All Kosmos Innovation Center participants will know the cold terror that is felt when a pitch event is mentioned. Pitching is a rite of passage for participants and it’s a chance for them to share their business ideas, but also to convince those watching that they are someone worth backing. We’re not going to sugar coat it – they can be terrifying! But we’ve put together some advice from the experts that will help you make your pitch go with a bang. Ready? Steady? Pitch!
Not Knowing Your Audience
One of the most common missteps is failing to tailor your pitch to the audience in front of you. A great idea, poorly presented to the wrong people, simply won’t land.
Although Kosmos Innovation Center contestants don’t always know exactly who they’re pitching to, they typically have a sense of the jury’s background. Use that. If your audience includes investors, show them how your business will generate returns. If you’re pitching to agricultural experts, focus on your impact in that sector.
As Fatou Soumaré Diop, banker and mentor for Kosmos Innovation Center points out, “Investors need to see a clear breakdown of how the funds will be used… and understand your business model.” The people listening to your pitch each have specific interests. A strong pitch meets those interests head-on.
Overcomplicating the Message
It’s tempting to fill your pitch with technical language, especially if your solution is innovative or rooted in science. But this can backfire. If your audience doesn’t understand what you’re saying, they won’t invest in it.
Anna Sarr, co-ordinator for Kosmos Innovation Center Senegal puts it: “Failing to communicate the exciting thing about your company or product” is a critical mistake. Your job is to simplify. Make it so clear that a child could explain it to a friend. Use stories, metaphors, and plain language. Focus on impact, not engineering.
Ignoring the Competition
Many first-time founders believe they’re the only ones solving a problem. But the chances are good that they’re not. Even if there are no direct competitors, there are always alternative solutions.
A pitch that doesn’t mention competition can feel unrealistic. Worse, it signals a lack of market awareness. A better approach is to confidently acknowledge your competitors and show how your solution is different or better.
As Fatou notes, “Failing to highlight the business’s competitive advantage” weakens your pitch. Show that you’ve done your homework and you understand the landscape you’re entering.
Focusing Too Much on the Product
A pitch isn’t just about your product. It’s about the problem you’re solving and the people you’re solving it for.
Many entrepreneurs spend too much time describing features and forget to explain why anyone should care. Instead, talk about the pain point. Tell the story of a real customer, or show the consequences of the problem going unsolved.
As Khoudiedji Camara – previous participant of the Mauritanian Ra’idat program advises, “Be authentic and passionate. Investors appreciate entrepreneurs who truly believe in their projects.” Passion for the problem makes you memorable. It also builds trust.
Lack of Confidence and Preparation
You can have the best idea in the world, but if your pitch is nervous, flat, or unclear – it won’t land. Nerves are natural. But they can be managed.
The solution? Practice. Practice until your idea feels like second nature. Anna Sarr expands on this: “Not writing the pitch” leads to a lack of structure. Writing helps you cut the unnecessary parts and find your story. A written, rehearsed pitch is smoother, more compelling, and more professional.
Fatou also recommends being prepared for follow-up questions. “Anticipate queries on profitability, return on investment, and market growth potential,” she says. These questions will come – and if you’re not ready, it shows.
Remember, ultimately pitching is more than performance – it’s connection. You’re not just presenting your project. You’re helping others believe in your vision. Avoid these common mistakes, and you’ll give yourself the best chance of success. If you’d like to see the sort of schemes that Kosmos Innovation Center have in your country then check out our schemes under the Where We Work tab, but also check out the views from former participants in our case studies section.
