3.12 QUESTIONS AND OBJECTIONS
Six questions decide the meeting, and five objections return every time
6 min
| What they look for | How they ask it | How you answer |
|---|---|---|
| A named payer | Who pays when it works? | Name the institution and the budget line inside it |
| A priced outcome | What does one unit cost? | The cost per verified outcome and what it replaces today |
| Evidence of delivery | Have you done this before? | Two cycles of results, an evaluation, and the failure you learned from |
| Clear risk sharing | Who carries the loss? | Plainly: investor, guarantor, payer or you |
| Team and governance | Who owns this internally? | A named lead, a mandate and a decision-making body |
| A size worth the cost | Is it big enough? | Show the first deal and the replication behind it |
Objection
“You have no track record in finance.”
We deliver the programme. The structure is carried by an adviser and an anchor partner who have done it before.
Objection
“The deal is too small for us.”
Start with a pilot sized to the evidence, and show the replication pipeline behind it.
Objection
“We only do grants.”
Then fund the design, or become the outcome payer. Both keep you out of investing.
Objection
“Why not simply fund it as a grant?”
Because payment on results transfers delivery risk away from you, and buys volume you cannot fund alone.
Objection
“Who carries the loss if it fails?”
Investors and guarantors, in every structure we bring you. That is the point of it.