3. LPs’ Thoughts:
“Existing investors
must come back and “Make sure you have
“Don’t bother to fundraise take 50% of the fund. conversations with all
unless you have had some It shows your LPs before you go
exits in your last fund-that commitment.” out. Know where they
means at least one and
stand as it relates to
hopefully two that provide
commiting to you.”
at least a 2x.”
“I’m not sure I even
“Many funds are not LIKE venture capital as
even interested at all in an asset class today. I
life sciences. It’s just can make a lot better
taking too long to get returns elsewhere.
results.” Venture just doesn’t
have the returns.”
“Your fund returns
are very good! Why
don't I ever hear or
read about you?”
4. Funds on the Road over Time: 1/2008-1/2012
JAN-08 JAN-09 JAN-10 JAN-11 APR-11 JUL-11 OCT-11 JAN-12
Source: www.preqin.com
5. Breakdown of Funds in Market by Fund Type
Real Estate Venture Buyout Growth Fund of Infrastructure Distressed Mezzanine Natural Secondaries Other
Capital Funds PE Resources
Source: www.preqin.com
6. Average Time Spent Marketing Funds
2004 to 2011
Months
2004 2005 2006 2007 2008 2009 2010 2011
Source: www.preqin.com Year of Final Close
7. Top 5 Best Fundraising Practices
Best
Develop and communicate a compelling pitch for LPs
Recognize the importance of standing out among similarly situated funds
Practice
Weak 10 year VC performance numbers are making limited partners cautious
Getting your pitch right is vital – make it tangible
LPs are short on time—if it isn’t compelling, they are moving on
Take action: Get it right in 15 Slides
Demonstrate your differentiation and an “edge” – with both words and numbers
You must clearly explain what you do, how you do it, how it produces results — and
how it is repeatable in today’s markets
Bring your passion to the page – and find a way to connect
8. Top 5 Best Fundraising Practices
Best
Recognize that the golden days of
“Venture Allocation” are long past
Practice
Most LPs have built out their portfolios—very few are trying to fill a
“venture bucket”
Investors are absolute and opportunistic—you will be measured against all other
options
LPs are not your LPs for life anymore—they are digging in and making hard choices
Take action
Help your team show performance in its best light
People are looking for diversifiers and things that are additive to what they already hold
Define. Define. Define. Be specific about where you play and what your typical deal looks like
Get beyond VC performance—how do you stack up against the public markets?
9. Top 5 Best Fundraising Practices
Best
Get your back office ready – it’s going to
be a bumpy ride
Practice
Investors have a lot of choices – don’t make diligence more work
than it has to be
Take a hard look at your team’s strengths and weaknesses –
and address them
Don’t assume you know what LPs want to cover – ask them
Being ready for anything is a competitive advantage
Take action
Make a check list
You already know 80% of what you will be asked - get it ready
Build a rock solid data room – in IntraLinks or another trusted web product
Create a “slide library”
Prepare specific agendas in advance of meetings
Commit to quick turnaround times for LP requests and stay out in front
10. Top 5 Best Fundraising Practices
Best
Get your timing right
LPs need more notice than ever about your raise
Practice
Existing support is key to bringing in the new money
Momentum must be built throughout—air traffic control
The all important form D
Manage the media
Take action
Get into the weeds to know how and when you will cross the finish line
Have we talked to existing LPs? What timeline can they agree to?
When will we launch? Close?
What will be on the cover?
Form D strategy? Press strategy?
Create an overall timeline to manage against
11. Top 5 Best Fundraising Practices
Best
Be Consistent and Transparent Throughout
Your Process
Practice
Are LPs hearing the same information and data from your team?
Will your data hold up to detailed scrutiny?
Is your story consistent with what LPs will hear out in the VC echo chamber?
Take Action
Create planning docs that will keep your team on the same page
Keep in contact with CEOs, existing LPs, and co-investing GPs to ensure a consistent message
Know your weak spots and tough stories. Be prepared to address them in a straight forward,
honest (and quick!) manner.
Meet weekly, every week, until the last LPA docs are signed
12. QUESTIONS AND ANSWERS
Jennifer Jones
CEO, Jennifer Jones & Partners
Jennifer James
VP of Marketing and Investor Relations, Sofinnova