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THE INVESTMENT PROCESS – PITCHING, NEGOTIATIONS AND
TERMSHEET
Dr. Joachim Behrendt / Ebru Gürses
INTRODUCTION
StartNowHow
• Open seminar series for active and prospective entrepreneurs
• 10 sessions on monthly basis until summer 2015
• Covers relevant theoretical and practical aspects of entrepreneurship
• Based on lecture „entrepreneurship“ @Bogazici University
• Based on experiences of entrepreneurs, investors, mentors and consultants
• Each session with guest speaker (entrepreneurs, investors, mentors, etc.)
• Seminar materials can be downloaded after the event
• Thursdays 17.15h – 19.30h
• Next session:
• ALT 1: Thu, July 9th, 2015
• Award ceremony will take place at 9.7. as well
• TOPIC: Success and Failure as an Entrepreneur
• SPEAKER: tbd
• Certificate provided for participants joining at least 7/10 sessions
BIC Angels Investments01.06.2015 2
INTRODUCTION
StartNowHow - Seminar Topics (preliminary)
1. Mon, 20.10.: The entrepreneurial ecosystem in Turkey
2. Mon, 10.11.: Entrepreneurship as a profession
3. Mon, 8.12.: Opportunity recognition and evaluation
4. Mon, 12.1.: Planning, testing and developing a business model
5. Thu, 19.2. – lot of snow but no seminar -
6. Thu, 19.3.: Market and competitor research
7. Thu, 16.4.: Financial planning for startups
8. CANC: Marketing planning and control – the role of key performance indicators
9. Thu, 14.5.: Funding the startup – stage financing for ventures
10. Thu, 1.6.: The investment process – pitching, negotiations and termsheet
11. Thu, 9.7.: Success and failure as an entrepreneur / Graduation
BIC Angels Investments01.06.2015 3
PRE-INVESTMENT:HOWWESELECT
Success Rates
4BIC Angels Investments01.06.2015
PITCHINGPROCESS
12 slides is all you need
Cover Page/Introduction
Overview
Problem
Market
Team
Technology/Solution
Customers/Revenue Model
Go to Market
Competition
Financials
Milestones
Summary
PITCHINGPROCESS
01.06.2015 BIC Angels Investments 5
PRE-INVESTMENT:HOWWESELECT
Stage 1: Sourcing and Initial Screening
6BIC Angels Investments01.06.2015
Target: 16 / month
Ratio: ??
1/month 2/month 4/month
PR
2/month
PITCHINGPROCESS
PRE-INVESTMENT:HOWWESELECT
Stage 2: First Pitch and First Analysis
7BIC Angels Investments01.06.2015
Target: 16 / month
Ratio: 25%
= 25% total
4x market analysis
Target: 4 / month
PITCHINGPROCESS
PRE-INVESTMENT:HOWWESELECT
Stage 3: Second Meeting / Full Analysis
8BIC Angels Investments01.06.2015
Target: 4 / month
Ratio: 50%
= 6.25% total
2x fin.analysis
Target: 2 / month
PITCHINGPROCESS
PRE-INVESTMENT:HOWWESELECT
Stage 4: Agreement
9BIC Angels Investments01.06.2015
Target: 2 / month
Ratio: 50%
= 6.25% total
PITCHINGPROCESS
Presentation Delivery
• Know your deck – own your deck
• Be flexible – know where your slides are
• Don’t read the bullet points – have a conversation
• Use visuals / logos /graphics
• Preparation: Do your homework and know your audience
• Ask questions (e.g. any competing deals they are looking at?)
• Take notes
• No more than two of you should present
Practice, practice, practice and let your enthusiasm and passion
show!
PITCHINGPROCESS
01.06.2015 BIC Angels Investments 10
How To Get To Investors
• Develop a strategy for fundraising
• Find a connection through someone the investor trusts
• via exec of the investors portfolio company
• Banker
• Lawyer
• Accountant
• Networking events
PITCHINGPROCESS
01.06.2015 BIC Angels Investments 11
INVESTMENT:CLOSINGTHEDEAL
Investment Process
12BIC Angels Investments01.06.2015
• Standardized termsheet / legal
documents based on
international benchmarks
• Legal support Moroglu &
Arseven
• Post investment process
(mentoring etc.) starts
immediately after termsheet
• Startup has to set up AS and
provide full initial funding
• If not already established
• Asset deal with old startups‘
company at arm‘s length
principle possible
• Short due diligence
• Financials if established
• Legal
• Personnel / reference check
• Definitve legal agreements
standardized
• Articles of Association, Share
Purchasing Agreement
• Employment / Noncompete
• Techncal Service Agreement
• Full capital payments
immediately after signing
Target: 6 / year
Ratio: 50%
= 3.13% total
Target: 1 / month
INVESTMENTPROCESS
BEFOREıNVESTMENT
LEGAL STEPS BEFORE INVESTMENT
01.06.2015 BIC Angels Investments
• Establishing company
• AoA should be ready;
• Taken notary and trade registry approval;
• 2-3 weeks period.
