Fundraising is a two-way process. These questions show maturity:<\/p><ul class=\"ivp-list\">${REVERSE.map(r=>`<li>${esc(r)}<\/li>`).join('')}<\/ul><\/div>\n ${extra()>0?`<div class=\"ivp-card ivp-noprint\"><h4>Want to go deeper?<\/h4><p>You answered the most important questions for your stage. There are ${extra()} more questions investors ask - about the market, risks and more.<\/p><div class=\"ivp-row\"><button type=\"button\" class=\"ivp-btn\" id=\"ivp-more2\">Continue to the extra questions<\/button><\/div><\/div>`:''}\n <div class=\"ivp-card ivp-noprint\"><h4>What now?<\/h4><p>Download a meeting prep sheet - with your answers, what's missing in each, and examples of strong answers. Improve what's missing, and practice out loud. If you'd like to go over it together - that's exactly what we do in Early Stage Mentoring.<\/p>\n  <div class=\"ivp-row\"><button type=\"button\" class=\"ivp-btn\" id=\"ivp-dl\">Download meeting prep sheet<\/button><button type=\"button\" class=\"ivp-ghost\" id=\"ivp-share\"><svg viewBox=\"0 0 24 24\" width=\"20\" height=\"20\" aria-hidden=\"true\" style=\"width:20px;height:20px;vertical-align:-4px;margin-inline-end:7px;fill:#25D366;display:inline-block\"><path d=\"M17.472 14.382c-.297-.149-1.758-.867-2.03-.967-.273-.099-.471-.148-.67.15-.197.297-.767.966-.94 1.164-.173.199-.347.223-.644.075-.297-.15-1.255-.463-2.39-1.475-.883-.788-1.48-1.761-1.653-2.059-.173-.297-.018-.458.13-.606.134-.133.298-.347.446-.52.149-.174.198-.298.298-.497.099-.198.05-.371-.025-.52-.075-.149-.669-1.612-.916-2.207-.242-.579-.487-.5-.669-.51-.173-.008-.371-.01-.57-.01-.198 0-.52.074-.792.372-.272.297-1.04 1.016-1.04 2.479 0 1.462 1.065 2.875 1.213 3.074.149.198 2.096 3.2 5.077 4.487.709.306 1.262.489 1.694.625.712.227 1.36.195 1.871.118.571-.085 1.758-.719 2.006-1.413.248-.694.248-1.289.173-1.413-.074-.124-.272-.198-.57-.347m-5.421 7.403h-.004a9.87 9.87 0 01-5.031-1.378l-.361-.214-3.741.982.998-3.648-.235-.374a9.86 9.86 0 01-1.51-5.26c.001-5.45 4.436-9.884 9.888-9.884 2.64 0 5.122 1.03 6.988 2.898a9.825 9.825 0 012.893 6.994c-.003 5.45-4.437 9.884-9.885 9.884m8.413-18.297A11.815 11.815 0 0012.05 0C5.495 0 .16 5.335.157 11.892c0 2.096.547 4.142 1.588 5.945L.057 24l6.305-1.654a11.882 11.882 0 005.683 1.448h.005c6.554 0 11.89-5.335 11.893-11.893a11.821 11.821 0 00-3.48-8.413z\"\/><\/svg>Share my result<\/button><button type=\"button\" class=\"ivp-ghost\" id=\"ivp-print\">Print<\/button><button type=\"button\" class=\"ivp-ghost\" id=\"ivp-edit\">Back to my answers<\/button><button type=\"button\" class=\"ivp-ghost\" id=\"ivp-reset\">Start over<\/button><\/div>\n  <p class=\"ivp-muted\" style=\"margin:8px 0 0\">\ud83d\udcf1 On a phone: the image goes straight to WhatsApp. \ud83d\udcbb On a computer: the image downloads and WhatsApp opens - just attach it to the message. Your answers are not included in the image.<\/p>\n  <p style=\"margin-top:16px\"><a href=\"https:\/\/avivratzman.com\/en\/contact\/\">Book an intro call \u2192<\/a> \u00b7 <a href=\"https:\/\/avivratzman.com\/en\/tools\/\">All founder tools<\/a><\/p><\/div>`;\n $('#ivp-dl').onclick=()=>download(L,total,checkPct,qPct);\n if($('#ivp-more2')) $('#ivp-more2').onclick=()=>$('#ivp-more').onclick();\n $('#ivp-share').onclick=()=>share(total,verdict,cats);\n $('#ivp-print').onclick=()=>printClean('Investor Questions Practice - my results');\n $('#ivp-edit').onclick=()=>{renderPitch();show('p')};\n $('#ivp-reset').onclick=()=>{if(!confirm('Delete all your answers and start over?'))return;S={stage:null,inv:null,sec:null,check:{},ans:{},crit:{},i:0,full:false};save();location.reload()};\n}\nconst L={note:'Based on your own self-check \u00b7 answers not reviewed',rtl:false,kicker:'A practice tool for founders',title:'Investor Questions Practice',url:'avivratzman.com\/en\/pitch-practice',text:t=>'I checked my investor-meeting readiness: '+t+'% \ud83c\udfaf Try it: https:\/\/avivratzman.com\/en\/pitch-practice\/'};\n\/\/ Share card: a 1080\u00d71080 image with the score and the category bars only - never the founder's answers.