"Conventional wisdom for those seeking capital is clear: Stay positive. When you're pitching investors the safest path seems to be amplifying the upside and downplaying the downside. After all, who wants to back someone who talks about their failures, missteps, or anxieties? Christopher Bingham is the Phillip Hettleman Distinguished Professor of Strategy and Entrepreneurship at the Kenan-Flagler Business School at the University of North Carolina at Chapel Hill. His research focuses on strategy, leadership and innovation in dynamic environments."
"Christopher Bingham is the Phillip Hettleman Distinguished Professor of Strategy and Entrepreneurship at the Kenan-Flagler Business School at the University of North Carolina at Chapel Hill. His research focuses on strategy, leadership and innovation in dynamic environments. Jayaram S. Uparna (PhD Northwestern University) is professor of organizational behavior and human resource management at the Indian Institute of Management Udaipur. His research focuses on leadership, entrepreneurship and social networks."
Conventional advice for entrepreneurs seeking capital prioritizes positivity and emphasizes potential returns. Entrepreneurs typically highlight upside and minimize downside when presenting to investors, avoiding explicit references to failures, missteps, or anxieties. The perceived safest pitch strategy focuses on optimistic projections and limited disclosure of setbacks to improve investor appeal. Such behavior reflects belief that candid discussion of challenges may reduce credibility or deter backing. The emphasis on upbeat narratives shapes presentation choices and may influence investor-founder dynamics. Balancing positive framing with realistic transparency remains a strategic dilemma for capital-seeking founders.
Read at Harvard Business Review
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