This document contains advice from Anuj Viswanathan of Milaap.org for fundraising. Some key points include: - Get introductions to potential investors and prioritize non-negotiable terms - Underestimate how much funding you need and get the first commitment closed - Accept offers greedily but be wary of getting "friend-zoned" by investors - Communicate with investors every day and know that fundraising is a process, not the end goal

1. ANOJ VISWANATHAN,
Co-founder, Milaap.org
anoj@milaap.org
+91 9611 631 386

2. THANK YOU
Paul Graham
Chris Dixon
Our Advisors & Investors
My fellow co-founders –
Sourabh & Mayukh

3. Be in fundraising mode or not.

4. The best time to start
fundraising was Yesterday.

5. Get Things in Order.
Founders’ equity and vesting to begin
with.

6. CEO’s Job = Robinhood (Fundraising)
Other founders = Man Friday + Karan Thapar

7. Underestimate how much you need.
2X Need = Your want.

8. Get introductions to
investors, ideal investors.

9. Don’t get Friend-zoned.
Hear no or Hear yes.

10. Interest ≠ Offer.
Offer ≠ Closure.

11. Yes in a pitching session = Interest.
Yes over email = Interest.
Yes in person = Interest.
Signed Term Sheet = Offer.
Money in the Bank = Closure.

12. Memorize your term sheet.
Make Notes.

13. No Question is Stupid.
You’ll be surprised.

14. 99.137% of the world doesn’t
understand convertible notes.
Join the Club.

15. Get a successful 1st gen
entrepreneur to help you in
negotiation.
<you can’t afford a lawyer anyway>

16. Prioritize non-negotiables.
You can’t have it all.

17. Get the first commitment.

18. Close committed money.

19. Accept offers greedily.

20. Acceptable Offer – Take it.
Incompatible Offers – Pick the Best
‘Expecting A Better Offer’ – Wake Up!
No Offer – Get Back to Work

21. Avoid adjectives – ‘Smart’
Money, ‘Impact’ Money.*
Money = Money + Vision Fit
*exceptions apply.

22. Avoid investors who don't "lead.”*
*exceptions apply.

23. Don't be stuck at valuation.
Don't be stuck at valuation.

24. Keep Communicating with Investors
post Term Sheet.
EVERY DAY
EVERY DAY
EVERY DAY

25. Fundraising is a Milestone,
not an Achievement.

26. Achievement =
Traction, Revenues.