This document provides information and guidance for life science companies raising capital from life science investors. It discusses identifying potential investors through various sources like investment conferences, financing rounds, and similar companies' websites. It also covers understanding investor fit by analyzing sectors of interest, investment size and stage, and geographic exposure. Different types of life science investors are described, including venture capital, private equity, family offices, corporate venture capital, angels, and venture philanthropy. The document concludes with tips for identifying the appropriate investor contact, crafting the initial email, and following up with a call. The overall aim is to help life science companies effectively target and approach suitable investors for their capital needs.

1. Presented by SecureDocs & Life Science Nation
RAISING CAPITAL FROM LIFE SCIENCE INVESTORS

2. ABOUT SECUREDOCS VIRTUAL DATA ROOM
SecureDocs is a virtual data room for sharing and storing sensitive business
documents both internally and with outside parties.
SecureDocs, Inc. Company Basics:
• Founded by the team that created and launched GoToMyPC,
GoToWebinar, Appfolio, and RightScale.
• Thousands of Financial transactions worth tens of billions of dollars
completed on the platform.
• Web-based business software for startups and financial professionals.

3. ABOUT LIFE SCIENCE NATION
Life Science Nation was founded to help move science forward and be a part
of the change that is coming to the life science domain.
Life Science Nation (LSN) company basics:
• Founded in 2012 to bring better sales and marketing awareness to the life
science community.
• Accelerates the business of early stage life science via a sourcing platform.
• Researches and curates market intelligence on two industry sectors:
– Biotech & medtech companies
– 10 categories of early stage life science investors

4. Presenter
MICHAEL QUIGLEY
• Director of Research for
Life Science Nation
• Manages a team of
research analysts in US &
abroad
• Co-editor for LSN’s
Next Phase Newsletter

5. Outline and Objectives
1. Identifying new potential investors
2. Understanding and determining
investor fit
3. Understanding different investor types
4. Identifying the best contact and what
to send
© 2015 by Life Science Nation

6. Outline and Objectives
1. Identifying new potential investors
2. Understanding and determining
investor fit
3. Understanding different investor types
4. Identifying the best contact and what
to send

7. Where to Start?
“Give me six hours to chop down a tree and I will
spend the first four sharpening the axe.”
-Abraham Lincoln

8. Basic Boolean Operators
“___” Search this exact word or phrase
AND Both of these words or phrases
OR Either or both of these words or phrases
- (Minus Symbol) Does not contain this word or phrase
intitle: Contains this word or phrase in title
filetype: Search by file type
• Used in Google search bar to increase precision of searches
• Customize the search to your opportunity
• Try multiple different searches for best results

10. Best Sources for Investor Leads
• Investment conferences
• Financing rounds/press releases
• Similar companies websites
– Check the board of directors
• LinkedIn

11. Utilizing LinkedIn
• Frequently updated
• LinkedIn users open to new opportunities
• Boolean enabled
• Advanced search feature

13. Outline and Objectives
1. Identifying new potential investors
2. Understanding and determining
investor fit
3. Understanding different investor types
4. Identifying the best contact and what
to send

14. Identify Capital Providers
• I-Banks, consultants often try to appear as
investors to generate more business
• Look to see if they have portfolio
companies
• “Networks” and “Advisors” often don’t
invest themselves
• Check other sources

15. Who is Currently Allocating
• Recent new investments
• Fund vintage < 5 years ago
• Recent conferences
• Press releases

16. Sectors of Interest
• Devices, therapeutics, diagnostics, healthcare IT
• Subsectors
• Indications
• Often found on investor website
– Management experience
– Portfolio companies
– “About” section
• Press releases

17. Investment Size and Stage
• Previous investments
• Website (portfolio companies)
• Press releases
• Device vs biotech phases
• Plays into investor type

18. Geographic Exposure
• Previous investments
• Conference locations
• Size of investment
– Smaller investments
tend to be more regional
38%
19%
15%
10%
7% 7%
2%
0%
5%
10%
15%
20%
25%
30%
35%
40%
45%
USA Global Western
Europe
Canada Eastern
Europe
Asia Other
Mandates by Geographical Exposure

19. Outline and Objectives
1. Identifying new potential investors
2. Understanding and determining
investor fit
3. Understanding different investor
types
4. Identifying the best contact and what
to send

20. Investor Types
36%
21%
9% 8% 8%
5% 5% 3% 2% 2%
0%
5%
10%
15%
20%
25%
30%
35%
40%
Mandates by Investor Type

21. Venture Capital
• Raise funds from multiple outside parties
• Tight exit timeframes
• Initial investments of $1-$10 million
• Financially motivated
• Seed, venture, and growth stages

22. Private Equity
• Raise funds from outside parties
– Larger than VC funds
• Have longer timeframes
• Initial investments from $5million – $100million+
• Financially motivated
• Venture, growth, expansion

23. Family Office
• Manage funds on behalf of one or more
families/Individuals (SFO,MFO)
• Huge variation in investment size
• Philanthropic/strategic/financially motivated
• Gaining interest in direct transactions
• Seed, venture, growth, expansion

24. Corporate Venture Capital
• Invest funds on behalf of company
• Have long timelines and deep pockets
• Investments sizes from $1-$50 million
• Strategically motivated
• Tend to look globally
• Seed, venture, growth

25. Angel
• Individuals investing personal capital
• Often in larger groups
• Investments size from $10,000-$2million
• Tend to focus regionally
• Financially and philanthropically motivated
• Seed, venture

26. Venture Philanthropy
• Philanthropic organizations investing directly
• Both equity and grants
• Allocations from $10,000-$2million
• Philanthropically motivated
• Tend to look globally
• Gaining interest and traction direct investments
• Seed, venture

28. Outline and Objectives
1. Identifying new potential investors
2. Understanding and determining
investor fit
3. Understanding different investor types
4. Identifying the best contact and
what to send

29. Identifying the Appropriate Contact
• Associate/Principal
• Keywords in job description
– Deal sourcing, Identification, Screening
• Backgrounds in Technology Area
• Utilize LinkedIn for common connections

30. Finding Contact Info
• Investors website
• LinkedIn
• Advanced google search
• Call main line
–Ask secretary

31. • Who, what and why
• Keep it brief
• Include attachments
• Follow up!
The Initial Email

32. Sample Email
XXX,
My name is John Smith, CEO of Company XYZ. Company XYZ is an early stage
therapeutic company developing (Insert major value proposition – Tagline). Company
XYZ is currently raising a $10 million Series A financing to support development of our
lead asset for Indication. Sentence on why you are interesting to this specific
investor. I have attached an executive summary and pitch deck for additional
information.
If it makes sense for your investment strategy, I would like to organize an introductory
call to discuss this opportunity further. I will be in touch shortly to gauge your interest
and availability. I look forward to speaking with you soon.
Best regards,
John Smith

33. Call References
• Portfolio companies
• Ex employees
• I-bankers

34. Thank You