Conclusion: Angel investors provide about 90% of the seed and early stage outside equity capital for start up entrepreneurs. This is a combination of “lone wolves”, forums and committed funds.
Why do angel investors make such risky investments? Here is one reason
Seed vs Alternative Investments Source: Venture Economics, HFRI Equity Hedge Index 22.4 18.7 18.7 16.5 14.9 13.2 0 5 10 15 20 25 Returns Seed Funds All Venture Hedge Funds Buyouts S & P 500 NASDAQ Historical 20 Year Returns for Alternative Assets
Venture Capitalists: make money
Staying involved into “codgerhood”
(sense of usefulness)
Affection for Entrepreneurs
Investment of “mad money”
Return on Investment
Median Pre-Money by Stage-FACTOID $101 $29 $30 $44 $15 $21 $7 $8 $14 $2 $2 $6 $0 $20 $40 $60 $80 $100 3Q98 1Q99 3Q99 1Q00 3Q00 1Q01 3Q01 Later Rounds Second Round First Round Seed Round Source: PWC MoneyTree
SO WE HAVE A BASIS IN KNOWLEDGE OF ANGELS AND VENTURE CAPITALISTS… YOU HAVE A FUNDING NEED….. NOW WHAT???????
441 166 VCs Are Moving Away From Seed/Startup… REMEMBER THIS SLIDE? % of All VC Funds
Conclusion: VCs have too much money on the sidelines, which must be put to work. They cannot afford to spend their time on seed and early stage deals.
Capital Availability Gap: $1-5 million
Scarce capital – very few deals
Wealthy, solo, private investors
Boutique VCs - many new, small VCs
Unique alliances between angels and VCs
Entrepreneurs: Go Where the Investors Are! Investment (one round) Number of Investors $5 million $10 million Angels VCs GAP
SO IT’S GOING TO BE THE ANGELS IN THE EARLY ROUND WHAT ARE YOU GOING TO ASK FOR?
MOST IMPORTANTLY…. HOW ARE YOU GOING TO ASK FOR IT ?
THE BASIS WILL BE YOUR BUSINESS PLAN….. MOST IMPORTANTLY - THE SUMMARY AND PITCH !
YOU HAVE AN IDEA….. NOW WHAT DO YOU DO?
What constitutes a good business plan ? a. Is the Executive Summary clear and concise ? b. If an outsider read the summary, would they understand exactly what your business is all about ? c. Does the summary create a high level of interest ? d. Think about being at a cocktail party and having someone ask you “what does your business do?” Could you answer concisely in 2 minutes or less?
Summarize the plan : like the jacket cover on a novel, tell the reader in a CLEAR, CONCISE and COMPELLING way, enough about the contents to convince them to read on. Show the need : Explain the problem in search of a solution, the extent of the problem, and the desire in the marketplace for the solution. Describe your solution: Provide a description of your offering, explaining how it meets the market need in a better manner than any of the possible alternatives.
Establish credibility : describe your enterprise, key personnel, history of success and measurable objectives. Explain your delivery methods : keep in mind that a better mousetrap doesn't guarantee success. Be prepared to describe planned promotions, sales techniques, channels of distribution and post sales support. Acknowledge barriers to success : Explain the how you will deal with expected or potential market resistance, difficulties of access to the market and competitive reactions to your offering.
State requirements for long term success : assuming initial market acceptance of your offering, describe your need to handle growth, improving the initial offering and developing new offerings Provide financial projections: Show expected revenues, expenses, capital requirements, cash flows and balance sheets. Explained financial returns: Explain when and how investors will experience a return on their investment. LIQUIDITY EVENT !
If you are going to cite reports, studies, statistics, etc for business verification…..cite authoritative studies or market surveys that are directly applicable to the point you are making.
SO YOU MADE THE PITCH AND SET THE HOOK….. WHAT NOW ?
FOLLOW UP WITH THE INVESTOR BE PREPARED FOR DUE DILIGENCE VALUATION TERM SHEET DONE!
THE REAL DEFINITION OF THE VALUE OF AN EARLY STAGE COMPANY IS: “That point at which an investor’s fear is in equilibrium with his greed.”
THE TERM SHEET IS NOTHING MORE THAN A CLEAR AGREEMENT IN WRITING DEFINING ALL THE TERMS AND RIGHTS OF THE INVESTOR AND THE COMPANY.
A TERM SHEET WILL NORMALLY HAVE ANYWHERE FROM 10 TO 21 SECTIONS. EACH SECTION CAN BE WRITTEN IN A WIDE RANGE OF FAVORABILITY TO EITHER THE INVESTOR OR ENTREPRENEUR.
REVIEW: WE HAVE COMPARED AND CONTRASTED ANGELS AND VCs.
WE HAVE LOOKED AT WHERE EACH GROUP INVESTS AND HOW THEY CAN BE ORGANIZED
WE HAVE TAKEN YOU THROUGH THE SCENARIO OF A START UP LOOKING FOR MONEY….WHERE AND HOW.
WE HAD A CRASH COURSE IN WHAT A BUSINESS PLAN SHOULD LOOK LIKE AND DO AS IT RELATES TO ASKING FOR FUNDING.
ANY QUESTIONS ?
SOME RESOURCES: 1. THE ANGEL INVESTOR’S HANDBOOK BY GERALD A. BENJAMIN & JOEL MARGULIS 2. TERM SHEETS AND VALUATIONS BY ALEX WILMERDING 3. WWW.ASPATORE.COM 4. WWW.INCEPTIONMICROANGELFUND.COM