\nfunction shareCard(total,verdict,cats){\n return new Promise(res=>{\n  const W=1080,H=1080,c=document.createElement('canvas');c.width=W;c.height=H;const x=c.getContext('2d');\n  const ff=getComputedStyle(root).fontFamily||'sans-serif', rtl=L.rtl, box=(X,Y,w,h,r)=>{x.beginPath();if(x.roundRect)x.roundRect(X,Y,w,h,r);else x.rect(X,Y,w,h);x.fill()};\n  const col=p=>p>=75?'#2F7D4F':p>=45?'#B7791F':'#B4232C';\n  x.fillStyle='#F6F1E7';x.fillRect(0,0,W,H);x.fillStyle='#fff';box(60,60,W-120,H-120,40);\n  x.direction=rtl?'rtl':'ltr';x.textAlign='center';\n  x.fillStyle='#627084';x.font='600 32px '+ff;x.fillText(L.kicker,W\/2,135);\n  x.fillStyle='#1F2F45';x.font='800 54px '+ff;x.fillText(L.title,W\/2,200);\n  x.fillStyle='#22355A';x.font='800 160px '+ff;x.direction='ltr';x.fillText(total+'%',W\/2,360);x.direction=rtl?'rtl':'ltr';\n  x.font='700 38px '+ff;const tw=x.measureText(verdict[0]).width+60;x.fillStyle=col(total);box(W\/2-tw\/2,395,tw,62,31);x.fillStyle='#fff';x.fillText(verdict[0],W\/2,438);\n  x.fillStyle='#627084';x.font='500 28px '+ff;x.fillText(ST[S.stage]+' \u00b7 '+INV[S.inv],W\/2,500);\n  x.font='500 24px '+ff;x.fillText(L.note,W\/2,536);\n  let y=570;Object.entries(cats).forEach(([k,v])=>{const p=Math.round(v.g\/v.w*100);\n   x.font='600 28px '+ff;x.fillStyle='#202C3C';x.textAlign=rtl?'right':'left';x.fillText(k,rtl?W-140:140,y+21);\n   const bx=rtl?170:470,bw=440;x.fillStyle='#EEF0F4';x.fillRect(bx,y,bw,20);x.fillStyle=col(p);\n   if(rtl)x.fillRect(bx+bw-bw*p\/100,y,bw*p\/100,20);else x.fillRect(bx,y,bw*p\/100,20);\n   x.textAlign='center';x.fillStyle='#627084';x.font='600 26px '+ff;x.fillText(p+'%',rtl?120:W-120,y+21);y+=44});\n  x.textAlign='center';x.fillStyle='#22355A';x.font='700 30px '+ff;x.fillText(L.url,W\/2,H-82);\n  c.toBlob(b=>res(b),'image\/png');\n });\n}\n\/\/ Phones: the system share sheet (WhatsApp included). Desktop: download the image and open WhatsApp with the text.\nfunction share(total,verdict,cats){\n const text=L.text(total);\n shareCard(total,verdict,cats).then(b=>{\n  let f=null;try{f=new File([b],'investor-readiness.png',{type:'image\/png'})}catch(e){}\n  if(f&&navigator.canShare&&navigator.canShare({files:[f]})){navigator.share({files:[f],text}).catch(()=>{});return}\n  const a=document.createElement('a');a.href=URL.createObjectURL(b);a.download='investor-readiness.png';document.body.appendChild(a);a.click();a.remove();\n  setTimeout(()=>window.open('https:\/\/wa.me\/?text='+encodeURIComponent(text),'_blank','noopener'),400);\n });\n}\n\/\/ Print only the result in a clean window - the site's sticky header, menu and footer otherwise print over the content.\nfunction printClean(title){\n const w=window.open('','_blank'); if(!w){window.print();return}\n const css=root.querySelector('style').textContent, ff=getComputedStyle(root).fontFamily, rtl=root.getAttribute('dir')==='rtl';\n w.document.write(`<!doctype html><html lang=\"${root.getAttribute('lang')}\" dir=\"${rtl?'rtl':'ltr'}\"><head><meta charset=\"utf-8\"><title>${esc(title)}<\/title>\n<link href=\"https:\/\/fonts.googleapis.com\/css2?family=Heebo:wght@400;600;700;800&display=swap\" rel=\"stylesheet\">\n<style>${css}\n@page{size:A4;margin:14mm}\nbody{margin:0;font-family:${ff},Heebo,Arial,sans-serif}\n.ivp-noprint,.ivp-row{display:none!important}\n.ivp-card{break-inside:avoid;border:1px solid var(--line)!important;padding:16px!important}\n.ivp-head{border-bottom:3px solid