• All previous legal and tax issues should be clarified.
• BKS approval – (1 -1,5 month)
13
DURıNGıNVESTMENTPROCESS
LEGAL STEPS OF INVESTMENT
01.06.2015 BIC Angels Investments
• Term sheet
• Company’s business description;
• Closing conditions;
• Dividends;
• Liquidation preferences;
• Right to Participate in Future Rounds;
• Anti-dilution rights;
• Right of first Refusal/ Co-sale (tag-along) rights;
• What about drag along right?
• Lock-up;
• Voting rights;
• BOD;
• Protective provisions;
• Non-Competition and Non-Solicitation Agreements;
• No Shop/Confidentiality.
14
DURıNGıNVESTMENTPROCESS
LEGAL STEPS OF INVESTMENT
01.06.2015 BIC Angels Investments
• SHA
• BOD minutes
• Updated AoA
• General assembly minutes
- 1-2 months
15
AFTERSıGNATURES
LEGAL STEPS AFTER SIGNATURES
01.06.2015 BIC Angels Investments
• Bank letter
• Trade registry office approvals
• Release money !!!
• 1 week
Full investment process can be finalized in 2-3
months!!
16
VALUATION
New Venture Valuation: Market Multiples
01.06.2015 17BIC Angels Investments
Source: Grichnik, D./Bretttel, M./Koropp, C./Mauer,R., Entrepreneurship, p.101
VALUATION
New Venture Valuation: CF Multiples
01.06.2015 18BIC Angels Investments
Source: Smith, J.K./Smith, R.L./Bliss, R.T., Entrepreneurial Finance, p.422,423
VALUATION
New Venture Valuation: DCF Valuation
01.06.2015 19BIC Angels Investments
Source: Smith, J.K./Smith, R.L./Bliss, R.T., Entrepreneurial Finance, p.416
VALUATION
Estimating Risk-Free Rate of Return
01.06.2015 20BIC Angels Investments
Source: Smith, J.K./Smith, R.L./Bliss, R.T., Entrepreneurial Finance, p.397
VALUATION
Estimating Beta
01.06.2015 21BIC Angels Investments
Source: Smith, J.K./Smith, R.L./Bliss, R.T., Entrepreneurial Finance, p.401
VALUATION
Estimating Beta
01.06.2015 22BIC Angels Investments
Source: Smith, J.K./Smith, R.L./Bliss, R.T., Entrepreneurial Finance, p.403
VALUATION
New Venture Valuation: VC Method
01.06.2015 23BIC Angels Investments
Source: Smith, J.K./Smith, R.L./Bliss, R.T., Entrepreneurial Finance, p.424
VALUATION
New Venture Valuation: First-Chicago-Method – Required Share %
01.06.2015 24BIC Angels Investments
Source: Leach, J.C./Melicher, R.W., Entrepreneurial Finance, p.378
OUTLOOK
StartNowHow - Outlook
• Today‘s materials will be made available to participants for downloading
• Next Seminar: „Success and Failure as an Entrepreneur“
• Guest Speaker: tbd
• Thursday, 9.7.2015, 17.15 – 19.30h
• Award Ceremony will take place at Thu 9.7. as well
• Don‘t forget to register early (eventbrite) - capacity 50 people!
