Going Beyond the Pitch Deck: A Practical Guide for Startup Funding
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Going Beyond the Pitch Deck: A Practical Guide for Startup Funding #beyondthepitch Lori Murphree CFO Early Growth Financial Services Peter Mansfield Partner Mansfield + Associates
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If you're looking for startup fundraising advice, you're going to hear a lot about your pitch deck. Certainly your pitch deck is important, but your ability to raise capital goes deeper than that. You need to have the right fundraising mindset and a clear fundraising strategy. This presentation from Mansfield + Associates and Early Growth Financial Services will teach you what you need to know.
Transcript of Going Beyond the Pitch Deck: A Practical Guide for Startup Funding
Going Beyond the Pitch Deck: A Practical Guide for
Startup Funding#beyondthepitch
Lori MurphreeCFOEarly Growth Financial Services
Peter MansfieldPartnerMansfield + Associates
About Your Presenters
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Pitch decks are important…but they’re only one piece in the fundraising puzzle
Presentation Overview
• Psychology of raising capital• Fundraising mindset• Common fundraising mistakes• Maximizing fundraising opportunities
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• Preparing for the meeting
• Presentation• Follow-up• Closing the deal
The Psychology of Raising Money
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• How to get into the fundraising mindset• Your state-of-mind: Confidence (support with smoke
& mirrors, if necessary)• Meeting of equals: An exchange of equivalent values• Investor state-of-mind: Tapping into their psyche
(and accommodating giant egos)
Common Fundraising Mistakes
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• Lack of understanding of investor motivations• Bad timing• No clear fundraising objectives• Not using milestone funding• Raising too much/too little• Not understanding cash-flow
– Underestimating expenses– Over-estimating future revenue
Maximizing Fundraising Opportunities:Laying the groundwork
• Understand the investor: Personal and professional
• Understand their firm: Investment criteria, state of their funds
• Understand their portfolio: Identify partnership opportunities
• Looking for more than just money• Work your network: Introductions &
referrals
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Maximizing Fundraising Opportunities:Before the meet
• Set goals: meeting by meeting
• Prepare for investor questions: – Business model: users or
revenue?– Why you fit their portfolio?– How much do you need?
• Who should go?
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Maximizing Fundraising Opportunities:During the meeting
• How should you behave?• Things to emphasize• Questions to ask• Get referrals!
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Maximizing Fundraising Opportunities:After the meeting
• How long to wait before following up?
• How to follow up with VC portfolio companies
• Referral follow-up• How to read the signs –
what are the investor’s intentions
• Staying on investor’s radar
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Closing the Deal
• How to pace the deal• Be transparent• When to get outside counsel• Due diligence process• Establish what you expect from
your investors• Create relationship structure
(reporting, etc.)
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