var(--gold);padding-bottom:8px;margin-bottom:16px}\n.ivp-head b{display:block;font-size:22px;color:var(--navy)}.ivp-head span{color:var(--muted);font-size:13px}\n<\/style><\/head><body><div class=\"ivp\" dir=\"${rtl?'rtl':'ltr'}\"><div class=\"ivp-head\"><b>${esc(title)}<\/b><span>avivratzman.com<\/span><\/div>${$('#ivp-s4').innerHTML}<\/div><\/body><\/html>`);\n w.document.close();\n const go=()=>{w.focus();w.print()}; if(w.document.fonts&&w.document.fonts.ready) w.document.fonts.ready.then(()=>setTimeout(go,300)); else setTimeout(go,800);\n}\nfunction download(list,total,cp,qp){\n const d=new Date().toLocaleDateString('en-GB'), P=Q.find(x=>x.pitch), C=checks();\n const verdict=total>=75?'Ready for the meeting':total>=45?'Almost ready - a few answers to strengthen':'Not ready yet - prepare before the meeting';\n const miss=q=>q.cr.filter((c,j)=>!(S.crit[q.id]||[]).includes(j));\n const fill=q=>(S.crit[q.id]||[]).length\/q.cr.length;\n \/\/ Weakest first, and questions that are a must at this stage before the rest.\n const qs=list.map(q=>({q,core:q.core.includes(S.stage)})).sort((a,b)=>(fill(a.q)-fill(b.q))||(b.core-a.core));\n const weakChecks=C.filter(([k])=>S.check[k]!=='2');\n const todo=[...weakChecks.map(([k,t])=>(S.check[k]==='1'?'Finish: ':'Not done yet: ')+t),...qs.filter(x=>fill(x.q)<1).slice(0,3).map(x=>`Strengthen your answer to \"${x.q.q}\" - missing: ${miss(x.q).join('; ')}`)];\n const blank='> \u270d\ufe0f My answer:\\n>\\n> ______________________________________________\\n';\n let md=`# Investor Meeting Prep Sheet\\n\\n**${ST[S.stage]} \u00b7 ${INV[S.inv]} \u00b7 ${d}**\\n\\n**Where you stand:** ${verdict} (${total}%)\\n\\n_The score is based on what you marked yourself - in the readiness checklist and in each answer\\'s criteria. The tool doesn\\'t check the content of the answers you wrote._\\n\\n`;\n md+=`This sheet is built from your answers in the tool. The questions are ordered from weakest to strongest - work from the top down, write an answer to each one, and say it out loud.\\n\\n`;\n md+=`## What to do before the meeting\\n\\n`+(todo.length?todo.map((t,i)=>`${i+1}. ${t}`).join('\\n'):'Everything is ready. Now practice your answers out loud, with someone who knows what investors ask and how to answer.')+'\\n\\n';\n md+=`## Your pitch\\n\\n**Why it matters:** ${P.why}\\n\\n`;\n md+=(S.ans.pitch||'').trim()?`> ${S.ans.pitch.trim().replace(\/\\n\/g,'\\n> ')}\\n\\n`:`You haven't written a pitch yet. You can start from this template:\\n\\n> [Who the customer is] struggles with [the problem], and it costs them [time, money or risk]. We [what you do]. We've already [a fact or number: customers, pilot, experience]. We're raising [amount] to reach [the next milestone].\\n\\n`;\n md+=`**What your pitch needs:**\\n\\n`+P.cr.map((c,j)=>`- ${(S.crit.pitch||[]).includes(j)?'\u2705':'\u2610'} ${c}`).join('\\n')+`\\n\\n**Example of a strong pitch:** ${P.g}\\n\\n**Avoid:** ${P.w}\\n\\n`;\n md+=`## The questions - weakest first\\n`;\n qs.forEach(({q,core})=>{const a=(S.ans[q.id]||'').trim(), tags=[core?'A must at your stage':'',q.trap?'\u26a0\ufe0f Trap question':''].filter(Boolean).join(' \u00b7 ');\n  md+=`\\n### ${q.q}\\n\\n${tags?`_${tags}_\\n\\n`:''}**Why they ask:** ${q.why}\\n\\n`;\n  md+=a?`> ${a.replace(\/\\n\/g,'\\n> ')}\\n\\n`:blank+'\\n';\n  md+=`**What your answer needs:**\\n\\n`+q.cr.map((c,j)=>`- ${(S.crit[q.id]||[]).includes(j)?'\u2705':'\u2610'} ${c}`).join('\\n')+`\\n\\n**Example of a strong answer:** ${q.g}\\n\\n**Avoid:** ${q.w}\\n`;});\n md+=`\\n## Readiness checklist\\n\\n`+C.map(([k,t])=>`- ${({2:'\u2705',1:'\ud83d\udfe1',0:'\u274c'})[S.check[k]]||'\u2610'} ${t}`).join('\\n')+'\\n';\n md+=`\\n## What you must know at ${ST[S.stage]} - and what not yet\\n\\n**Must know:**\\n\\n`+MUST[S.stage].map(t=>`- ${t}`).join('\\n')+`\\n\\n**Don't need to show yet:**\\n\\n`+ALLOW[S.stage].map(t=>`- ${t}`).join('\\n')+`\\n\\nEvery fund is different - this is a framework, not a rule. And \"I don't know, I'll check and get back to you\" is a legitimate answer.