2. Course Objective
To provide the framework and insights for
Entrepreneurs to establish and utilize a
DealTeam to efficiently pursue and execute a
corporate finance transaction.

3. Key Learning Outcomes
● Understand the importance of the DealTeam
in a financial transaction
● Define the right DealTeam members
● Delegating tasks to DealTeam members
● How to hold a DealTeam accountable
● Quantify support mechanisms of a
DealTeam

4. A DealTeam is

5. DealTeam
● 3 Members
● Key Strengths: Legal, Finance, Technical
● Internal > Board Members > External Advisors
"DealTeam" is a term coined by INVESTyR to
highlight a functioning working group dedicated
to the success of the company.

6. Why a DealTeam?
● Leverage Strengths
● Spread the Workload
● Broader Points of Connection
● Accountability Mechanism
● Sounding Board / Stop Gate
● Fast Fail

8. Who Needs a DealTeam
Every entity that is fundraising, making an
acquisition or sale of a business.
"We set a goal. We worked hard to prepare for
it and we realized our dreams." - Kirk Brand
Coburn, CEO and managing director of TEN Energy Labs

9. How to Find Members
1. Identify key skills the team requires
2. Look Internally first
3. Existing trusted relationships
4. Referrals: people with the skills that are
highly regarded by other entrepreneurs
5. LinkedIn / Social Networks - "in my shoes"

10. Compensating Members
● Internal members should not require any
additional compensation
● External members should be compensated
like a business consultant / part-time
employee.
● Equity participation is the most logical for all
parties
DO NOT give rewards-based on an investment
amount. This is a commission and can cause
securities regulation issues.

11. A DealTeam...
● Meets Weekly
● Establishes and Assigns Tasks
● Is a Highly Functioning Working Group
○ Superior Communications
○ Transparent with everything
○ Respects viewpoints
○ Makes decisions quickly
● Is Accountable to Itself
● Is Accountable to Board of Directors
● Has Success Measured by being
accountable to the process

12. The Weekly Meeting "Level 10"
Seque
business and personal best
Scorecard
each member reports progress
RoadMap Review
review pipeline, follow-ups
Review To-Dos. Add new To-Dos
Issues List
Rate the Meeting: 1 - 10

13. Tasks of a DealTeam
● Build and Maintain Key Materials
○ Pitch Deck
○ Financial Model
○ Draft term sheet and deal documents
○ Due diligence materials / industry insights

14. Tasks of a DealTeam
Establish Online Tools
○ SaaS-based CRM (NO EXCUSE)
○ Fundraising Tools: Gust, Angel.co, CapRally etc.
○ Crowdfunding: Kickstarter, IGG, RocketHub etc.
○ Dataroom: vRooms, Box.net, DropBox etc.
○ Corporate Presence: LinkedIn, Twitter
○ Personal Presence, Updated & Current Profiles
○ Feedback Forums: Quora, NYT, Amazon, Disqus

15. Tasks of a DealTeam
● Establish Corporate Reputation
● Establish Personal Reputation
● Create and post thought leadership pieces
● Create Investor Avatar
● Create Influencer Avatar
● Research and Identify the 100 - 200 Avatars
○ Influencers tagged in CRM
○ Investors tagged in CRM
● Explore Degrees of Connections
● Open Lines of Communication
● 3Ps. Patience, Persistence, Process

16. Tasks of a DealTeam
Enter all contacts into a CRM
○ Every member is responsible to log and track
conversations
CRM is the primary accountability tool

17. Life of a DealTeam
Strong growth companies always have a
DealTeam continuing their work.
"The best time to raise money is when you
don't need it"
The DealTeam can transition from fundraising,
to acquisitions / market intelligence to sale of
the company.

18. What Strengths / Skills Do You Want
List:

19. DealTeam Member Disqualifiers
List:

20. Build your List
● Create a list of 20 people to be considered
for your DealTeam
● Next, write 2-3 things next to each person of
what they would do to fulfill this role
● Narrow down the list to 5. Contact each one
and shoot for total of 3 to commit and accept
responsibility.

21. Action Plan
● Inventory of Capabilities of Current Team
● Identify Gaps
● Establish Compensation
● Document Process and Define Roles
● Recruit
● Schedule the First Meeting
● Identify Tasks
● Assign Tasks
● Schedule Weekly Meeting
● Go!