HBS Field Y - Fundraising 101 - How to raise a round - April 2021

David Chang
David ChangEntrepreneur & Angel Investor at Hunt Club
HBS Field Y


Fundraising 101: How to pitch and land your first investors
D AV I D C H A N G


@ C H A N G D S
Fundraising
Basics
How to Raise
a Round
Pitch Tips
Background
Startup Experiences
Angel Investments
Direct Syndicate/Fund
TBD Angels
What obstacles stand in your way?
What’s the business trajectory?
Lifestyle or social good
Linear growth or revenue fueled
High growth, scalable venture
Where to get that first dollar?
Revenue
HBS Field Y - Fundraising 101 - How to raise a round - April 2021
• Active VC List, DocSend


• Investors meeting during
COVID-19


• Plan for longer runway


• Valuations hit 20-30%
Venture capital stages
Growth Equity


Early Stage


Angel


Friends & Family
How the VC game works
Skewed return distribution


VCs must swing for the fences
Raising a Round
How Much to Raise
• Basic financial model of
cost drivers and revenue


• Forecast monthly for 2
years


• Fundraise rule of thumb:
12-18 months’ cash
Use of Proceeds
• Build product


• Grow team


• Marketing


• Customer acquisition


• Working capital
Milestones
See www.techcrunch.com/2015/06/24/running-out-of-money-isnt-a-milestone
Team
Product Development
Market Demand
Product / Market Fit
Business Model
Execution
Fundraising
Basics
How to Raise
a Round
Pitch Tips
Prep Target Socialize Raise Close
Run a 5-step fundraising campaign
Basic Prep
✓ Legal representation


✓ Founders agreements


✓ Financials and budget


✓ Blurb (1 paragraph) / teaser (1 page)


✓ Pitch deck (10 slides)
Hone in on target criteria
Stage
Location
Industry
Vertical
Investment
Thesis Business
Model Social /
Trust Filter
Tools to build the pipeline
University Focused
Corporate VC
bit.ly/boston-area-investors-firms
Local Investors
Angel Groups
Seed
Stage
Growth
Stage
Early
Stage
VC


Tech
VC


Healthcare, Biotech, Energy
Socialize
• Prioritize sequence


• Find strongest connections to 30+ targets


• Tactics: lead gen, cold calling, warm intros


• Network over 2-3 months
Don’t ask for money!
Improves hit rate Creates data points Doesn’t start the clock
“Who else should I talk to?”
“I’m not ready to raise”
“Who would be helpful?”
Refine pitch
• Incorporate feedback


• Double down on consistent themes


• Avoid whiplash changes
Go for it! Create FOMO
• Approach your top candidates at the same time


• Decide whether to tell investors about each other


• Land anchor investor as the first domino


• Use triggering events to get or improve term sheets
“I’m closing a round”
Structure
Equity
• Board seat or 2


• Option pool


• Liquidation preference


• Control over sale, new options
• Debt that becomes preferred equity
when you raise it


• No valuation, but the “cap” is a
ceiling


• Interest accrues, rate <10%


• Conversion discount
Equity
• Not done until money is in
the bank
Key terms


❑ Board composition


❑ Option pool


❑ Voting rights


❑ Founder vesting


❑ Change of control


❑ Redemption rights


❑ Information rights


❑ Anti-dilution
Seed A B
$15
$6
$1
$30
$12
$5
Valuation & Dilution
?
Dilution: what’s your end stake?
Valuation ($M)
?
Valuation & Dilution
37%
See ownyourventure.com


See dlopuch.github.io/venture-dealr
Raise $1M on $5M pre
34%
Raise $1.5M on $5M pre
33%
Raise $1M on $3M pre
Dilution: what’s your end stake?
Valuation ($M)
Seed A B
$15
$6
$1
$30
$12
$5
How long does it take?
• Longer than you expect


• 3-6 months


• Speed limited by access to investors


• Your ability to find them


• Calendar availability (surprisingly hard)
How soon to start, how long it takes,
general timeline you can expect, how to
reduce time between the initial outreach
and closing a deal?
Choose your investors carefully
What characteristics to look for in a
venture partner?
HBS Field Y - Fundraising 101 - How to raise a round - April 2021
HBS Field Y - Fundraising 101 - How to raise a round - April 2021
HBS Field Y - Fundraising 101 - How to raise a round - April 2021
HBS Field Y - Fundraising 101 - How to raise a round - April 2021
HBS Field Y - Fundraising 101 - How to raise a round - April 2021
• 1 Paragraph


• 1 Page


• 1 Light Deck


• 1 Follow-up Deck
Articulate in 90 seconds


Why you’re the right team


Know numbers and
business model cold
Kevin O’Leary
www.garage.com/resources/perfecting-your-pitch
10 slides


20 minutes


30 point font
Guy Kawasaki’s tips
pexels.com
thenounproject.com
Typical Parts
Overview Problem Solution
Market
Opportunity
Go-to-Market Traction
Revenue &
Business Model
Team
Competitive
Landscape
Financial
Projections
Ask & Use of
Proceeds
Conclusion
www.nextviewventures.com/blog/free-startup-pitch-decks-template
www.bestpitchdecks.com
Resources
• Legal


• Goodwin Procter www.foundersworkbench.com


• Foley & Lardner www.foley.com


• Pierce Atwood


• Techstars www.techstars.com/docs


• www.seriesseed.com


• General


• www.jddavids.com


• www.robkornblum.com
bit.ly/startresources
Q&A
D AV I D C H A N G


@ C H A N G D S
1 of 48

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