April 11, 2017
Raising money is a critical turning point for the majority of entrepreneurs. And, with any entrepreneurial endeavor, preparation is key, which is why knowing the roadmap before you get there can help you make some decisions before you end up on the doorstep of a VC. While every journey to raising capital is unique, having an idea of the stages means you will have a sense of where you really are, what you have achieved, and what is left to achieve in order to secure funding.
To keep this post as useful as possible, we’ll break down the eight stages of VC investment so you can keep track of where you’re supposed to be and when:
A good investor will know about you, your company, and your market before you speak to them for the first time. Good VCs track AppAnnie, Alexa, Linkedin, GitHub, ProductHunt and similar services to spot interesting companies and monitor trends. They also keep up to speed with highly-rated angel investors, syndicates, seed funds and incubators to ensure they hear about the companies and founders who are impressing the other investors they respect.
On the entrepreneur side, you can start your research early too. While you first have to build your product and company, it’s worth spending some of your time with investors and find the right fit for your company, before you actually need or want to raise money.
Initiation of the Process
Depending on the situation, either the company or the investor can start the fundraising process. If you want to make the first move, you should ping a personal note to the investors that you already have a relationship with, signaling that you are thinking of raising money.
For those of you that don’t know, avoid a cold email at all costs. Either build a quick relationship (meet in person at an event, etc.) or use your network (angel investors, employees, friends) to get warm introductions. I wouldn’t give a huge amount of information away via email too – it’s always more powerful to give your ‘pitch’ in person or even over the phone.
Sometimes an investor who has been tracking a company closely will pre-empt a fundraising process. Simply put, this is because they’re excited by your company and want to own part of it before it gets bigger. Most importantly, you need to decide if this investor aligns with your needs.
If a VC is interested, a number of people at the firm will get to know you. Expect to go through your deck two or three times as you meet a combination of partners, principals, associates, and analysts. Make sure to understand their role and how they will play into any final decision-making process.
During these meetings, you will be answering a lot of questions on your background, team, the company, and function of the product. Be prepared for people to dig deep on the specific challenges that face your sector. For example, if you run a delivery marketplace, you’ll be asked about unit economics; if you’ve built an advertising technology company, you need to know about what Google and Facebook are doing; and if you the CEO of an open core software company, you’ll be asked about your engagement with developers, and your conversation rate to premium software.
After you have run this gauntlet of questions, your answers will be reported back to the firm. An internal discussion, sometimes enhanced by external expert opinions, will take place. Ultimately this rolls up into a decision of whether they want to take a harder look at your company for an investment.
More than one partner usually gets involved at this stage. However in a small firm, all of the partners will participate. You will be expected to go into a huge amount of detail, so ensure that you know the finer points of your company and your market.
The objective of this stage is to really get to know each other. If an investment occurs, you may work together for many years to come and so, for both sides, it’s important to get a feeling of how that could work.
Articulating goals, hopes, and concerns is important – it is way better to have these understood and agreed upon at this stage, rather than discover them further into the relationship. Typically, there will also be a lot of third party due diligence and the investor will probably ask for references – both on the founders as individuals, and from customers and partners of the company.
All the while, the partner you’re spending most time with will be preparing a much lengthier investment memo or dossier that contains all of the information that has been gathered, along with her view on each aspect.
You will be invited to meet the whole team. This may be over video conference, but more often than not, it’ll be face-to-face, and you’ll do your pitch again – and expect lots of questions. Many of these are factual in nature – understanding the product and the company – but many are also posed for your potential investor to better understand you, your team and your personalities. The way you answer the question is as important as the answer itself.
Feel free to ask your own questions. You should already know one of the partners extremely well, but the question for you will be if the rest of the firm works for your company? At the heart of a great investor-entrepreneur relationship is a mutually respectful, two-way dialogue. Today is the day to start that dialogue.
Assuming you impressed the team at the partner meeting and the firm has decided to invest, you will be issued a term sheet.
A term sheet is a high-level document that sets out the proposed investment, the valuation of your company, the terms pertaining to the investment and what you can expect from the firm in addition to the financing. Often these are only one or two pages long. If everyone is happy, all parties sign the term sheet and everyone is signaling that they want to do this deal.
Post-Term Sheet Diligence
This part of the process is highly detailed, but straightforward. The diligence will involve lawyers, and accountants, along with security, identity, and technology experts who will ensure that everything you represented during the early part of the process was accurate. Assuming everything is transparent and true, you should have nothing to worry about. Minor misunderstandings are common and usually cleared up quickly.
In parallel, longer documents will be drafted to detail the basic terms contained in the term sheet. Lawyers lead this part of the process but it is key for both the entrepreneur and the VC to remain engaged.
You’ve reached the Promised Land. When the diligence is completed, and no major questions have been raised, the documents will be signed and the cash will be wired. And then it starts to get really interesting.
Read more articles about raising capital at Tech.Co.
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Suranga Chandratillake is a partner at Balderton Capital. He was previously an entrepreneur and engineer who founded blinkx, theintelligent search engine for video and audio content.