Scaling a business is no walk in the park. In fact, it’s more like walking uphill while juggling a dozen flaming torches. And the pitch? That’s what determines whether you light the way or get burned. Recently, the International Solar Alliance and Intellecap co-hosted the Pitching Session for the winners of the ISA SolarX Startup Challenge: Africa in Abidjan, Côte d’Ivoire, where solar startups faced off with some of the sharpest minds in the investment world. These weren’t just any investors – they were seasoned veterans ready to back the next wave of clean energy pioneers in Africa.

As the pitches unfolded, so did the lessons. These are things every entrepreneur should know – but many learn the hard way, long after missing out on critical investment opportunities. So, let’s dive into the key takeaways that stood out in that electric room of opportunity.

1. Your Pitch Is the Key to Entrepreneurial Heaven – Treat It That Way

Your pitch isn’t just a sales deck; it’s the doorway to your company’s future. Nail it, and you unlock access to capital, mentorship, and networks that can take your business to new heights. Fumble it, and you might find that door closing faster than you can say, “But wait, there’s more.” Consistency is everything – get it right every single time.

2. The Problem Is as Important as the Solution

No matter how game-changing your product or service is, if investors aren’t convinced the problem you’re solving is worth addressing, you’ve already lost half the battle. Define the problem with precision, and make sure the stakes are clear. Investors need to feel the urgency – show them why this challenge matters and why you are the one to tackle it.

3. Context Is Everything

Not all investors are created equal. What piques the interest of one might leave another stone-faced. Do your homework. Understand who’s in the room and why they should care about your solution. Tailor your pitch accordingly – a one-size-fits-all approach rarely fits anyone.

4. Investors Invest in People, Not Just Companies

You might have the most groundbreaking idea, but if your team doesn’t inspire confidence, you’re in trouble. Often, investors are backing the people behind the idea as much as the business itself. Bring out your best – the sharpest minds, the most passionate advocates. If the investors believe in you, they’ll believe in your company.

5. The Clock Is Ticking – Make Every Second Count

You could have all the time in the world to make your pitch, but here’s the truth: most investors form their opinions in the first 60 seconds. Don’t waste time on fluff. Get straight to the heart of your pitch – the problem, the solution, the market opportunity, and why you’re the one to solve it.

6. Make Your Ask Crystal Clear

Ambiguity is the enemy of investment. Be specific about what you need, how much you need, and for how long. Don’t just mention capital – explain the instruments (equity, debt, etc.) and exactly how it will be used. If your ask isn’t crystal clear, don’t expect a crystal clear “yes.”

7. Show Them the Money, Honey

Yes, you need their capital, but they need to know how they’re getting it back. Your financial models need to be airtight. Investors want to see revenue streams that are not only viable but scalable. Be transparent and make sure your projections make sense for the market you’re targeting.

Scaling Is the Goal – The Perfect Pitch Is the First Step

No matter how brilliant your idea is, scaling it requires fuel. And in the entrepreneurial world, fuel almost always means capital. But capital doesn’t just come from having the best idea; it comes from the perfect pitch. The startups we saw pitching in Abidjan understood that a well-executed pitch isn’t just about presenting an idea – it’s about securing the future of their business.

So, for all the entrepreneurs out there – here’s the golden rule to keep in mind: pitch, please!