Business Magazine

5 People To Avoid In The Search For An Ideal Investor

Posted on the 20 March 2017 by Martin Zwilling @StartupPro

people-to-avoid-as-investorsEvery entrepreneur seeking funding loves the challenge of getting customers and investors excited, but dreads the thought of negotiating the terms of a deal with potential investors. They are naturally reluctant to step out of the friendly and familiar business territory into the unfamiliar battlefield of venture capitalists from which few escape unscathed.

In reality, a financing negotiation is not a single-round winner-take-all game, since a “good” deal requires that both parties walk away satisfied -- with a win-win relationship. Brad Feld and Jason Mendelson, in their classic book “Venture Deals: Be Smarter Than Your Lawyer and Venture Capitalist” emphasize that there are only three things that really matter in this negotiation: achieving a good and fair result, not killing your personal relationship getting there, and understanding the deal that you are striking.

To be an effective negotiator, I agree that you first need to quickly identify and adapt to your opponents negotiating style. Feld and Mendelson identify the five most common negotiating styles that you will see on both sides of the table, and talk about how you can best work with each of them:

  1. The Bully (aka UAW negotiator). The bully negotiates by yelling and screaming, forcing issues, and threatening the other party. They usually don’t understand the issues, so they try to win by force. Unless this is your natural negotiating style, their advice is to chill out as your adversary gets hotter.

  2. The Nice Guy (aka used-car salesman). This style is pleasant, but you always feel like he’s trying to sell you something. While he doesn’t yell at you like the bully, it’s often frustrating to get a real answer (need to talk with the boss). For these, be clear and direct, and don’t be afraid to toss a little bully into the mix to move things forward.

  3. The Technocrat (aka pocket protector guy). This is the technical nerd who can put you into endless detail hell. The technocrat has a billion issues and has a hard time deciding what’s really important, since to him everything is important for some reason. Make sure you don’t lose your focus and fight for what you really care about.

  4. The Wimp (aka Marty McFly). You may be able to take his wallet pretty easily during the negotiation, but if you get too good a deal it will come back to haunt you. You have to live with him on the Board and making decisions. You may end up negotiating both sides of the deal, which is sometimes harder than having a real adversary.

  5. The Curmudgeon (aka Archie Bunker). With the curmudgeon, everything you negotiate sucks. He may not yell, but he’s never happy, and keeps reminding you how many times he has been around the block. If you are patient, upbeat, and tolerant, you’ll eventually get what you want, but don’t expect to ever please him.

Secondly, you should never walk into any negotiation blindly without a plan. Know the key things that you want, understand which items you are willing to concede, and know when you are willing to walk away. When determining your walk-away position, you need to understand your best alternative to agreement, and have a Plan-B (bootstrapping, competing investor, or more time).

Another key preparation is to get to know the investors you will be dealing with. Do your homework on the Internet and through contacts to find out their strengths, weaknesses, biases, curiosities, and insecurities, Knowledge is power, and that can be used for leverage.

On the other hand, when negotiating a financing for your company, you should never present your term sheet first. Always wait for the investor to play his hand. Next, make sure you listen more than you talk. You can’t lose a deal point if you don’t open your mouth. Finally, don’t lose sight of the deal as a whole, by being forced to a decision linearly on each point in isolation.


You Might Also Like :

Back to Featured Articles on Logo Paperblog

These articles might interest you :

  • “This Diet Has Been Nothing Short of Life Changing for Me and My Family”

    Tyler has been able to truly turn his life around with a low-carb diet. Here's how he massively increased his energy levels and lost 100 lbs (45 kg) in only... Read more

    The 25 June 2017 by   Dietdoctor
    DIET & WEIGHT, HEALTH, HEALTHY LIVING, MEDICINE
  • New Keto Meal Plan

    Our popular low-carb meal-plan tool gives you everything you need to succeed on low carb. Meal plans, recipes and shopping lists - no planning required! Adjust... Read more

    The 25 June 2017 by   Dietdoctor
    DIET & WEIGHT, HEALTH, HEALTHY LIVING, MEDICINE
  • Vegan Rocket Pesto Pasta!

    Vegan Rocket Pesto Pasta!

    I harvested a lot of wild rocket in our garden hey, what to do with it? I knew that I made a previous non-vegan rocket pesto that was so delicious. Read more

    The 25 June 2017 by   Sophies Foodie
    FOOD & DRINK, RECIPES, VEGETARIAN & VEGAN
  • Party Saturday

    According to the calendar, summer started this past week. According to Tajikistan, summer started last month. And so by now, a month into summer, it is hot. Read more

    The 25 June 2017 by   Sherwoods
    FAMILY, PARENTING
  • Sunday Bliss Is..

    Sunday Bliss Is..

    ..baking these adorable red berry and almond blondies in this understated sunlit kitchen. Join the Read more

    The 25 June 2017 by   Myparadissi
    HOME, INTERIOR DESIGN
  • 5 Reasons NOT To Start With A Non-Profit Business

    Reasons Start With Non-Profit Business

    A common misconception I often hear in the startup world is that non-profits are easy and safe, since they don’t have to pay taxes, and they don’t have to make ... Read more

    The 25 June 2017 by   Martin Zwilling
    BUSINESS, CAREER
  • A Day at the Marvellous West Woodhay Gardeners' Fair

    Marvellous West Woodhay Gardeners' Fair

    I received an invitation the other day to go to the West Woodhay Gardeners' Fair; a quick check on the map and I thought it would make a nice day trip. I happil... Read more

    The 25 June 2017 by   Ozhene
    GARDENING, HOME

Magazines