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The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Web 2.0 Technologies

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  • + guest075921 guest075921 6 months ago
    My own personal opinion is that you have way to many powerpoint slides...I know you are using them to support your speech...but I’m under the belief that one should only use 10-12 slides tops...the rest is the speech...does the speech support the powerpoint or does the powerpoint support the speech...Just my opinion.
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The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Web 2.0 Technologies - Presentation Transcript

  1. The Virtual Handshake How to Originate Deals, Win Clients and Raise Capital using Web 2.0 Technologies ACG Intergrowth May 12, 2009 David Teten Teten Advisors, LLC info@teten.com www.Teten.com New York, NY © 2008. All Rights Reserved - Privileged and Confidential © Teten Advisors, LLC 2008. All Rights Reserved - Privileged and Confidential
  2. David Teten Biography • Currently: independent investment banker (Teten Advisors, www.Teten.com), specializing in advising private equity and VC funds on: accelerating deal flow, portfolio company executive optimization, corporate training, and due diligence • Managing Director, Evalueserve, thru September 2008. 2,500-person research firm. • Founder and CEO, Circle of Experts (investment research firm), sold to Evalueserve • Founder and CEO, Teten Executive Recruiting, sold to Accolo, #42 on 2007 Inc. 500 • Founder and CEO, GoldNames, domain name investment bank, based in Israel • Technology M&A, Bear Stearns • Lead author, The Virtual Handshake: Opening Doors and Closing Deals Online (TheVirtualHandshake.com) • Harvard MBA, Yale BA • Contact: info @ teten.com © 2008. All Rights Reserved - Privileged and Confidential © Teten Advisors, LLC 2008. All Rights Reserved - Privileged and Confidential
  3. Intro Web 2.0 Signs Network Next Steps Agenda • Introduction • Web 2.0 • Signs of a Potential Prospect • Growing Your Corporate Network • Next Steps © Teten.com
  4. Intro Web 2.0 Signs Network Next Steps Interviewed over 125 Private Equity and Venture Capital Funds Evalueserve, Ltd. © 2008. All Rights Reserved. © Teten.com
  5. Intro Web 2.0 Signs Network Next Steps Why Private Information About Prospects is More Valuable Sweet spot of Your ability highest returns to intervene to tailor pricing & terms Info is Private Info is Public Few Competitors Many Competitors Based on Robert Bruner, Applied Mergers & Acquisitions, page 186 © Teten.com
  6. Intro Web 2.0 Signs Network Next Steps Earn Higher Returns by Investing in Your Social Network Excess return=total gain minus the Treasury bill return Connected Holdings=Stocks for which managers had the strongest connection to senior officials (same school at same time with same degree) Source: The Small World of Investing: Board Connections and Mutual Fund Returns; Lauren Cohen, Andrea Frazzini, and Christopher Malloy, 2008 Study of 2,501 portfolio managers of 1,648 actively managed equity funds that specialized in aggressive growth, growth, or growth and income stocks between January 1990 and December 2006 © Teten.com
  7. Intro Web 2.0 Signs Network Next Steps Agenda • Introduction • Web 2.0 • Signs of a Potential Prospect • Growing Your Corporate Network • Next Steps © Teten.com
  8. Intro Web 2.0 Signs Network Next Steps “Web 2.0 is the business revolution … caused by the move to the Internet as platform, and an attempt to understand the rules for success on that new platform. ” - Tim O’Reilly http://en.wikipedia.org/wiki/Web_2.0, http://flickr.com/photos/oliversteiner/326174717/sizes/o/ © Teten.com
  9. Intro Web 2.0 Signs Network Next Steps Web 2.0 http://www.flickr.com/photos/briansolis/2735401175/sizes/l/ © Teten.com
  10. Intro Web 2.0 Signs Network Next Steps Benefits of Online Networks • Searchable • Unlimited by time and space • Passive presence • Ease of forming groups • Reduced time and expense • Greater visibility http://www.flickr.com/photos/uaeincredible/3333223048/sizes/o/ © Teten.com
  11. Intro Web 2.0 Signs Network Next Steps Agenda • Introduction • Web 2.0 • Signs of a Potential Prospect • Growing Your Corporate Network • Next Steps © Teten.com
  12. Intro Web 2.0 Signs Network Next Steps Status of CEO • Serial entrepreneur • Older CEO • CEO looking to retire / getting tired • CEO acknowledging his/her limits • Death • Disease • Divorce © Teten.com
  13. Intro Web 2.0 Signs Network Next Steps Status of Major Equity Owner • Private equity firm in need of exit • Corporation in distress • Short-term tax incentive • Succession battle • Death • Disease • Divorce © Teten.com