\\n`;\n md+=`\\n## Questions to ask the investor\\n\\nFundraising is a two-way process. These questions show maturity:\\n\\n`+REVERSE.map(r=>`- ${r}`).join('\\n')+'\\n';\n md+=`\\n## Next step\\n\\n1. Write an answer to every question that's still empty, and complete whatever is marked \u2610.\\n2. Say each answer out loud until it takes less than a minute.\\n3. Practice with someone who knows what investors ask and how to answer - and who will stop you when an answer isn't convincing.\\n4. Once you've fixed things, come back to the tool and check again: avivratzman.com\/en\/pitch-practice\\n\\nWant to go over it together? Book an intro call: avivratzman.com\/en\/contact\\n\\n---\\nCreated with \"Investor Questions Practice\" - avivratzman.com\\n`;\n const a=document.createElement('a');a.href=URL.createObjectURL(new Blob([md],{type:'text\/markdown;charset=utf-8'}));a.download='investor-meeting-prep.md';document.body.appendChild(a);a.click();a.remove();\n}\n})();\n<\/script>\n<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-32da93d e-flex e-con-boxed e-con e-parent\" data-id=\"32da93d\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-3517d93 elementor-widget elementor-widget-text-editor\" data-id=\"3517d93\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<h2><strong>Why answer the questions before the meeting?<\/strong><\/h2>\n<p>In the meeting there&#8217;s no time to think. The investor asks, and expects a clear answer. When you answer the questions in advance, you find out what isn&#8217;t settled yet - for example, that you can&#8217;t explain where a certain number came from, or that you don&#8217;t have a clear answer to how much you&#8217;re raising and why. Better to find out here than in front of the investor.<\/p>\n<h2><strong>Two more tools to help you prepare<\/strong><\/h2>\n<ul>\n<li><a href=\"https:\/\/avivratzman.com\/en\/runway-calculator\/\">The runway calculator<\/a> - how long your money will last, and when and how much to raise.<\/li>\n<li><a href=\"https:\/\/avivratzman.com\/en\/investor-ready-quiz\/\">The &#8220;Ready to meet an investor?&#8221; quiz<\/a> - what an investor checks in a meeting, on a sample startup.<\/li>\n<\/ul>\n<p>All the tools are on the <a href=\"https:\/\/avivratzman.com\/en\/tools\/\">Founder Tools<\/a> page.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"","protected":false},"author":2,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"elementor_header_footer","meta":{"footnotes":""},"class_list":["post-3102","page","type-page","status-publish","hentry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.8 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Investor Questions Practice - Prepare for an Investor Meeting - Aviv Ratzman<\/title>\n<meta name=\"description\" content=\"Write your pitch, answer the questions investors ask at your stage, and check yourself against clear criteria. Get a readiness picture and a prep file. Free.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/avivratzman.com\/en\/pitch-practice\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Investor Questions Practice - Prepare for an Investor Meeting - Aviv Ratzman\" \/>\n<meta property=\"og:description\" content=\"Write your pitch, answer the questions investors ask at your stage, and check yourself against clear criteria. Get a readiness picture and a prep file. 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