• Priority for participants / registrants from today‘s session
• General rule: Allocation of seats according to participation
• Regular participation = certificate (70% participation)
BIC Angels Investments01.06.2015 25
BIC ANGEL INVESTMENTS
Dr. Joachim Behrendt
Phone: +90 212 328 1939
Fax: +90 212 328 1933
www.behrendt.com.tr
www.nexum.com.tr
http:/twitter.com/joachimbehrendt
http://tr.linkedin.com/pub/joachim-behrendt/18/706/a7a
Email: j.behrendt@behrendt.com.tr

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Startnowhow - The Investment Process

  • 1. THE INVESTMENT PROCESS – PITCHING, NEGOTIATIONS AND TERMSHEET Dr. Joachim Behrendt / Ebru Gürses
  • 2. INTRODUCTION StartNowHow • Open seminar series for active and prospective entrepreneurs • 10 sessions on monthly basis until summer 2015 • Covers relevant theoretical and practical aspects of entrepreneurship • Based on lecture „entrepreneurship“ @Bogazici University • Based on experiences of entrepreneurs, investors, mentors and consultants • Each session with guest speaker (entrepreneurs, investors, mentors, etc.) • Seminar materials can be downloaded after the event • Thursdays 17.15h – 19.30h • Next session: • ALT 1: Thu, July 9th, 2015 • Award ceremony will take place at 9.7. as well • TOPIC: Success and Failure as an Entrepreneur • SPEAKER: tbd • Certificate provided for participants joining at least 7/10 sessions BIC Angels Investments01.06.2015 2
  • 3. INTRODUCTION StartNowHow - Seminar Topics (preliminary) 1. Mon, 20.10.: The entrepreneurial ecosystem in Turkey 2. Mon, 10.11.: Entrepreneurship as a profession 3. Mon, 8.12.: Opportunity recognition and evaluation 4. Mon, 12.1.: Planning, testing and developing a business model 5. Thu, 19.2. – lot of snow but no seminar - 6. Thu, 19.3.: Market and competitor research 7. Thu, 16.4.: Financial planning for startups 8. CANC: Marketing planning and control – the role of key performance indicators 9. Thu, 14.5.: Funding the startup – stage financing for ventures 10. Thu, 1.6.: The investment process – pitching, negotiations and termsheet 11. Thu, 9.7.: Success and failure as an entrepreneur / Graduation BIC Angels Investments01.06.2015 3
  • 4. PRE-INVESTMENT:HOWWESELECT Success Rates 4BIC Angels Investments01.06.2015 PITCHINGPROCESS
  • 5. 12 slides is all you need Cover Page/Introduction Overview Problem Market Team Technology/Solution Customers/Revenue Model Go to Market Competition Financials Milestones Summary PITCHINGPROCESS 01.06.2015 BIC Angels Investments 5
  • 6. PRE-INVESTMENT:HOWWESELECT Stage 1: Sourcing and Initial Screening 6BIC Angels Investments01.06.2015 Target: 16 / month Ratio: ?? 1/month 2/month 4/month PR 2/month PITCHINGPROCESS
  • 7. PRE-INVESTMENT:HOWWESELECT Stage 2: First Pitch and First Analysis 7BIC Angels Investments01.06.2015 Target: 16 / month Ratio: 25% = 25% total 4x market analysis Target: 4 / month PITCHINGPROCESS
  • 8. PRE-INVESTMENT:HOWWESELECT Stage 3: Second Meeting / Full Analysis 8BIC Angels Investments01.06.2015 Target: 4 / month Ratio: 50% = 6.25% total 2x fin.analysis Target: 2 / month PITCHINGPROCESS
  • 9. PRE-INVESTMENT:HOWWESELECT Stage 4: Agreement 9BIC Angels Investments01.06.2015 Target: 2 / month Ratio: 50% = 6.25% total PITCHINGPROCESS
  • 10. Presentation Delivery • Know your deck – own your deck • Be flexible – know where your slides are • Don’t read the bullet points – have a conversation • Use visuals / logos /graphics • Preparation: Do your homework and know your audience • Ask questions (e.g. any competing deals they are looking at?) • Take notes • No more than two of you should present Practice, practice, practice and let your enthusiasm and passion show! PITCHINGPROCESS 01.06.2015 BIC Angels Investments 10
  • 11. How To Get To Investors • Develop a strategy for fundraising • Find a connection through someone the investor trusts • via exec of the investors portfolio company • Banker • Lawyer • Accountant • Networking events PITCHINGPROCESS 01.06.2015 BIC Angels Investments 11