  14. Intro Web 2.0 Signs Network Next Steps Corporate Performance: Rapid growth http://flickr.com/photos/laserstars/908946494/sizes/o/ © Teten.com
  15. Intro Web 2.0 Signs Network Next Steps Corporate Performance: Underperforming http://flickr.com/photos/carve/2856365431/sizes/l/ © Teten.com
  16. Intro Web 2.0 Signs Network Next Steps Industry/Economic Trends • Growth Sector (e.g., infrastructure) • Vulnerable to credit crunch (high debt) • Consolidation © Teten.com
  17. Intro Web 2.0 Signs Network Next Steps Agenda • Introduction • Web 2.0 • Signs of a Potential Prospect • Growing Your Corporate Network • Next Steps © Teten.com
  18. Intro Web 2.0 Signs Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Corporate Network Ch = Character Co = Your Firm’s Competence R = Relevance of the contact S = Strength of your relationship I = Information N = Number of people D = Diversity N = D * ∑ (Chn*Con *Rn* Sn*In) n=1 David Teten and Scott Allen, The Virtual Handshake: Opening Doors and Closing Deals Online (www.TheVirtualHandshake.com) © Teten.com
  19. Intro Web 2.0 Signs Network Next Steps Firms Fail to Capitalize on Their Internal and External Networks • Knowledge not readily searchable • Knowledge not retained when employees leave • Relationships not visible • Relationships primarily tied to colocated people • Millennials expect and embrace social technologies Forrester Research/David Teten and Scott Allen, The Virtual Handshake: Opening Doors and Closing Deals Online (www.TheVirtualHandshake.com) © Teten.com
  20. Intro Web 2.0 Signs Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Balance of Strength and Numbers David Teten and Scott Allen, The Virtual Handshake: Opening Doors and Closing Deals Online (www.TheVirtualHandshake.com) © Teten.com
  21. Intro Web 2.0 Signs Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Corporate Network Ch = Character Co = Your Firm’s Competence R = Relevance of the contact S = Strength of your relationship I = Information N = Number of people D = Diversity David Teten and Scott Allen, The Virtual Handshake: Opening Doors and Closing Deals Online (www.TheVirtualHandshake.com) © Teten.com
  22. Intro Web 2.0 Signs Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Biography Analysis Software © Teten.com
  23. Intro Web 2.0 Signs Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Corporate Analysis Software © Teten.com
  24. Intro Web 2.0 Signs Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Corporate Network Ch = Character Co = Your Firm’s Competence R = Relevance of the contact S = Strength of your relationship I = Information N = Number of people D = Diversity David Teten and Scott Allen, The Virtual Handshake: Opening Doors and Closing Deals Online (www.TheVirtualHandshake.com) © Teten.com
  25. Intro Web 2.0 Signs Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Case study: Daniel Zumino David Teten and Scott Allen, The Virtual Handshake: Opening Doors and Closing Deals Online (www.TheVirtualHandshake.com) © Teten.com
  26. Intro Web 2.0 Signs Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Website © Teten.com
  27. Intro Web 2.0 Signs Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Corporate Network Ch = Character Co = Your Firm’s Competence R = Relevance of the contact S = Strength of your relationship I = Information N = Number of people D = Diversity David Teten and Scott Allen, The Virtual Handshake: Opening Doors and Closing Deals Online (www.TheVirtualHandshake.com) © Teten.com
  28. Intro Web 2.0 Signs Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Relationship Capital Management Software See which colleagues Relationships have best ranked by relationships to target Strength Email traffic patterns, Privacy Access address books, billing Layer configured systems, employment for firm’s culture history, etc. Leverage Software, Contact Network Corp., others…. Contact Network Corporation (ThomsonReuters) © Teten.com
  29. Intro Web 2.0 Signs Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Case Study: Hamilton Robinson LLC David Teten and Scott Allen, The Virtual Handshake: Opening Doors and Closing Deals Online (www.TheVirtualHandshake.com) © Teten.com
  30. Intro Web 2.0 Signs Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Corporate Network Ch = Character Co = Your Firm’s Competence R = Relevance of the contact S = Strength of your relationship I = Information N = Number of people D = Diversity David Teten and Scott Allen, The Virtual Handshake: Opening Doors and Closing Deals Online (www.TheVirtualHandshake.com) © Teten.com
