How to Avoid Fundraising Woes (Hopefully!)
“The hurrier I go; the behinder I get” – quote by Lewis Carroll
I talk to so many startups that struggle with fundraising that at times it is really heartbreaking. Well-intentioned and motivated entrepreneurs seem to get their dreams crushed by turn-downs and wasted meetings. While I have been advising startups for more years than I care to remember, I promise to find financing. So, a quick story on that point.
It was a number of years ago and I was working with a company that had pioneered some really groundbreaking voice recognition technology. They were making the rounds with investors and having a bad time of it. They approached me and I thought it fortunate that I knew an investor who understood this space. We worked on refining their approach and they had their meeting. They were told at the end of the meeting that both their team and technology were really top-notch, but the investor already had a voice recognition investment and wanted to diversify. Once I heard this, I decided I did not have enough time in the day to get inside the mind of all the investors out there and thus, my no promises on funding pledge.
So what are the three things I find are major contributors to fundraising woes:
The first is clearly the lack of a sustainable business model. Your solution must address a real problem (see my blog “Are You Selling Aspirin or Vitamins?) and be elegant in its simplicity. Making it too complex to use is a no–no as is the model which will rely on advertising (eyeballs) to generate revenue. If it takes three slides to describe your model or it requires too many revenue streams, it will not work with many investors who have come to appreciate the fine art of simplicity. For you older folks, this in my opinion is why Excel endured and VisiCalc did not.
Next, approach the right investors. For established companies seeking to expand, there are various sources of funds, from cash-flow lines of credit to asset-based loans to private equity and subordinated debt. Financing 101 says match the financing need with the proper source. It is the same for emerging growth companies. Seed money is not venture money – getting a VC to get interested in your pre-revenue startup is an impossible mountain to climb. Focus your efforts to match your stage of development with your financing source.
Finally, make sure your market is big enough. I just reviewed a pitch deck for a “commission type” model. All the market size data was based on gross sales which really exaggerated the market opportunity as certain sales in that space did not involve a commission. If a CPA like me realizes that point, so will an investor. Stay relevant and make sure there really is a big enough market.
So, if you want to avoid running around in circles as you undertake your rounds with investors, please keep these ideas in mind. It may not result in success but at least it may keep you from spinning your wheels. Good luck.
