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PART TWO The Sale and Financing of a Business
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ing a unique ability to contribute on all levels It is common for a VC to collaborate with the founders and an outside recruiting firm focused on CEO searches in a particular discipline, stage, sector, etc The key is to maintain lines of communication at all times and to monitor expectations
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Getting to a Meeting
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A typical $100 million venture capital firm receives at least 1500 business plans per year Of those about 100 (67 percent) will be invited to meet with the partners Perhaps 50 (33 percent) will result in serious due diligence, 10 (07 percent) will be offered a term sheet (see below), and five (03 percent) will ultimately obtain funding11 Most VC firms this size will have three to five investment professionals and will likely have the resources to execute one or two deals per professional per year The statistics of obtaining funding dramatically improve if you get that first meeting In that case your odds of getting funding increase from 03 to over 10 percent These statistics demonstrate why it is crucial how you get to your VC, because you re more likely to get a meeting if your materials reach the VCs desk through a trusted and friendly source On the communications side, be responsive and follow up This sounds obvious and straightforward, but you would be surprised If a VC asks you for more information, provide it as quickly and effectively as possible Always try to get a face-toface meeting!
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THE VENTURE PROCESS
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Talk to someone who has been through this process to get a sense of what to expect VCs vary in their speed of funding, depending on the stage, but expect the process to take one to six months from the first meeting to having money in the bank, with an average of three months VCs tend to be extremely busy multitasking and are constantly traveling and working with portfolio companies; do not take a lack of a response as a neg11
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These numbers are only an estimate
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CHAPTER 13 Venture Capital 101
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ative or a personal insult It is often just a question of time There are absolutely not enough hours in the VC s day Try to follow up in a friendly manner, e-mail being the ideal form of communication Start the process with a personalized, friendly, short introductory e-mail with a three- to five-page summary attached In the text of the e-mail, state how you came to contact this VC and why you believe this opportunity is appropriate for this person, firm, etc In one paragraph or less convey your value proposition, barriers to entry, team, advisers, customers, and anything else you think will entice the VC to open your attachment At a later date you should be prepared to forward a full business plan, financial model with assumptions and comparables, a PowerPoint presentation, white papers, and marketing reports or customer references that validate your business plan Good collateral materials address issues (the Five T s, below) in a clear, concise, and focused fashion
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Nondisclosure Agreements
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VCs will not sign nondisclosure agreements We receive so many plans each week that if we signed every NDA request, we would quickly be overwhelmed with legal documentation Our reputation depends on our professionalism and on our ability to maintain your trust and confidence Conversely, at some point in time you should absolutely insist on one from strategic investors/partners
Term Sheets
A term sheet is a document that puts forth a summary of the terms and conditions that will apply if the venture capital firm and the entrepreneur hope to consummate a transaction Typically, it is nonbinding, subject to further due diligence, and is the necessary step before having counsel draft final, detailed documents This is the document that contains the proposed valuation of the company, along with many other essential terms that are equally if not more important, such as governance, control, etc Many significant terms are not addressed in the term
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