  31. Intro Web 2.0 Signs Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Multiple Media • Phone • Email • Instant messaging • Internet telephony (Skype) • Web conferencing • SMS • Twitter http://flickr.com/photos/re-ality/41676755/sizes/o/ © Teten.com
  32. Intro Web 2.0 Signs Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Online meets Offline © Teten.com
  33. Intro Web 2.0 Signs Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Corporate Network Ch = Character Co = Your Firm’s Competence R = Relevance of the contact S = Strength of your relationship I = Information N = Number of people D = Diversity David Teten and Scott Allen, The Virtual Handshake: Opening Doors and Closing Deals Online (www.TheVirtualHandshake.com) © Teten.com
  34. Intro Web 2.0 Signs Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Socialtext Wiki Case Study: Dresdner Kleinwort Investment Banking • Heavy dependence on email communication & problem meetings for decision-making • 5,000 wiki users solution • Reduced meeting times by 50% benefits • Reduced email traffic by close to 75% • Adoption outpaced corporate intranet usage within six months • Wiki today: 6,000 pages & 100,000 hits per month Socialtext © Teten.com
  35. Intro Web 2.0 Signs Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity No Cold Calling http://www.flickr.com/photos/23439761@N03/3258313816/sizes/l/ © Teten.com
  36. Intro Web 2.0 Signs Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Data from Business Cards © Teten.com
  37. Intro Web 2.0 Signs Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Data from Email and Files © Teten.com
  38. Intro Web 2.0 Signs Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Data from the Cloud © Teten.com
  39. Intro Web 2.0 Signs Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Blog and Web Readers © Teten.com
  40. Intro Web 2.0 Signs Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Corporate Network Ch = Character Co = Your Firm’s Competence R = Relevance of the contact S = Strength of your relationship I = Information N = Number of people D = Diversity David Teten and Scott Allen, The Virtual Handshake: Opening Doors and Closing Deals Online (www.TheVirtualHandshake.com) © Teten.com
  41. Intro Web 2.0 Signs Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity ACG Network © Teten.com
  42. Intro Web 2.0 Signs Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Gated Communities for Executives • IERGOnline.com • Executive-Forum.org • INMobile.org © Teten.com
  43. Intro Web 2.0 Signs Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Gated Communities for Investors © Teten.com
  44. Intro Web 2.0 Signs Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Corporate Network Ch = Character Co = Your Firm’s Competence R = Relevance of the contact S = Strength of your relationship I = Information N = Number of people D = Diversity David Teten and Scott Allen, The Virtual Handshake: Opening Doors and Closing Deals Online (www.TheVirtualHandshake.com) © Teten.com
  45. Intro Web 2.0 Signs Network Next Steps Character – Competence – Relevance – Strength – Information – Number – Diversity Virtual Community Platforms / Social Network Sites • Groups.Yahoo.com • Groups.Google.com • Grouply • LinkedIn • Xing (c) 2008 Anderson Analytics, Linkedin, SPSS, http://www.marketingcharts.com/interactive/linkedin-users-have-high-personal-financial-success-6743/linkedin-anderson-analytics-busy-decision-makers-august-2008jpg © Teten.com
  46. Intro Web 2.0 Signs Network Next Steps Agenda • Introduction • Web 2.0 • Signs of a Potential Prospect • Growing Your Corporate Network • Next Steps © Teten.com
  47. Intro Web 2.0 Signs Network Next Steps Step 1: Google Yourself © Teten.com
  48. Intro Web 2.0 Signs Network Next Steps Step 2: Be a Data Hound http://www.flickr.com/photos/sookie/94778946/ © Teten.com
  49. Intro Web 2.0 Signs Network Next Steps Step 3: Reduce Email Use © Teten.com
  50. Intro Web 2.0 Signs Network Next Steps Step 4: Join the Right Club © Teten.com
  51. Intro Web 2.0 Signs Network Next Steps Step 5: Find People to Meet Online © Teten.com
  52. Intro Web 2.0 Signs Network Next Steps Any questions ? Slides at www.Teten.com Free book download at TheVirtualHandshake.com © Teten.com
  53. Intro Web 2.0 Signs Network Next Steps Fantasy Football © Teten.com
  54. Intro Web 2.0 Signs Network Next Steps The Virtual Handshake How to Originate Deals, Win Clients and Raise Capital using Web 2.0 Technologies ACG Intergrowth May 12, 2009 David Teten Teten Advisors, LLC info@teten.com www.Teten.com New York, NY © Teten.com

+ Teten Advisors, LLCTeten Advisors, LLC, 6 months ago

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The Virtual Handshake: How to Originate Deals, Win more

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