  • 12. INVESTMENT:CLOSINGTHEDEAL Investment Process 12BIC Angels Investments01.06.2015 • Standardized termsheet / legal documents based on international benchmarks • Legal support Moroglu & Arseven • Post investment process (mentoring etc.) starts immediately after termsheet • Startup has to set up AS and provide full initial funding • If not already established • Asset deal with old startups‘ company at arm‘s length principle possible • Short due diligence • Financials if established • Legal • Personnel / reference check • Definitve legal agreements standardized • Articles of Association, Share Purchasing Agreement • Employment / Noncompete • Techncal Service Agreement • Full capital payments immediately after signing Target: 6 / year Ratio: 50% = 3.13% total Target: 1 / month INVESTMENTPROCESS
  • 13. BEFOREıNVESTMENT LEGAL STEPS BEFORE INVESTMENT 01.06.2015 BIC Angels Investments • Establishing company • AoA should be ready; • Taken notary and trade registry approval; • 2-3 weeks period. • All previous legal and tax issues should be clarified. • BKS approval – (1 -1,5 month) 13
  • 14. DURıNGıNVESTMENTPROCESS LEGAL STEPS OF INVESTMENT 01.06.2015 BIC Angels Investments • Term sheet • Company’s business description; • Closing conditions; • Dividends; • Liquidation preferences; • Right to Participate in Future Rounds; • Anti-dilution rights; • Right of first Refusal/ Co-sale (tag-along) rights; • What about drag along right? • Lock-up; • Voting rights; • BOD; • Protective provisions; • Non-Competition and Non-Solicitation Agreements; • No Shop/Confidentiality. 14
  • 15. DURıNGıNVESTMENTPROCESS LEGAL STEPS OF INVESTMENT 01.06.2015 BIC Angels Investments • SHA • BOD minutes • Updated AoA • General assembly minutes - 1-2 months 15
  • 16. AFTERSıGNATURES LEGAL STEPS AFTER SIGNATURES 01.06.2015 BIC Angels Investments • Bank letter • Trade registry office approvals • Release money !!! • 1 week Full investment process can be finalized in 2-3 months!! 16
  • 17. VALUATION New Venture Valuation: Market Multiples 01.06.2015 17BIC Angels Investments Source: Grichnik, D./Bretttel, M./Koropp, C./Mauer,R., Entrepreneurship, p.101
  • 18. VALUATION New Venture Valuation: CF Multiples 01.06.2015 18BIC Angels Investments Source: Smith, J.K./Smith, R.L./Bliss, R.T., Entrepreneurial Finance, p.422,423
  • 19. VALUATION New Venture Valuation: DCF Valuation 01.06.2015 19BIC Angels Investments Source: Smith, J.K./Smith, R.L./Bliss, R.T., Entrepreneurial Finance, p.416
  • 20. VALUATION Estimating Risk-Free Rate of Return 01.06.2015 20BIC Angels Investments Source: Smith, J.K./Smith, R.L./Bliss, R.T., Entrepreneurial Finance, p.397
  • 21. VALUATION Estimating Beta 01.06.2015 21BIC Angels Investments Source: Smith, J.K./Smith, R.L./Bliss, R.T., Entrepreneurial Finance, p.401
  • 22. VALUATION Estimating Beta 01.06.2015 22BIC Angels Investments Source: Smith, J.K./Smith, R.L./Bliss, R.T., Entrepreneurial Finance, p.403
  • 23. VALUATION New Venture Valuation: VC Method 01.06.2015 23BIC Angels Investments Source: Smith, J.K./Smith, R.L./Bliss, R.T., Entrepreneurial Finance, p.424
  • 24. VALUATION New Venture Valuation: First-Chicago-Method – Required Share % 01.06.2015 24BIC Angels Investments Source: Leach, J.C./Melicher, R.W., Entrepreneurial Finance, p.378
  • 25. OUTLOOK StartNowHow - Outlook • Today‘s materials will be made available to participants for downloading • Next Seminar: „Success and Failure as an Entrepreneur“ • Guest Speaker: tbd • Thursday, 9.7.2015, 17.15 – 19.30h • Award Ceremony will take place at Thu 9.7. as well • Don‘t forget to register early (eventbrite) - capacity 50 people! • Priority for participants / registrants from today‘s session • General rule: Allocation of seats according to participation • Regular participation = certificate (70% participation) BIC Angels Investments01.06.2015 25
  • 26. BIC ANGEL INVESTMENTS Dr. Joachim Behrendt Phone: +90 212 328 1939 Fax: +90 212 328 1933 www.behrendt.com.tr www.nexum.com.tr http:/twitter.com/joachimbehrendt http://tr.linkedin.com/pub/joachim-behrendt/18/706/a7a Email: j.behrendt@behrendt.com.tr